smAlbany 2013 presentation http://ww.smAlbany.org

1. Networking Beats
NOTworking
smAlbany 2013
Dr. Thomas J. Denham
© Careers In Transition LLC

2. Expectations
Networking 101
Elevator Speech
How to Work a Room
Goal: Learn 3 Things
90% of what you hear today will be lost in
30 days, therefore please TAKE NOTES.
Please Ask Questions!
© Careers In Transition LLC

3. Google
“50 Networking NO NOs”
“How to Initiate and Conduct an
Informational Interview”
“50 Tips for Networking”
“36 Sources of Networking Contacts”
blog.TimesUnion.com/careers
© Careers In Transition LLC

4. “The one thing I have seen in every
successful person I have ever met
is their ability to grow and nurture
a network of relationships.”
Harvey Mackay
Author, Swim with the Sharks

5. Networking 101
Group of supporters who serve as
resources for your personal and
professional life
Lost art relationship building
Great way to increase job security
A skill that is developed with practice
© Careers In Transition LLC

6. Why Network?
Builds a greater Circle of Influence
Increases visibility and TOMA
Creates a safety net
Learn by listening
Starts friendships
Reduces isolationism
Deputizes your “Job Search Agents”
Enriches your life
© Careers In Transition LLC

7. This is why I network

8. Get Focused
1. What am I trying to accomplish?
2. What is my networking strategy?
3. Where and how often do I need to network?
4. What is my goal for each networking event?
Goal: How many cards did I give/get this week?
Goal: Contacts have I added this month?
Goal: One-on-one meetings this month?
© Careers In Transition LLC

9. Identify Your Network
“I don’t really have a network.” – Myth
Ask yourself, “Who do I know and who
knows me?”
Ask yourself, “Where can I go to build
meaningful relationships?”…
© Careers In Transition LLC

10. 36 Sources of Contacts
1. Athletic Teams
2. Business Cards
3. Career Counselors
4. Chamber of Commerce
5. Classmates/Alumni
6. Clergy/House of Faith
7. Conferences Attendees
8. Elected Officials
9. Email Address Book
10. Ex-Employees
© Careers In Transition LLC
11. Family
12. Fellow Job Seekers
13. Former Competitors
14. Former Co-Workers
15. Former Customers
16. Former Supervisors
17. Former Faculty
18. Former Neighbors
19. Fraternity/Sorority
20. Friends

11. 36 Sources of Contacts
21. Holiday Card List
22. Lodges
23. Mentors
24. NYS Dept. of Labor
25. Neighbors
26. Private Clubs
27. Professional Associations
28. Professional Colleagues
29. PTA
30. Service Providers
© Careers In Transition LLC
31. Social Acquaintances
32. Social Media Sites
33. Staffing Agencies
34. Telephone Address Book
35. Volunteer Activities
36. Volunteer Board Members

12. Prepare for Networking
Quantify and qualify your network
Prioritize the 3 Circles of Influence
1. Inner Circle - closest contacts
2. Middle Circle - close associates
3. Outer Circle - lesser known contacts
© Careers In Transition LLC

13. Business Cards
A critical investment
Important first impression
Use front and back
Photo
Obtain a card holder
Keep back-ups
Never say:
“I don’t have one on me.”
“I already have your card.”
© Careers In Transition LLC

14. Set Up Networking Meetings
Schedule a date and time
Meet at their office
Be professional and be on time
Ask for advice
Ask them, “If you were me, what more
would you be doing?”
Tap into their networks– The Rule of 200
Ask them, “Who do you suggest I speak
to next?”
© Careers In Transition LLC

15. Follow-up
Send a thank you email immediately
Add his/her email to your address book
Invite into LinkedIn, Twitter, Facebook
File Away
© Careers In Transition LLC

16. LinkedIn
21st Century Rolodex
Facebook for Professionals
200+ Million Users
Every 12 days 1 million people join LinkedIn
Biggest IPO since Google - $352.8 Million
Google: “Linkedin Basics for Job Searching”
© Careers In Transition LLC

17. Your Online Reputation
IS Your Reputation!
Create
Build
Promote
Protect
© Careers In Transition LLC

18. Why?
YOU are your brand!
Cost Effective
Online Resume
Stay Competitive
Google: “YOU Are Your Brand”
Google: “How to Build Your Brand”
© Careers In Transition LLC

19. Am I boring you?

20. Networking Opportunities
Networking Bonanzas
Smaller Events/Programs
One-on-One – “Coffee Talks”
© Careers In Transition LLC

21. Working a Room - Before
Be prepared and targeted
How can I best use this time?
Know the audience
Arrive slightly early
Go to the bathroom
Where does the name tag go?
Google: “How to Work a Room”
© Careers In Transition LLC

22. Elevator Speech
Prepare a 10 and 30 second sell
Prepare a 2 and 10 minute talk
Say something memorable/humorous
1. Who are you?
2. What do you do?
3. Who do you do it for?
4. What is the result?
5. What is a good referral?
Repeat name and organization
© Careers In Transition LLC

23. Working a Room - During
Take the initiative
Make a great 1st impression
Greet with a smile
Pleasant voice
Give a firm handshake
One hand grip – two pumps
Strong body language/eye contact
Good posture
© Careers In Transition LLC

24. Working a Room - During
Don’t sit down before the program!
Circulate strategically
Don’t talk to everyone or just one person!
Don’t sit next to people you know!
Stay focused on them – L.V.A.C.
Listen first, talk second – W.A.I.T.
Don’t sell
Have a meaningful conversation
Avoid wandering eyes © Careers In Transition LLC

25. Working a Room - During
Display your energy and enthusiasm
Be yourself and stay relaxed
How to stand – The 3 Foot Rule
Maintain self-control
Speak clearly
DON’T RAMBLE
© Careers In Transition LLC

26. Working a Room – Before Leaving
Excusing yourself
Request a business card
Request a “Coffee Talk”
End with a smile
© Careers In Transition LLC

27. Working a Room - After
Thank new contacts via email
Follow-up on “Coffee Talk” request
Leave cards on your desk for 1 week
© Careers In Transition LLC

28. Network for Life
1. Be proactive – never an after thought!
2. Networking is work, but work worth doing
3. Networking is a contact sport
4. “Givers Get” Principle
Nurture Your Network
© Careers In Transition LLC

29. Action Plan
“What can I do TODAY to create, build, and
protect my online reputation?”
Success can only be done incrementally
After today, I need to…
Start Doing…
Stop Doing…
Continue Doing…
Do More…
Do Less…
Do Differently…
© Careers In Transition LLC

30. NETWORKING OPPORTUNITIES
ARE NOWHERE
© Careers In Transition LLC

31. Dr. Thomas J. Denham
(518) 366-8451
careersintransition@yahoo.com
www.CareersInTransitionLLC.com
Since this is the way I make my
living, I would appreciate any
referrals for future speaking
engagements.

32. Thank You!!!
Dr. Tom
Denham