6. Objectives
Become a magnet for attracting the right people in
your space
Create a master plan before attending any event and
execute
Stop handing out business cards and make real
connections
Become the go to person in your sphere of influence
Command any room the minute you walk in
Join any conversation at any event
Become the most liked person at an event
11/24/2015 6www.SlideShare.net/LSemaj
7. Objectives cont’d
Be always warm and open to starting a
conversation
Make building and managing your network
a part of who you are
Take your networking to the net
How to build a network
See your career, business, practice and
personal relationships take off
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9. WHY IS IT IMPORTANT?
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10. What is Networking?
Why is it important to anyone who wants to
succeed
Critical to personal, career and business
development
Successful persons create and nurture a network of
contacts
Your income can grow only to the extent that you
grow
I create my life versus what happens to me
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11. What is Networking?
Essentially, networking is getting to
know people who can help you develop
your career, business or personal
prospects .
You don't need to be a big shot or the
most outgoing person in the world to
network effectively.
Its simply connecting with people
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12. Networking: definitions…
A supportive system of sharing information
and services among individuals and groups
having a common interest
[http://dictionary.reference.com]
Creating a group of acquaintances and
associates and keeping it active through
regular communication for mutual benefit
[www.businessdictionary.com]
Networking depends on relationships
13. One simple rule
“It takes only a moment’s conscious decision
to become a networker, with no interference
to one’s daily routine.
All it requires is a slight shift in attitude, and
adopting one simple trifurcated rule:
Greet each new acquaintance with an
openness to learn more about that person, a
willingness to help, and an offer to stay in
touch.”
[Buzzy Gordon - http://entrepreneurs.about.com]
14. How big is your network?
People you
have known
in the past
People you
know now
People you
will know in
the future
15. Dunbar’s number
150 = the maximum number
of people with whom we can
maintain relationships
Hypothesis by primatologist Robin
Dunbar that 150 is the maximum
number of social interactions you
can manage
It is the number at which groups
start to break down
The number is higher or lower
across different species of social
primates
16. Map your network
My Network
Prof. Orgs. Universities Friends Suppliers Customers
Colleagues
17. What are the benefits of
networking?
A lot of good jobs never make it to the pages of a
recruitment website or newspaper.
They get filled by word of mouth and the more
senior the position, the more often it happens this
way.
Even if the job is advertised, it helps to know
someone inside the new organisation who can give
you the inside line.
They may even end up interviewing you which will
always make it a less stressful experience
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18. What are the benefits of
networking?
Access to their rolodex
Ability to genuinely helps others
Inability to network can hinder your
performance on the job, in business and in
personal life
In the end business is conducted through
personal relationships
Cannot focus only on financial aspect
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19. Operational
• People who can help you
get your work done
• Often internal & current-
focused
Personal
• People who can help you
grow personally &
professionally
• Usually external & share
common interests
Strategic
• People who can help you
shape your future goals &
direction
• May be internal or external
& are future-oriented
3 reasons for networking
How Leaders Create and Use Networks
by Herminia Ibarra and Mark Hunter HBR Jan. 2007
20. Networking vs. Relationship Building
The word “networking” is commonly used to
describe the process of cultivating business
relationships.
There’s nothing inherently wrong with
networking, but it often has the connotation of
being manipulative and self-serving.
Should we shy away from it?
No matter how good your service or product is you
are in the people business
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21. Not all network contacts are equal
Networks contain a small number of
people that have proportionately more
influence over the network than others
This 5-10% of individuals, called
critical connectors by organisational
anthropologist Karen Stephenson,
occupy specific places within networks
Ref: http://goo.gl/mWXgA
22. Hubs, Gate-keepers & Pulse-takers
Hubs are directly
connected to many
people and, as a result,
have the ability to
disseminate
information quickly
Gatekeepers stand
at the intersection
between parts of the
organisation, or areas
of expertise
Pulse-takers are the
covert influencers
within networks who
are often more
knowing than
known, and they
connect with others
strategically
23. Your networking plan
Map your
network
Identify
your critical
connections
Engage and
add value
Develop &
grow your
network
27. Introverts and Extroverts
Introverts
Think, then speak
Prefer small groups
Comfortable being alone
Know a few people well
Take risks, carefully (!)
Solitude is a catalyst for their
creativity
Focus on one thing at a time
Extroverts
Speak, then think
Enjoy being in bigger groups
Have lots of friends
Get their energy from other
people
Dive into new situations with
energy
Thrive on surprises and not
knowing “what’s up”
Good multi-taskers
31. If you’re an Introvert…
It’s not about selling yourself, it’s about helping other people
It’s not about becoming popular, it’s about learning and sharing
If it’s hard to talk to strangers, make it easy for them to talk to you
Ask good questions (Open Questions)
Be more interested in them than in yourself
Look for ways to help them
Follow-up meetings with ideas, offers to help, recommendations
Make it easy for others to find you (use online tools)
Most of these apply to Extroverts too!
34. But I’m Too Shy!
What is shyness?
What are the symptoms?
How to handle shyness?
If your goal is to be comfortable
chances you will never be successful
The only time you are growing is
when you are uncomfortable
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36. Social anxiety has deep roots;
in our primordial past, belonging to a group
was essential to survival.
Social anxiety is nature’s way of ensuring
that we do what we have to do to stay with
the pack.
Even though today we live in a pretty safe
environment and don’t have to worry about
dying if we’re not part of a social group, our
brains continue to gin up massive amounts
of stress and anxiety at the specter of being
rejected.
38. When you start feeling
those anxious, shy feelings,
keep repeating to yourself:
“Everything’s fine.
My brain thinks it’s 10,000 BC and is
overreacting.
I’m not in danger of dying on the savanna.
I’m not in danger of dying on the savanna.”
Decide that it’s okay if some people don’t like
you
(you don’t like some people, after all!).
40. If someone doesn’t seem to like you
it can be crushing, or at least irksome.
“Why doesn’t he think I’m cool?!”
You start to feel there’s something intrinsically wrong
with you.
But no one is universally liked;
even very popular “nice guy” celebrities like Bill Crosby
have their haters.
And that’s okay!
Everyone’s personality jibes with different people.
Your personality just isn’t going to align with some
folks.
41. Remember, there are people you don’t
like too!
And you probably don’t generate
terrible thoughts about them
either, but simply think,
“That’s just not my type of person.”
So don’t take it personally if
others don’t seem to get you.
42.
43. First,
simply work on making more eye
contact with people.
When the cashier asks if you
found everything you were
looking for, look her in the eye
when you say yes.
44. Then,
work on asking a single question to people
you engage with in passing interactions.
When you get your daily coffee, ask your
server how her day is going.
If you need help finding something at a
store, ask a clerk to help you.
After a college class, ask your professor to
expand on something he touched on in the
lecture.
45. Next,
try to engage people with some back and
forth questions and get a short conversation
going.
Treat your small, everyday social
interactions like little experiments.
See what happens when you engage people
socially instead of simply avoiding them.
You may be surprised to learn that
socializing isn’t that scary after all and won’t
lead to existential annihilation.
46.
47. If you have severe shyness,
and can’t even begin to look people in the eye?
my somewhat unorthodox advice would be to first make
strenuous physical feats a regular part of your life.
Do HIIT workouts at least a couple times a week.
Take cold showers a few times a week.
Take up long-distance race walking/running.
Becoming comfortable will physical discomfort won’t
automatically make you comfortable with socializing,
but it will build your confidence and create a
foundation for the belief that your will is capable
of bossing your fearful mind.
48. Can’t Do That?
There’s no easy answer.
As Yoda wisely put it,
“Do or do not. There is no try.”
You have to reach a point where you simply take
a big breath and jump in.
Nearly every good thing in life, from our physical
health to our social prowess, is predicated on
the ability to put aside immediate fear and
discomfort for a long-term reward.
Strengthening your will is the prerequisite for all
other progress.
49. Shyness researchers
have found that people forget themselves
and their anxiety more easily
if they’re involved in activities that are
helpful to others and give them a pre-
determined role or job.
For example,
many self-described shy people don’t have
any problem talking to strangers if it’s part
of their job.
51. Be yourself, at least for now.
what is the “self”?
If temperament and personality is 50%
inherited, is your self your genetics?
Is it the other 50% — the particular way you
happened by chance to be raised?
Is it an amalgamation of the millions of
commercials you’ve seen on TV and online
that has influenced your perspective in ways
you’re not consciously aware of?
52. More importantly,
what if your self would like to sit at home in a
sweat suit 24/7, playing video games, and
eating choclate?
Should you still be “true to yourself”?
Rather than being yourself,
I think you should decide who you want to be,
find an ideal, and act in accordance with it.
Take whatever you think is inherent to your
personality and marshal it towards excellence.
53. Implementation is simple:
when you reach a point where you get tired
of your shyness, say to yourself
“F it! This is dumb!
I’m just going to start acting confident.”
And then you do so;
act loose and relaxed, look people in the
eye, and start talking to them.
Works like a charm.
55. To Deposit in
My Social Capital Account?
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56. Nothing to deposit in my social
capital account?
Networking for Students
Young entrepreneurs
Graduates
Early career professionals
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57. Take the role of the mentee
Believe in your vision and share it
Find your tribe
Use school connections to your advantage
Know your target and go out
Know where you fall in the pecking order
Ask great questions
Interview successful people and ask them to help
other students by sharing their knowledge
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58. Use the classes you take – Get an A and
others will take you seriously
Lead a group. Help others succeed
Go online and be credible – no one can tell
you age except you state it or share a picture
Volunteer and deliver
Find opportunities to prove yourself before
meeting with anyone in person
11/24/2015 58www.SlideShare.net/LSemaj
61. Building a network that’s worth
millions
What if you maintained contact with all
the persons you had great relationships or
interactions with since childhood?
What would that be worth over a life
time?
Where do you start?
How to create a system that works for you?
11/24/2015 61www.SlideShare.net/LSemaj
62. Many Options
Old school, college or university classmates, alumni
Family members and their friends
Professional organisations
Trade organisations
Professionals -doctor, lawyer or accountant, etc.
Club members or anyone else you meet socially
Civic and charitable organisations
Faith based organisations
Professors, advisers, coaches
Former or present work colleagues or bosses
Pick up a sport – golf, tennis, sailing, shooting
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63. How to decide what to do and
where?
What are you interested in?
What’s your passion?
What inspires you?
Shared beliefs, experiences – child with
special needs, same faith, giving back
(ability to do more with others)
Only works if you do the work – get to know
people, work on projects, deliver
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64. Build Relationships in Diverse Ways
The world has gotten quite complex –
Facebook, Linkedin, etc.
Remember the 6-degrees-of-separation
principle.
Go to reunions
Join your alumni
Simply provide good service
Go after the # 2 person to reach a power
broker11/24/2015 64www.SlideShare.net/LSemaj
65. Don't ask directly for a job - networking is not a job
fair; it's an opportunity to gather potentially useful
information.
Give and take - networking is a two-way exchange,
there's no such thing as a free lunch.
Do the groundwork - research your contacts before
meeting them and always follow up good leads or pass
them on.
Think laterally – try to expand your network
outwards, beyond your comfort zone or usual sphere
of operation.
Patience is a virtue – getting involved in networking
is being in there for the long haul; don't expect to land
a plum job at your first meeting.
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66. How you do anything is how you do everything
Be a class act
Be impeccable in your words
When in doubt check
Practice uncommon appreciation
Better to say no than to break your word
Give more to get more without immediate
benefit
Find a way to serve – Webinar, Blog, Newsletter
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67. Drop out of the ‘Ain’t it awful club’. No one
wants to hear your complaints [except those
who are in your inner circle]
Ask, Ask, Ask
Act in spite of fears because it is not
necessary to try to get rid of fear in order to
succeed
The informational interview
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71. Planning effectively for a networking event
3 Phases Pre-Event, The Event, Post Event
Pre-Event
- Why are you going,
- What do you want to accomplish
- Who will be there you want to see/meet?
- What’s the dress code? Can you comply?
- Am I current on what’s happening?
- Can I be of service?
- Be conversant in topics of interest to your target
(sports, current affairs, music, etc.)
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72. At the Event
- Be pleasant
- Smile and make eye contact with others
- Enter the room with confidence
- When you start a conversation do not hold
the person captive , circulate
- Pick out the wall flowers standing by
themselves nursing a drink and engage
them
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73. At the Event
- Do not pass out your business cards like
confetti
- Ask someone for their card first
- Focus on making a connection
- Ask great question – not ‘What do you do?’
- LISTEN
Be helpful by playing host
Focus on quality not quantity
Promise to follow-up
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74. Listen!!!
Ask a question and wait to get an answer
Do not interrupt! Its rude. It says what I have to say is
more important
Don’t just wait to speak and formulate your thoughts
Pay attention
Put away the Smartphone
Do not try to show –off with the on-up manship or
womanship
Make the other person feel important
Don’t flaunt your accomplishments
Become a master Listener and see your popularity soar!
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75. Post Event
Start building the relationships
Do what you promised to do. E.g. Call, set a
time to get together right away. Do not delay.
Review the notes you made, shared interest
Determine how you can be of value
Keep in touch in a consistent way
Share - ideas, articles, tickets, products,
lunch
Nurture the relationship
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78. Mastering the art of conversation
and meeting people anywhere
Every master was once a disaster
Hone your social skills
Have something interesting to share
Keep abreast of current affairs and local
happenings
Let the other person talk and really listen
Be pleasant and treat everyone the same
Make Relationship Building a Way of Life
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79. How to make instant connection
and build rapport with anyone
Ask a thoughtful question
Ask what you can do to help
Give them a reason to remember you.
Focus on quality not quantity
Ask what makes them happy, excited, lose
sleep
Remember their name and story.
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80. Don’t let your business card end
up in the trash can!
Clearly define what you do best.
Tell a story
Smile and make eye contact
Say their name
Send an intro email on the spot
Talk about your passions
Give a genuine compliment
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83. Nurturing your Network and
setting targets
Want to or committed to? 99% or 100%
The #1 reason most people don’t get what they
want is because they don’t know what they want.
Be committed to promoting yourself and your
value
Return phone calls immediately
Connect people – refer and let your contact know
Restore damage relationships – communicate,
clean-up, apologise, forgive, be sincere
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84. The Power of Karma
Give outside of the giving season
Share tickets to games, concerts, plays,
movies and sit together. Lunch, dinner,
breakfast.
Celebrate others’ success every chance you
get – promotion, national award, children’s
success
Determine how you can be of value
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85. Nurturing your Network
Always be thinking about the other person, not
personal gain.
Maximize access.
Don't go for meaningless "numbers".
Systematize it.
Always be connecting.
Dedicate real and meaningful time.
Be a hybrid.
Above all else, be there to help people.
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86. Nurturing your Network
Have the right mindset -Networking is more like
farming than hunting.
Have the tools to network with you at all times.
Listen and ask questions.
Small courtesies count a lot in today’s world
Make a point to meet new people.
Write notes on the backs of business cards you
collect.
Be yourself.
Follow up!
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87. Is your Network Dying?
We make ~2000 contact by age 35
At any one time we can maintain 150 fairly
good relationships
People go away or grow away
What happens as we build new relationships?
How do we maintain old relationships?
Telltale questions you have a problem
You can’t afford this as traditional marketing
is more expensive/less effective
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91. Taking Our NetworksToThe Net
•Now if the aim of networking is to connect
with likeminded professionals to help you
achieve your professional goals while
making meaningful contributions, then
social media is the perfect vehicle.
•Social media allows you to reach, anyone,
anywhere, anytime. It possesses the
astonishing capability to create a one-to-
one personal connection with virtually
anyone – the wonders of the perfect cold
message or email.
92. A Few StatisticsTo KickThings Off
•94% of recruiters use, or plan to use social media
for recruiting. This number has increased steadily
for the last 6 years.
•Employers who used social media to hire found
a 49% improvement in candidate quality over
candidates sourced only through traditional
recruiting channels.
•89% of all recruiters report having hired
someone through LinkedIn. Facebook and
Twitter trailed by a wide margin, reaching only
26% and 15% respectively.
98. "We are CEOs of our own companies: Me
Inc.To be in business today, our most
important job is to be head marketer of a
brand calledYou.” –
Tom Peters, Branding Expert
99. •Personal branding, then, is key to optimize your
social networking – a great personal brand is like a
well sharp business suit – it makes you look good.
•Before going to any event use social media to do a
bit of research on your prospects – the people you
would like to meet.
•Keep consistency across all your profiles, when
you show people who you are they will believe
you.
•LinkedIn is the best network for networking as it
allows each of us to display digital resumes for the
perusal of prospects.
A FewTips For Effective Social Networking
100. Why LinkedIn
•Over 60% of users make more than
US$75,000 a year, 40% of users make
$100,000 or more annually. - Stephanie
Sammons, social media strategist.
•It exists for one reason – professional
connections to add value.
•Attract opportunities and influential
people – create smart networks – quality
over quantity.
101. •Do treat your profile as your professional brochure. Use
an appropriate-looking profile image and put in
complete and up-to-date information.This will be your
first impression for many.
•Don't blanket connect. Before you ask for a connection,
learn about the candidate. Be ready to explain why they
should connect with you.
•Do get intentional testimonials and endorsements that
speak to your actual skills.
•Do reach out and make meaningful connections.Take
the time to find common ground based on your profiles
and consider how you can bring reciprocal value.
•Do get intentional testimonials and endorsements that
speak to your actual skills.
LinkedIn Dos….
102. •Don't let your profile sit inactive. Even if you only
post an update once a week, keep it alive.
•Don't treat LinkedIn as a chore. Dedicate real time
and effort to make the most of your connections,
and you'll establish worthwhile, long-term
relationships.
•Don't create verbiage combinations that no one
understands.
•Don't hog the conversations in groups or make it
your personal soapbox.You should always
consider others and bring value with every post.
LinkedIn Don’ts….
106. Mistakes to avoid
Resenting those who are successful
Focusing on yourself and past
accomplishments
Asking someone for help when you have not
spoken to them in ages.
Over sharing personally or professionally
Talking too much
Promoting several things at once
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108. Summary - The 10 Commandments
For Better Networking:
1 Always have your tools.
2 Networking is more like farming than hunting.
3 Understand where you are in the pecking order
4 People remember engaging people
5 The law of Karma is real
6 The little things count for much.
7 Grow Your Quality Network
8 Have a Good Business card strategy
9 Keep it Real - First Impressions Last
10 Close the circuit - Follow up!
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110. Next Steps
What will you do in the next 24 hours?
What will you do in the next week?
What will you you do in the next month?
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111.
112. Dr. Leahcim Semaj
Chief Ideator &
Resultant
The JobBank
11/24/2015 Leading Change 112
Keep In Touch!
113. 11/24/2015 LEADING CHANGE 113
Dr. Sandra Palmer
Chief Dream Builder
Peak Performance
Int’l
Keep In Touch!
Networking can serve as a valuable strategy at each and every stage of your career development. What is it? In short, it’s simply connecting with people, your most valuable resources at every phase of your pursuits. People can help you to assess your skills and interests; to explore industries and work functions and their intersection with academic disciplines; to learn about challenges and opportunities, the skills required, the jargon, and the trends in specific fields; and they can help you to focus your career or job options. By talking to people, you get information, advice, and referrals. And, since nearly 80 percent of all jobs are never advertised, you learn about opportunities that otherwise would go unnoticed. The more contacts you make, the more likely you are to uncover the hidden job market.
Types of Networking
When you’re networking for information, advice, or referrals and possible job leads, it’s most likely you’ll be conducting that activity in one of three ways: (1) through purposeful personal contact done by phone, email,business letter, online networking sites, or in person; (2) at a function or an event designed for “schmoozing” ormingling with other professionals; or (3) by happenstance. In all cases, you’ll want to be ready. You may besurprised, for example, at the number of internships secured on flights back to school after holiday break through conversations with the stranger in the next seat. So, whether you are working a room at a social event,initiating a purposeful personal contact with someone, or seizing an opportunity that presents itself, you should find the tips below useful.
It’s better to think of going to an event in order to meet people rather than to network. The latter carries the risk of making you wonder what you can get from other people, which others can easily sense.
If you're not used to the idea yet, networking can be scary; like it's something for super-confident types who get all the best jobs anyway. But that's not the whole story. People are well-used to networking as a valuable business tool.
Share story of Tyrone Wilson of E-Media . JC past student who went to an old boys association dinner although he couldn’t afford the ticket because he wanted to meet Christopher Williams (Proven) and Richard Byles (Sagicor). Pan Caribbean is now a major investor in E-Media. And as they say the rest is history.
Keep good records of who you meet and the conversations you've had - there's no point building a network of contacts that you then forget. Also aim to stay in regular touch even when you're not after anything specific. You don't want to be known as the person who only ever gets in touch when they're after a favour.
Networking events and conferences are good ways to build a network if you're not sure where to start. Make sure you know why you are there and what you want out of it and make sure you have a few copies of your CV or some business cards to hand out to the important contacts you meet.
Networking events and conferences are good ways to build a network if you're not sure where to start. Make sure you know why you are there and what you want out of it and make sure you have a few copies of your CV or some business cards to hand out to the important contacts you meet.
Making Personal Contact
Before you actually start making personal contacts, do some homework. Begin with yourself. What is your purpose? Do you have a career or industry focus, or are you seeking contacts who might serve as resources to help you discover your interests and desires? Follow your hunches about the industries and work functions that you think would most interest you, and do some background research that might enrich any conversation orexchange you will have with the people who are actually in that line of work. Continue your homework after defining your purpose and researching industries or work functions by beginning to build your network ofcontacts, which includes learning as much as you can about the people you will be contacting. Reed’s office ofcareer services has a variety of resources that can help you get focused in all of these areas.
Start to build your network by listing your natural acquaintances and contacts:
· Family and their friends
· Friends and their families
· Reed Alumni Career Network
· Volunteer affiliations (e.g., clubs, organizations, church, etc…)
· Professors, advisers, coaches
· Former or present work colleagues
· Professionals
Ask yourself, “Who do I know?” and add anyone who comes to mind to your list. Your goal at this stage is to connect with your natural network to discover not only if they have direct advice but also if they know of othersmore closely affiliated with your interests.
Let them know your interests and aspirations. The more people who know of your interests, the greater thechance that doors will open for you. Your chances of being in the right place at the right time are increased when you are attentive to this fact. It’s sometimes called “managing your luck.”
Before you make contact (with either your natural network or new people discovered through them), prepare your introduction or “elevator speech.” This step will also be useful for those unpredictable moments when you are presented the opportunity to connect with someone new (e.g., on the flight home or at a social function).
Examples:
Dear Dr. Griffin,
Professor D. Owl suggested that I contact you regarding your research. I will soon graduate from Reed College with a degree in political science and philosophy. After working this past summer as a legal researcher for a law firm in Anchorage, Alaska, I'm back in Portland to finish my studies and hope to find a job with a local civil rights organization or public policy group. Would you have a few minutes to share any advice or ideas with me?
*Elevator speech: who, what, why in 30 seconds.
Hello (person’s name). My name is (your name). I was referred to you by (referral name). I am interested in learning more about (material science, web development, whatever). I wonder if you would have a moment to share with me any advice, ideas, leads, and referrals.
*(Taken from The Foolproof Job-Search Workbook, by Donald Asher, a Reed alumnus, who has given us permission to use it).
Expand your network
As you meet alumni and other people, focus on shared interests and common traits. Find parallels between your experiences and theirs. Do you share similar interests such as social justice, the environment, or entrepreneurship? Have you studied the same subjects or under the same professors? Identify and accentuate the commonalities.
As you develop a clearer picture of your work or career plans, you can begin to broaden your network of contacts beyond those closest to you. How? As before, people are your best sources. If you can get two to four names from each of your natural contacts, your network will have expanded exponentially. When asking for referrals to other contacts, be specific: “Do you know anyone whose work responsibilities include (duty A, duty B, or duty C)?” or “Can you suggest anyone in this industry or field whom I should contact?” followed by “May I use your name as my referral source?” In some cases, your original contact may even be willing to introduce you.
Other sources for expanding your network include professional associations, many of which have student membership rates, BLOGS or other online networking sites, newspaper articles or other media features, and formal networking programs or events such as the Reed Alumni Career Network or special events or panel discussions on campus that feature alumni or other professionals. Most important: engage yourself; contribute in your industry of interest. This means volunteering your time and skills to individuals or organizations actively working in the industry of your choice. Establish working relationships with others in the industry and find more contacts. Professional conferences are staffed by volunteers who can position themselves to meet young and senior professionals, for example.
At this point in your cultivation and nurturing of contacts you may be ready use the more formal tool called the informational interview. You may have been employing it already, since you have been talking with others and gathering information to sharpen your focus and expand your network.
Keep your agreement
The Informational Interview
An informational interview is a meeting, initiated by you, with an individual who has experience or knowledge in your area of interest. It should be undertaken with utmost care and professionalism.
Making Contact
You can make the initial contact by phone, email or a formal letter of interest in which you ask for 20 to 30 minutes or so of someone's time. The most expedient method is by phone or email, but you will have to consider which is appropriate for each situation.
Be clear and concise. Tell the person who you are, what your purpose is, why and how you came upon him or her. A typical contact might sound like this: "Hello, this is Chris College. I received your name from the Reed Alumni Career Network. I am interested in social services and I note you have extensive experience in the field. Would you have 20 or 30 minutes to meet with me sometime so that I might learn more about how you got started, trends in the field, and specific information on your organization?"
You may wonder if people will take time away from their busy schedules to talk with you. They will for several reasons: you have been referred to them by someone they know; meeting with you and others helps keep them informed, up-to-date and well-connected; experts love to share their expertise; and people like to help others because they find it rewarding.
Before the Interview
For the formal informational interview you should do your homework ahead of time. Information on the industry, the organization, even the person you are interviewing should be obtained before you ask for an interview. Prepare your questions in advance, but do not make them so "canned" that you fail to connect genuinely with the person. Dress professionally and bring copies of your resume, but distribute them only upon request.
During the Interview
Arrive 10-15 minutes before your appointment.
During the interview, you are in charge. Restate your purpose and why you are talking to this particular person. Adhere to the original time request of 20-30 minutes. Ask open-ended yet pertinent questions (see below for suggestions), and ask for referrals to other appropriate individuals in the field or in related organizations. Take notes and get a business card from the person.
This is not the time to hand over your resume and ask for a job or internship, although you may have your resume at hand if the person asks to see it. You will be following up with a thank you note or letter, and at that time you can send a resume if appropriate. It is important to understand the difference between an informational interview (during which you are seeking information, ideas, and/or referrals) and a job interview.
What to Say and Ask
First things first: "Thank you for taking time out of your day to meet with me."
Second, restate your purpose: "As I indicated on the phone (in my letter), I am in the process of gathering information and advice about the field of (targeted field). (Name) suggested that I should contact you."
It is also important to state plainly and simply, "I am not here to ask you for a job; I am here to ask you for information."
Your questions will yield more information if they are open-ended enough to engage the person in conversation. Following are possible questions:
Could you tell me about your background and how you came to hold your current position? The conversation should lend itself to inquiries about educational background as well as the steps in this person's career path. You will be learning how at least one person got to where you think you may want to go.
What general skills are required in this line of work? This should yield particular contexts in which general transferable skills (which can be products of your liberal arts education) are employed. It also invites the follow up...
What specific or technical skills have you acquired in your work? Besides yielding what you need to have in the skills department, this question might be followed by an inquiry into the types of training the employer provides.
What do you like most about your work (or the field)? This question might get at how the person articulates the intrinsic rewards of the work. These are the intangibles, the things that make the person tick and bring joy in his or her work.
Are there any responsibilities you would rather give away? This is a diplomatic attempt at uncovering aspects of the work that the person does not appreciate.
What are some of the challenges of your job?....that the organization faces?...that impact the field? These questions are designed to give you clear information regarding the stresses, demands, and probably the opportunities in this line of work. Much work is created to address problems, and these questions will help you begin to articulate how you might be part of the solution to those problems.
What is the outlook for entry-level professionals in the field? Part of this line of inquiry includes "what is a typical entry-level position in the field (or in this organization)?" and should unveil how someone can get a chance to start.
What are the short-and long-term goals of your organization or department? Here, you are attempting to get a clearer and current picture of the organization. You should have done enough research ahead of time to know some basics about the products or services and even the general philosophy of the organization. This will take your knowledge a step further.
Are there others in this field with whom you would suggest I talk? Follow this with, "may I say you referred me?" Make sure you get the correct spelling of the name.
• I remain very interested in this line of work and will certainly pursue further leads for information and perhaps employment. Do you have any final advice to give me regarding a career in this field? What do you recommend for my next step?
This statement begins the closure of the interview. It should be heartfelt; otherwise, do not use it. The question allows the person to comment freely, accept or reject the mantle of mentor, and tie up any loose ends.
Finally, ask for permission to stay in touch to let him or her know how your search for information is going, and to learn of potential developments (e.g., May I keep in contact with you to report my progress?). If you are granted this permission, follow through!
After the Interview
Send a thank you note or letter immediately and keep the person informed of your progress. This is both courteous and prudent. By keeping in touch you are cultivating new leads while nurturing the relationship for future follow up contacts. Sending someone an article you think might interest them is a genuine technique that demonstrates reciprocity; you’re giving back after they’ve given their time and advice.
Evaluate your style of interviewing as well as the information you received. Summarize the information in writing and date it. Your journal should include specific points that were made in the interview and when or if you will follow up. If you make several contacts during a week, your notes and summaries will be extremely important as you review what you have learned.
Arrange appointments with new referrals.
Remember, the network can work for you or against you. The impression you leave can make or break your chances of being remembered and referred to emerging opportunities.
Etiquette notes: Always be courteous. Networking must be undertaken with the utmost professionalism. Below are a few points. Consult with a counselor in career services if you have any doubts about what constitutes courtesy and professionalism.
·In your initial requests, try to acknowledge their busy schedule and how much you appreciate any
time they can spare, at their convenience. Offering times in the next week or two is a good practice.
·When faced with a situation where the person you're trying to contact does not respond, take the time to follow up on your request, as many as 4 times. Remember, some people prefer phone calls to emails.
·AGAIN, SEND THANK YOU NOTES TO ANYONE THAT TOOK THE TIME TO TALK WITH YOU.
Give examples of great questions
Since this is so poorly done, the great news is you can become a master listener. The
Hone Your Social Skills
Some people are naturally great with other people. If you find it easy to meet new people and you have an outgoing personality, you have half of the battle won. Others have to cultivate these characteristics. You don’t have to be an extrovert to develop winning social skills.
Being a good listener is key. Resist the urge to dominate the conversation and find out where the other person is coming from. This principle fits nicely with thinking about what you have to contribute.
Another essential aspect of developing relationships is following up. If you never talk to someone again, any positive interaction you may have had is nothing but a pleasant memory. If you don’t already do this, develop the habit of exchanging contact information with the people you meet. Always ask the best way to contact him or her in the future. Then really follow up!
Make Relationship Building a way of life.
For the most successful entrepreneurs, building good relationships is a lifelong pursuit. It has been said that you can never have too many friends. The same goes for customers, clients and partners. The key to creating great business relationships is enjoying the process.
Don’t get caught up in hoping that the next person you meet will solve all of your problems. Rather, think of ways to connect with all the people you meet, even if there’s no immediate gain involved. In the long run, this approach will empower you to build mutually beneficial relationships with all kinds of people.
1. Ask a thoughtful question.
Ask something that will get a unique conversation started. Instead of "What do you do?" ask, "What do you hope to take away from this event?" Or ask them what they think of a new idea you have. People remember having an interesting conversation.--Caitlin McCabe, Real Bullets Branding
2. Listen.
Most people launch right into their pitch or chitchat. You'll make a more positive, memorable impression if you allow the other person to speak first or if you pose an open question and then listen attentively to the answer. The more the other person talks, the better a conversation partner you're perceived to be. My grandfather used to say there is a reason you have two ears and one mouth--use them accordingly.--Lindsey Pollak, Millennial Workplace Expert
3. Ask what you can do to help.
When meeting someone new, a great strategy is to quickly get a sense of what he or she does, and then immediately look for ways to help that person. Ask, "Can I make an introduction to so-and-so?" or "Would it be helpful if I connected you with X?" Far too many people look at networking as a way to get things. By approaching it as a way to give, you'll forge great relationships with tons of amazing people while paying it forward.--Brittany Hodak, ZinePak
4. Give them a reason to remember you.
I find that one of the most important things you can do during the first five minutes of meeting someone is give them something to remember you by. At a business event, they may meet many individuals, but when you make a strong and memorable first impression, your new acquaintance will remember you the next time you reach out.--David Schwartz,EMMDeavor (DBA Qruber) & Wireless Watchdogs
5. Focus on quality, not quantity.
Show genuine interest in the conversation. Write the event name on their business card, then follow up within 24 hours. Go for quality of connections rather than the quantity of business cards you collect by the end of the night. Business cards aren't going to get clients at the end of the day, but connections and strong relationships will.--Erik Severinghaus, Simple Relevance
6. Ask what makes them happy/excited/lose sleep.
… Anything but what they do. Networking events can end up like an elevator pitch on a time loop. Stop the cycle by asking about something unrelated and see where the conversation takes you. And listen!--Alexis Wolfer, The Beauty Bean
7. Remember their name and story.
Business events are an excellent way to grow your professional network by meeting in person with other professionals. You never know who you will meet and how you two may work together in the future. I have met some incredible people at events; folks who have been extremely instrumental in my success.--Lane Campbell, Syntress SCDT
8. Clearly define what you do best.
Have your elevator pitch ready to roll. Try to make it interesting and deliver it with passion. Be proud and excited about what you do and make the message clear and sticky.--Vinny Antonio, Victory Marketing Agency
9. Tell a story.
Be authentic and tell a story. Stories are the best way to create a metaphor and allow other people to understand the type of thinker that you are.--Ryan Shank, Mhelpdesk
10. Smile and make eye contact.
People make judgments within the first seven seconds or so of meeting you, and that's statistically around the point at which they start tuning out if you don't engage them. Smiling at them and making sincere eye contact shows them that you're warm and interested in speaking with them. These tiny gestures will set the stage for you to engage in a meaningful conversation.--Darrah Brustein, Network Under 40/Finance Whiz Kids
11. Say their name.
Say their name. Everyone likes to hear the sound of their own name and it helps you form a connection. That, matched with solid eye contact and a firm handshake, creates a positive first impression.--Ashley Mady, Brandberry
12. Send an intro email on the spot.
It's 2014! I don't get the value of business cards anymore. Anytime I meet someone and they try to end the conversation with "Here's my business card …" I stop them, pull out my phone and ask them to enter their email address. After that, I send them a quick intro email and boom! We're connected. While it's a little awkward in person, it has exponentially increased the amount of follow-ups I get after meeting them the first time.--Mike McGee, The Starter League
13. Talk about your passions.
Tell them about your passions and ask them about theirs. This can be as simple as saying "So what is it you're passionate about?" after the typical "here's what I do" back and forth. This tends to catch people off guard in a good way, and allows them to either wax poetic about the aspect of the work they love, or something outside their work to which you may have a connection. Either way, it helps build the relationship.--Colin Wright, Asymmetrical Press
14. Compliment them.
Make sure that your appearance and demeanor radiate health and energy. Be genuinely interested in the people you meet; ask them questions about themselves and try to find something on which to compliment them.--Vladimir Gendelman, Company Folders Inc
Rich people are willing to promote themselves and their value. Poor people think negatively about selling and promotion.
1. Always be thinking about the other person, not personal gain. Other people come first. Since most people are concerned with their own personal gain, you'll quickly stand out. Albert Einstein once said, "Strive not to be a person of success, but a person of value."
2. Build a network around an idea that people believe in. They have to believe strongly enough to build trust, a foundation and a core value system. YEC is the example for Scott. This makes it more powerful because everyone participates based on their shared mission. It also establishes a baseline that everyone can identify with that removes small talk and the usual 'walls' by establishing camaraderie among strangers.
3. Maximize access. By connecting others to access, you're providing value-added service. Access is everything. And you can then surround yourself with people that want to work with you.
4. Don't go for meaningless "numbers". Baseball cards might be nice to collect a lot of, but fans and followers are people. Authentic relationships are the key. (Numbers are useful for a personal brand, but not super-connecting.)
5. Systematize it. Create a system for your contacts and review it weekly. Scott uses a list and reviews weekly to keep what people need top of mind (but use whatever system works best for you).
6. Always be connecting. Put yourself out there. Dinners, lunches, teas, cocktail parties and even seemingly random events are all opportunities to connect. Be available, be visible, and be helpful.
7. Dedicate real and meaningful time. This is not just a task on a to-do list. This becomes a lifestyle. You need to spend real time with others, really listen to their stories, their needs, and their passions, and really care about bringing value to others without any regard for immediate or future gain.
8. Be a hybrid. Being able to connect different worlds is crucial, especially as business becomes more hybrid-based (i.e. ed-tech or fashion tech). Knowing people in your own industry is great, but it will become more common for people to need assistance and partnerships beyond their traditional boundaries and comfort zones. Those who can connect the dots across industries will become even more valuable.
9. Above all else, be there to help people. I've written before that "How can I help you?" is the most important phrase you'll say in a meeting. It's also the most important phrase for a superconnector.
Step 1 Have the right mindset -Networking is more like farming than hunting. You will be more successful in the long run by cultivating relationships with people than by trying to close the deal in a first meeting.
Step 2 Have the tools to network with you at all times. These include an informative name badge, business cards, a brochure, or resume. The point is to have them available if the conversation turns to the need for them. Don’t just hand them out indiscriminately—that makes them seem less valuable.
Step 3 Act like a host not like a guest. A host is expected to do things for others, while a guest sits back and relaxes. Make people feel welcome and comfortable. Introduce others to people you have already met, especially if they have something in common. Meet people who are standing by themselves. If you are in a group, open up to others and make it easy for them to join your circle.
Step 4 Listen and ask questions. Remember that a good networker has two ears and one mouth and uses them proportionately. Find out about their business as well as their outside interests.
Step 5 Give leads or referrals whenever possible. The best networkers believe in the givers gain philosophy. If you don’t genuinely attempt to help the people you meet, then you are not networking effectively. Reciprocity builds the relationship. Success in business is the result of service and relationships.
Step 6 Small courtesies count a lot in today’s world. A thank-you note or follow-up call after someone has given you a referral shows that you value the relationship and appreciate their efforts. They are more likely to remember you and be interested in helping you again. If you see an article that might be of interest to someone, send or e-mail a copy.
Step 7 Make a point to meet new people. While it is more comfortable for most of us to hang out with friends and associates, you are at these functions to meet new people. Get out of your comfort zone. Some networking gurus suggest that you set a goal for how many people you meet or set time limits for how much time you spend with ach person. I find these suggestions to be too mechanical. One good contact where you have made a real connection with a person can be far more valuable than 20 people who can’t remember your name and have no impression about you. On the other hand, you may need to circulate so you know who is there.
Step 8 Write notes on the backs of business cards you collect. Record anything you think may be useful in remembering people or the conversations you had, especially anything you promised to do. If it is awkward to do this at the meeting, stop on your way home or in your car and write down as much as you can remember.
Step 9 Be yourself. Be authentic. Remember, you are building relationships that may last a long time. People trust you more when they see a consistent pattern of behavior. And trust and knowledge are the basis of developing a relationship. That said, sometimes it is just better to skip an event if you are feeling under the weather or have just gone through a major break-up in your life. You do want to present yourself in a positive and professional manner.
Step 10 Follow up! This is the most important part of networking. Ask for permission to call or e-mail or send information. Then do whatever you say you are going to do. If someone has helped you get an interview or gave you a referral, keep in touch and let them know how things went.
If people ask you or you ask the following questions, your network is dying:
Do you still work at?
Where do you live now?
Thought you migrated?
Are the kids still in school?
Where you away?
What are you doing now?
Still in business?
You get rich and switch
Advertising is expensive and doesn’t always reach the target. E.g. A nursery in kingston advertsing on TVJ or RJR. A listener or viewer in Mobay may not be a goo target. However, the 300 persons in and around the location are prime targets!
Don't wait until you've lost your job before picking up the phone to speak to people in your industry – even if you're happy in your role and the company is in a stable position, there's never any certainty as to what could be around the corner.
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