Importance of Networking
Jon Nelson
April 18, 2009
Agenda
■ Networking Overview
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What is Networking?
Why Network?
When Should I Network?
Where Do I Network?
How Should I Network?
Who Should I Network to?
■ Mapping Your Network – Exercise!
■ 30 Second Resume – Exercise!
■ Networking Examples – Questions & Answers
What Is Networking?
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Networking is an ACTIVE, DYNAMIC PROCESS that LINKS people into
MUTUALLY BENEFICIAL RELATIONSHIPS
ACTIVE – You cannot sit back and wait to be contacted or
approached. You have to make it happen.
DYNAMIC – People, events and information are constantly changing.
You have to keep up with your industry, your business, your
community.
A PROCESS – Networking is a series of hierarchical actions and
interactions that lead to a result, a solution, an answer
MUTUALLY BENEFICIAL RELATIONSHIPS – People need to mutually profit
from the interactions to make it work
Why Network?
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80% of people find opportunities through networking… 80% of
your time should be spent networking
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Expand knowledge base
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Expand your circle of influence
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Lead you to people
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Be a resource to others
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Have fun!!
Ten Mental Roadblocks to Networking
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1. Fear of rejection – What if they say “no”
2. Fear of failure – “If I don’t get a job lead or job offer, I’ve
failed”
3. Pride – “I look needy”
4. Insecure – “I’ll be bothering people… I’ve nothing to offer…
I’m too shy/introverted to network”
5. Disbelief – “Networking isn’t necessary”
Ten Mental Roadblocks to Networking
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6. Overwhelmed – How do I get the right people to talk to
me?”
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7. Frustration – “I’ve been networking …but it’s taking forever”
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8. Time – “I can’t find time to network or follow up”
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9. Confused – I didn’t realize I could ask for that information”
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10. Confidentiality – I don’t want my employer to find out”
Benefits of Networking
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Friendship and support
Advice and access to different points of view
New career paths, employment, and business opportunities
Referrals and introduction to professionals and quality
prospects
Important Information – Market shifts, etc
Promotions or lateral moves within your organization
Unique sales leads from sales professionals in other fields
Introductions to quality vendors and other sources
Advocates within related organizations and industries
More Sales
4 Stages of a Job Opening
Source:
The Very Quick Job Search
by J. Michael Farr (JIST)
© Susan Whitcomb 2009 – The Christian's Career Journey – in partnership with Crossroads Career® Network
When and Where to Network
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Current/Past employment associates
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Professional Associations
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Customers/Clients
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Vendors
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Friends
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Family
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Alumni
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Church
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Neighbors
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Charitable/Community Associations
Get Ready to Network
Self evaluation – to chose your career direction and focus
- What do I want?
- Where is my passion?
- What am I looking for in my next opportunity?
Specific Opportunity Evaluation - Research
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What does this company do and what industry are they in?
Based on my research, in what area does the company need help?
Based on what I know, what is my value to the company?
Who at this company would recognize my value to the organization?
What do I “Bring to the Table” that is makes me stand out from the
crowd, (both personally and professionally)
Cover Letters, Resumes and Calling Cards
- Be ready
Mapping Your Inventory
Colleague #1
#2
#3
#4
Supervisor
Supervisee
HS
College
Grad
Exec ed
Camp
Present job
Alumni
Work
Job #1
Job #2
Job #3
Family
Sport
Investment
Reading
Wine
Partner #1
Partner #2
Special-interest Clubs
Strategic Partners
Immediate
In-laws
Extended
Former
YOU
Associations
Peer group
Chamber
Trade organization
Leads group
Charity
Service
Friends
Religion
Gender
Politics
BE WISE!
Sports
Sport
Sport
Sport
(c) 2002 Effective Networking, Inc.
Develop Your System to Network
Categorize your list A, B, C, D.
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A – At least 10 people you would consider heavy hitters. Powerful people who
make things happen. High visibility, high profile positions like CEO, CFO VPs,
etc
B – At least 10 people consisting of family, close friends. People you can have
candid conversations with and can count on.
C – At least 10 people you know through others, customers, vendors
associations, clubs. Add your doctor, dentist, lawyer, stockbroker life
insurance agent
D – At least 10 people who you wouldn’t’ think at first would be people who
could help you. These people are not particularly powerful, but might know
the person you are looking for. These highly connected D people could be
your physical therapist, dry cleaner, butcher, barber or tailor.
Telephone Networking Don’ts
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Don’t call unprepared
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Don’t call from a cell phone
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Don’t call while driving
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Don’t inflate your background or abilities
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Don’t fail to listen or interrupt
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Don’t fail to speak
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Don’t share too much information
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Don’t bad mouth people or other companies
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Don’t be afraid to ask tough questions
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Don’t be afraid to ask for help
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Don’t let your referral “OFF THE HOOK”
Telephone Networking Do’s
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Develop and use a phone script
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Remember… it’s only a phone
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Call with a positive attitude, speak with confidence
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Carry yourself like a WINNER… you are!
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Use voice inflections
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Call from a quiet area
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Keep a glass of water near by
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Have paper and pen handy
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Ask for ACTION!
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Always end the conversation on a positive note
Telephone Scripts – 6 Components
1. Setting the stage/ Grabbing the referral’s attention
2. Value their time
3. Setting expectations
4. Trigger a reaction
5. Generate activity
6. Close the Loop
Telephone Feedback – Self Evaluation
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What was your call objective?
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Did you make it easy for the other person to help you?
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Did you remember NOT to let them off the hook?
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Did they commit to doing something for you?
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Was the call objective satisfied?
Get Ready to Network
30 Second Resume - Elevator speech – three goals
1. Clearly articulate the talents you want someone to know you possess
2. Making it easy for people to understand by using simple language
3. Having an objective. What do you want to accomplish?
30 Second Resume Strategy
S – Make your infomercial Short and Succinct
T – Think of it in Advance
R – Remember the Results you wish to achieve
A – Be Articulate in your message
T – Time is of the essence – 30 seconds is optimal
E – Speak with Enthusiasm and Energy
G – Set a Goal to attain
Y – Focus on You
U in 30 Seconds, U in 2 Minutes
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Critical functional part of your job search
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Demonstrates your ability to communicate effectively.
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Communicates job search focus information quickly
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Effective use of time in networking groups.
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If it won’t fit on the form, don’t include it.
U on 30 Seconds (aka Elevator Pitch)
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Name
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Brand / Value Proposition
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Label
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Geographic Preference
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Job Function
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3 Target Companies
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Industry
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Connecting Comment and or
Question
U in 30 Seconds (aka Elevator Pitch)
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My Name is Kathleen Careerist
I am a Human Resource Professional, exploring opportunities at the
Director level in the Oil and Gas industry
I’ve helped deliver double-digit decreases in turnover and implement
outsourcing programs that cut cost by more than 17%.
I’m interested in staying in the Dallas area, and am willing to travel as
needed.
My target companies are ExxonMobil, Hunt Oil, and Maguire
(pause) What are your thoughts on the best way to learn more about
the issues and or key people within those organizations?
U in 2 Minutes, (Potential Elements of a Mini
Bio)
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Verbal Business Card (including what you’re looking for)
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Number of Year’s Experience (optional)
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Prestigious Employers (optional)
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Title or Functional Area
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Scope of Responsibility
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Three point Marketing Message
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Value Proposition/Results
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Tagline (optional)
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Inquiry/Call to ACTION
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What Happened (optional)
The Face to Face Networking Meeting
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Meeting Preparation
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Guide the discussion
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ASK for names and contacts
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Keep them involved in your search
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Give a report on previous contacts shared
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Benefits of Face to Face Meeting
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Network 30 minutes each day
Nurturing Your Network
Treat you network as a treasure, which needs to be nourished,
preserved, and developed.
Networking is a two way street – giving and receiving, you will be
helping others
Ways to keep in touch with your network
1. Phone calls
2. Emails
send a thank you email for their help in securing your job
send a small gift to those that really went all out to help
3. Send an article
4. Offer your help
5. Become a referral
6. Provide personal updates
7. Invitations to recreational activities
8. Send holiday cards
Summary – Closing Comments
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Network as if your life depends on it… because it does!
In a world where information jobs and even whole companies
are transient, only your network is permanent.. Safeguard it!!!
When God closes a door somewhere he always opens a
window.