Networking Steps Phil Roth Networking Steps, Ltd.
Who is Phil Roth? <ul><li>An expert that has networked into 6-figure jobs over a 30-year corporate career </li></ul><ul><l...
Corporate career path Company Industry Function Method Wells Mfg. Co.  Foundry Engineer Network Lindberg Furnace Co.  Heav...
Definition and importance
Let’s get started
Preparation
Execution:  Networking process Initial Contacts Job Op  Thank You   Track Production   Follow Up
Create a marketing plan  <ul><li>Need to convey who you are and where you want to go quickly and succinctly  </li></ul><ul...
Elevator Speech  <ul><li>Introduce yourself to people and describe what you seek quickly and spontaneously </li></ul><ul><...
Initial contact list  <ul><li>Everyone already has a network </li></ul><ul><ul><li>People know people, even you! </li></ul...
Get & stay organized  <ul><li>Manage contacts, telephoning, meetings, etc. </li></ul><ul><li>Too much information to manag...
Phoning  <ul><li>Phone script:  be ready to… </li></ul><ul><ul><li>Get past referral’s defenses </li></ul></ul><ul><ul><ul...
Meet in person  <ul><li>See the goods </li></ul><ul><li>People hire those they like and trust </li></ul><ul><li>Get their ...
Referrals:  It’s the Name of the Game  <ul><li>Referrals are the lifeblood of networking </li></ul><ul><ul><li>Need qualit...
Use the indirect approach <ul><li>Ask for opinions and referrals </li></ul><ul><li>Asking for a job is a dead end question...
Follow up <ul><li>Thank you notes </li></ul><ul><li>Phone calls </li></ul><ul><ul><li>Not a burden; an opportunity </li></...
Daily high impact actions Four things to do during the day: Phoning for meetings Traveling to meetings Being in meetings F...
Productivity  <ul><li>Busy or productive? </li></ul><ul><li>Track production </li></ul><ul><li>Measurable results </li></u...
Final thoughts  <ul><li>Is it in your head or theirs? </li></ul><ul><li>If you always do what you’ve always done you’ll al...
More help at  www.NetworkingSteps.com  <ul><li>Products available  </li></ul><ul><ul><li>Networking Steps: Learn Networkin...
2009 08 Final 1 Hour Workshop Website Deck
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2009 08 Final 1 Hour Workshop Website Deck

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Feel free to review our slides from the 1 hour Introductory Workshop. Refresh your memory from the presentation, or learn a little more about us....or both!

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2009 08 Final 1 Hour Workshop Website Deck

  1. 1. Networking Steps Phil Roth Networking Steps, Ltd.
  2. 2. Who is Phil Roth? <ul><li>An expert that has networked into 6-figure jobs over a 30-year corporate career </li></ul><ul><li>Taught job search networking technique for over 10 years with successful results </li></ul><ul><li>Found no one teaching networking details </li></ul><ul><li>What I do is… </li></ul><ul><ul><li>Teach and coach people on “How To” do job search networking </li></ul></ul>
  3. 3. Corporate career path Company Industry Function Method Wells Mfg. Co. Foundry Engineer Network Lindberg Furnace Co. Heavy Equipment Product Mgr., et al Cold Call Gas Research Institute Energy R&D Licensing Manager Network Beckley Agency Financial Services Salesman Network WGC Enterprises Venture Capital Vice President Network Abbott Laboratories Pharmaceuticals Licensing & Acquisitions Network Program Manager Network Initiatives Manager Network
  4. 4. Definition and importance
  5. 5. Let’s get started
  6. 6. Preparation
  7. 7. Execution: Networking process Initial Contacts Job Op  Thank You  Track Production  Follow Up
  8. 8. Create a marketing plan <ul><li>Need to convey who you are and where you want to go quickly and succinctly </li></ul><ul><li>Serves 2 purposes </li></ul><ul><ul><li>You understand you </li></ul></ul><ul><ul><li>They understand you </li></ul></ul><ul><li>One-page description </li></ul><ul><li>Contains </li></ul><ul><ul><li>Executive summary of where you have been </li></ul></ul><ul><ul><li>Description of where you want to end up </li></ul></ul>
  9. 9. Elevator Speech <ul><li>Introduce yourself to people and describe what you seek quickly and spontaneously </li></ul><ul><li>~ 20 Seconds in length (50 to 100 words) </li></ul><ul><li>Extract highlights from marketing plan </li></ul><ul><li>Well rehearsed </li></ul>
  10. 10. Initial contact list <ul><li>Everyone already has a network </li></ul><ul><ul><li>People know people, even you! </li></ul></ul><ul><li>Network development is based upon your existing network </li></ul><ul><li>Tap into your existing network to begin your job search </li></ul><ul><li>Learn technique to expand </li></ul>
  11. 11. Get & stay organized <ul><li>Manage contacts, telephoning, meetings, etc. </li></ul><ul><li>Too much information to manage </li></ul><ul><li>TraCard system </li></ul><ul><ul><li>Paper-based </li></ul></ul><ul><ul><li>Quick </li></ul></ul><ul><ul><li>Portable </li></ul></ul>
  12. 12. Phoning <ul><li>Phone script: be ready to… </li></ul><ul><ul><li>Get past referral’s defenses </li></ul></ul><ul><ul><ul><li>Deal with gatekeepers </li></ul></ul></ul><ul><ul><li>Be effective </li></ul></ul><ul><ul><li>Be efficient </li></ul></ul><ul><ul><li>Get past objections </li></ul></ul><ul><ul><li>Get the meeting </li></ul></ul>
  13. 13. Meet in person <ul><li>See the goods </li></ul><ul><li>People hire those they like and trust </li></ul><ul><li>Get their undivided attention </li></ul><ul><li>You want interviews; this is your first </li></ul><ul><li>Alternatives </li></ul><ul><ul><li>Phone </li></ul></ul><ul><ul><li>Email </li></ul></ul><ul><ul><li>Letters </li></ul></ul><ul><ul><li>Social media </li></ul></ul>
  14. 14. Referrals: It’s the Name of the Game <ul><li>Referrals are the lifeblood of networking </li></ul><ul><ul><li>Need quality referrals to keep moving </li></ul></ul><ul><ul><li>Without them networking dies </li></ul></ul><ul><li>Should be a part of every networking meeting agenda </li></ul><ul><li>Need to… </li></ul><ul><ul><li>qualify referrals </li></ul></ul><ul><ul><li>get endorsement of contact </li></ul></ul><ul><ul><li>overcome objections </li></ul></ul>
  15. 15. Use the indirect approach <ul><li>Ask for opinions and referrals </li></ul><ul><li>Asking for a job is a dead end question </li></ul><ul><li>Contact will reveal opportunities </li></ul>
  16. 16. Follow up <ul><li>Thank you notes </li></ul><ul><li>Phone calls </li></ul><ul><ul><li>Not a burden; an opportunity </li></ul></ul><ul><ul><li>Live, real-time communication is best </li></ul></ul><ul><ul><li>Bring what you can to the relationship </li></ul></ul><ul><ul><li>Develop the relationship you created </li></ul></ul>
  17. 17. Daily high impact actions Four things to do during the day: Phoning for meetings Traveling to meetings Being in meetings Follow up phone calls
  18. 18. Productivity <ul><li>Busy or productive? </li></ul><ul><li>Track production </li></ul><ul><li>Measurable results </li></ul><ul><ul><li>Daily production </li></ul></ul><ul><ul><li>Weekly production </li></ul></ul><ul><ul><li>Goal achievement </li></ul></ul>
  19. 19. Final thoughts <ul><li>Is it in your head or theirs? </li></ul><ul><li>If you always do what you’ve always done you’ll always get what you’ve always got. </li></ul><ul><li>Have fun </li></ul><ul><li>Keep the faith </li></ul>
  20. 20. More help at www.NetworkingSteps.com <ul><li>Products available </li></ul><ul><ul><li>Networking Steps: Learn Networking – Get Working </li></ul></ul><ul><ul><li>TraCard ℠ </li></ul></ul><ul><ul><li>Coaching </li></ul></ul><ul><li>Free stuff </li></ul><ul><ul><li>Articles </li></ul></ul><ul><ul><li>Information </li></ul></ul><ul><li>Complete How-To workshop </li></ul><ul><ul><li>Beta test 23 Sep 2009 </li></ul></ul>
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