The Power Of Networking For Business Womens Forum Participants

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Lose the Schmooze: Networking with Genuineness... and Without the Fear and Loathing

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The Power Of Networking For Business Womens Forum Participants

  1. 1. LOSE THE SCHMOOZE: NETWORKING WITH GENUINENESS… GENUINENESS AND WITHOUT THE FEAR AND LOATHING Presented by: Cami Ressler, M.Ed., Managing Director, y , , g g , BR Solutions LLC Business Women’s Forum April 12, 2010 12 © 2010 BR Solutions LLC. All Rights Reserved.
  2. 2. TODAY’S OBJECTIVES  Conquer the fear and loathing of networking  Recognize networking is a lifetime process fundamental for career and business success  Learn to reframe networking as teaching and giving  Provide you the tools to:  Join groups, handle introductions, make the conversation flow, and exit groups  Telling your story  Takeaway Tip: Take the information you learn today and make it your own d d k i © 2010 BR Solutions LLC. All Rights Reserved.
  3. 3. Networking i N t rki is scary. It's stressful. It's got g a bad name. What we're really talking about here is making connections. Tell y your stories. Leave a few tips. Learn new I Hate Networking! information. i f i © 2010 BR Solutions LLC. All Rights Reserved.
  4. 4. WOMEN AND NETWORKING KNOWLEDGE IS POWER © 2010 BR Solutions LLC. All Rights Reserved.
  5. 5. WHAT IS NETWORKING? What it is…. What it is not….  An authentic  An opportunistic conversation practice  Finding/Sharing  Self-serving in nature common i interests  Lacking a genuine  An information sense of connection exchange h  Being a salesperson l  Thought of as lifetime  Just exchanging relationships business cards b i d © 2010 BR Solutions LLC. All Rights Reserved.
  6. 6. MY DEFINITION OF NETWORKING “To develop in the networking process To mutually satisfying, authentic long-term relationships.” relationships ”  Authenticity is all about humility about yourself and appreciation for others.  The key to a mutually satisfying relationship is being transparent. © 2010 BR Solutions LLC. All Rights Reserved.
  7. 7. FOOD FOR THOUGHT “One of the factors most critical to success in any kind of y networking, whether for a job search or business contacts, it to think about what you have to offer others while networking. Before going to any networking meeting, whether a group meeting event or a one-on-one meeting, you need to give serious thought to what and who you know that might be useful to g y g others. Be prepared to share ideas and contacts. You don’t have to solve the other person’s problem, but you should walk way ffrom the meeting with an understanding of what would th ti ith d t di f h t ld be helpful to the people you talked to.” - Clara Hurd Nydam, ExecuNet Meeting Facilitator, Wisconsin © 2010 BR Solutions LLC. All Rights Reserved.
  8. 8. WOMEN AND NETWORKING FACING THE FEAR © 2010 BR Solutions LLC. All Rights Reserved.
  9. 9. CONQUERING THE FEAR AND LOATHING  Ask Questions about Your Fears. Are they valid? Q y  Do the thing you fear most and the death of fear is certain. – Ralph Waldo Emerson  Resist the popular notion that networking is all fake sincerity and pushy behavior  Modify Your Expectations to Suit Your Needs – Think Exercise  Remember most people are nice want to connect too R b l i  Goal of Networking: Make a connection and lay the foundation for a long-term relationship long term © 2010 BR Solutions LLC. All Rights Reserved.
  10. 10. HANDLING REJECTION Dear Professor Smith: Thank you for your letter of March 16th. After careful consideration I consideration, regret to inform you that I am unable to accept your refusal to offer me an assistant professor position. This year, I have been particularly fortunate in receiving an unusually large number of rejection letters. With such a varied and promising field of candidates, it is impossible for me to accept all refusals. Despite the University’s outstanding qualifications and previous experience in rejecting applicants, I find that your rejection does not meet my needs at this time. Therefore, I will assume the position of assistant professor in your department this August. I look forward to seeing you then. gy Best of luck in rejecting future applicants. © 2010 BR Solutions LLC. All Rights Reserved.
  11. 11. WOMEN AND NETWORKING CAREER MANAGEMENT MANAGEMENT: NETWORKING FOR A LIFETIME © 2010 BR Solutions LLC. All Rights Reserved.
  12. 12. UNIVERSAL TRUTHS P People d b i l do business with people they know, like, ith l th k lik and trust.  Employers hire people they know, like, and trust. C Common Questions: Q ti Can she do the job? (Competence) Will she d the j b (Trust) ill h do h job? ( ) Is she a fit for my organization/business? © 2010 BR Solutions LLC. All Rights Reserved.
  13. 13. CAREER NETWORKING – JUST THE FACTS J A Harvard study found that almost 80% of all y secured jobs in the last 10 years were the result of networking. In that same study, 35% of those jobs did not exist until the networking began. 40-50% of open jobs are filled by candidates referred to the organization by current g y employees. Career experts estimate that at least 75% of job openings are never advertised. Sources: Wetfeet-Online Resource, 2007, Caltech, October, 2007 email, and http://www.careermag.com/articles/almost- © 2010 BR Solutions LLC. All Rights Reserved. 75-of-jobs-are-never-advertised-how-can-you-tap-into-this-hidden-job-market-3772-article.html
  14. 14. THE SEARCH REALITY Filling a Job Vacancy g J y Job Seeker Source Se d g Sending Perspective p Networks 1st Unsolicited 1st Resumes “Low Risk” Search 2nd Applying to a 2nd Firm Posted Job 3rd 3 d Posting an 3rd Using Effective Ad and Unsolicited Networking Resumes Strategies Employer Perspective © 2010 BR Solutions LLC. All Rights Reserved. Source: Adapted from Richard Nelson Bolles, What Color is Your Parachute, 2009
  15. 15. During the course of a lifetime, you will lifetime likely make 12 – 15 job changes, and at least 3-5 career changes. d l 35 h © 2010 BR Solutions LLC. All Rights Reserved.
  16. 16. WHAT ABOUT YOU? FINANCIAL HOSPITALITY EDUCATION SERVICES 1. 1 Intern 4. Temp Agency 8. 8 Managing Director 2. Coordinator 5. Graduate Student (N) 3. Brand (N) Manager ( ) (N) 6. 6 Career Counselor 7. Asst. Director (N) © 2010 BR Solutions LLC. All Rights Reserved.
  17. 17. AUDIENCE POLL  How many of you have secured a job through networking?  How many of you secured a job through networking for a newly created position?  Did the job referral lead come from a man? From a Woman? © 2010 BR Solutions LLC. All Rights Reserved.
  18. 18. Research indicates that the glass ceiling is firm. firm And the reason why may surprise you. It’s not your gender, it’s your network. k © 2010 BR Solutions LLC. All Rights Reserved.
  19. 19. GLOBALLY PERCEIVED EFFECTIVENESS OF MEN AND WOMEN AT BUILDING RELATIONSHIPS © 2010 BR Solutions LLC. All Rights Reserved. Source: One Step Ahead of 2011 – A New Horizon for Working Women, Accenture
  20. 20. WOMEN AND NETWORKING AUTHENTICITY © 2010 BR Solutions LLC. All Rights Reserved.
  21. 21. KNOW THYSELF  What is your purpose?  5 Major Accomplishments  If you had unlimited resources and power, what would you do and how would you use them? y  Honor your strengths  “I’ve never met an effective leader who wasn’t aware of this talents and working to sharpen them.” – Wesley Clark, Former NATO Supreme Allied Commander  Honor yourself and abilities  I can learn to network effectively. I have built long-term relationships.  I control and can choose my thoughts, feelings, and beliefs. © 2010 BR Solutions LLC. All Rights Reserved.
  22. 22. PUT YOUR BEST FOOT FORWARD  There are four qualities at the foundation of a g q great impression, and fundamental for real relationships: 1. Trustworthiness a) We identify predictable behavior; b) We infer character traits from that behavior; and c) ) We acquire trust trust. 2. Caring 3 Humility 3. 4. Capability Character = Trustworthiness Caring, Humility Trustworthiness, Caring © 2010 BR Solutions LLC. All Rights Reserved.
  23. 23. PUT YOUR BEST FOOT FORWARD  Your Physicality: Owning Your Space  Project Your Voice: Practice speaking confidently  Confident posture: Open, when sitting leaning forward  Eye contact: Looking somewhere on the person’s face or directly in the eye  Firm handshake: Web to Web © 2010 BR Solutions LLC. All Rights Reserved.
  24. 24. PUT YOUR BEST FOOT FORWARD  We do search for one particular sign on a p g new face. What is it?  A Smile © 2010 BR Solutions LLC. All Rights Reserved.
  25. 25. WOMEN AND NETWORKING 5 COMPETENCIES FOR PROFESSIONAL NETWORKING © 2010 BR Solutions LLC. All Rights Reserved. Source: www.contactscount.com, as adapted
  26. 26. # 1 CAPITALIZE ON STYLE  Appreciate how personality & mindset affect the ability to build l ti hi b ild relationships  Identify personal style  Introversion versus Extraversion  Communication Styles  www.keirsey.com, free temperament sorter and report  I t i i versus extrinsic motivators quiz – see h d t Intrinsic ti i ti t i handout  Clarify attitudes toward networking  Previous networking experiences  Misconceptions  Based on fear or reality  Your attitude  Re-frame networking as teaching & giving © 2010 BR Solutions LLC. All Rights Reserved. Source: www.contactscount.com, as adapted
  27. 27. #2 TAKE A STRATEGIC APPROACH  Use Your Head but Follow Your Heart Head,  Focused, Flexibility  Research research, research Research, research  Plan agendas to achieve maximum value from events/encounters  Know how to convey your story*  What did you come to the event to learn?  Who did you come to meet?  Open-Ended Questioning – “How did you get into this field?”  Thank you’s – “Thanks for agreeing to send me that article on… on ” © 2010 BR Solutions LLC. All Rights Reserved. Source: www.contactscount.com, as adapted
  28. 28. CAMI’S EQUATION: YOUR STORY Me + Who/What I Work With = What I Do and How I Can Be of Service 1 Me: (Hi, my name is…. and I m a…) 1. (Hi is I’m a ) 2. Who/What I Work With: People, Data, Things, Ideas ( oa d o (Board of Directors a d Executives in Co ecto s and ecut ves Community u ty Banks) 3. What I Do and How I Can Be Of Service (Evidence): ( )  Teach directors how to serve on boards  Help people find jobs  Help companies hire people © 2010 BR Solutions LLC. All Rights Reserved.
  29. 29. #3 BUILD RELATIONSHIPS FOR SUCCESS 1. FOCUS - I know what I want. 2. TARGET - I know exactly whom I want to approach. 3. 3 DEFINE - I k know what I h h t have t offer. to ff 4. ALIGN - My existing resources and relationships are contributing to my success. g y 5. APPROACH - We’ve met and they know who I am. 6. 6 BOND - We are friends. friends 7. RENEW - I keep current with the interests and desires of my friends. © 2010 BR Solutions LLC. All Rights Reserved. Source: Online 4.9.10, Keith Ferrazzi, The Invisible Man
  30. 30. THE GENEROSITY PYRAMID © 2010 BR Solutions LLC. All Rights Reserved. Source: Online 4.9.10, Keith Ferrazzi, The Invisible Man
  31. 31. # 4 LEVERAGE SOCIAL INTELLIGENCE  Three Questions  Who are you?  What do you do?  What are we going to talk about?  Joining Groups and Introductions  Don’t Take the Elevator (Best/Test) – see handout. Don t  Making the Conversation Flow  Use Examples and Stories to teach about expertise, experience, p p , p , talents, and interests  Exchanging Business Cards and Follow-up  #1 Piece of Advice: Keep Notes © 2010 BR Solutions LLC. All Rights Reserved. Source: www.contactscount.com, as adapted
  32. 32. # 5 ASSESS OPPORTUNITIES AND DELIVER VALUE  Analyze and select networking areas that reflect your goals  Chambers of Commerce, Online networks, Professional Associations, Conventions, Referral Groups, F2F  Decide if a specific g p group/opportunity meets y p pp y your needs  Ask questions designed to learn about others & develop relationships  Be alert for opportunities to connect your contacts & provide access to resources, talent, opportunities © 2010 BR Solutions LLC. All Rights Reserved. Source: www.contactscount.com, as adapted
  33. 33. NEW NETWORKING RULES 1. Mind-Set BEFORE skill-set/Plan and Prepare 2. Be a good conversational host and find common ground. Listen, really listen – EARS* 1. E = Encourage Your Partner (Head Nods) 2. A = Acknowledge Your Partner (Paraphrase, Restate) 3. R = Respond to Your Partner (Comment, Ask Q p ( Questions)) 4. S = Save What’s Being Said (Storing Pieces of Information for Later) 3. Look for what you can GIVE rather than get (Liberty Mutual – y g ( y A helping hand is contagious) 4. Join things because you want to © 2010 BR Solutions LLC. All Rights Reserved. *Source: EARS, Make Your Contacts Count, pg. 122, Baber and Waymon
  34. 34. NEW NETWORKING RULES 5. Read. Stay current on the latest trends and ideas. 6. Always lend a hand when someone you know is in a transition. 7. Don’t hurry the process. A healthy relationship satisfies both p partners. Mix of business and personal information. p 8. Have good boundaries about what you can give and what you can’t. Be good for your word, sincerity © 2010 BR Solutions LLC. All Rights Reserved.
  35. 35. ONE FINAL PIECE OF ADVICE LOOK TO BUILD QUALITY RELATIONSHIPS  Be Genuine  Be Positive  Connect the Right Way  Plan Ahead When  Don’t Wait Until You Attending Meetings Have To  Be Active/Get Out of  Careful About Filters Your Comfort Zone  Be Likeable  Follow-Up On The ll h Contacts Made © 2010 BR Solutions LLC. All Rights Reserved.
  36. 36. CONTACT INFORMATION Cami Ressler, M.Ed. Managing Director , g g BR Solutions LLC 1017 Mumma Road, Suite 302 , Lemoyne, PA 17043 Phone: 717.731.1700 ressler@bybelrutledge.com Linked In: http://www.linkedin.com/in/camiressler p © 2010 BR Solutions LLC. All Rights Reserved.

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