Effective Networking Strategies for Executives - Ivy Exec

Effective Networking Strategies for ExecutivesConnie Thanasoulis-CerrachioSixFigureStart Career Coaching Co-Founder Want more info? Go to IvyExec.com 1

About SixFigureStart Success coaching for individuals and organizations Founded by two staffing professionals with over 40 years of combined HR and line of business experience Adjunct Assistant Professors of Professional Development at Columbia University Career bloggers for CNBC.com and Forbes.com Co-authors of Six Steps to Job Search Success, Flat World Knowledge 2011 Grant recipient of the Jones New York Empowerment Fund Quoted in the press: ABC News.com, NBC News.com, CBS and CBS Moneywatch, BusinessWeek, CareerBuilder, Christian Science Monitor, CNN & CNN Money, Newsweek, NPR, Real Simple, The Associated Press Want more info? Go to IvyExec.com 2

Agenda What is Networking anyway? 4 Stages of Networking Expanding & Maintaining Your Network Networking Best Practices (even if you’re shy) Networking & Social Media Polling questions throughout Want more info? Go to IvyExec.com 3

Networking Definition Establishing a long-term,mutually beneficial relationship of give & take,with the emphasis on the give! Want more info? Go to IvyExec.com 4

Question: What is the State of Your Network? If you had a professional question or need, for example, if you needed company info, an introduction to a senior person, a testimonial on your work, how many people could you ask without imposing? 1. Less than 5 2. Less than 10 3. Between 10-25 4. More than 25 Want more info? Go to IvyExec.com 5

A Good Networker Masters All 4 Stages of Networking 1. Research 2. Approach 3. Follow-up 4. Request Networking is building a mutually beneficial relationship … Built over time. “The Request” comes last! Want more info? Go to IvyExec.com 6

The Art of the Approach: Networking Questions 1. How did you get your start? 2. What do you enjoy most about what you do? 3. What separates you from your competition? 4. What are the trends you see? 5. What advice would you give someone just starting in this business? 6. What are the 3 or 4 critical skills necessary to succeed in this business? Want more info? Go to IvyExec.com 7

The Art of Follow Up1. Send a thank you note2. Send an article of interest3. Give a results update4. Wish holiday greetings5. Congratulate6. Make a referral or recommendation7. Solve a business problem Want more info? Go to IvyExec.com 8

Question: Does Your Network Support You?  Does your network know what you want?  Does your network know your value? If your network knew about an opportunity that would be perfect for your career at this exact time, would they think of you, want to recommend you, AND know how to recommend you? Want more info? Go to IvyExec.com 9

Networking 2x2 Matrix Relevance and Willingness to Help I II High Willingness to Help High Willingness to Help Low Relevance to Goal High Relevance to Goal III IV Low Willingness to Help Low Willingness to Help Low Relevance to Goal High Relevance to Goal Don’t forget Quad I: you don’t know who people know and Quad IV: you must be willing and able to expand your support base Want more info? Go to IvyExec.com 10

Question: Do You Proactively Expand Your Network? When is the last time you made a meaningful new connection? 1. This week 2. Within the last month 3. Within 3 months 4. Can’t remember Want more info? Go to IvyExec.com 11

Question: Do You Proactively Expand Relationships? When is the last time you reconnected with a former colleague or classmate that is outside your regular circle of friends? 1. Last week 2. Last month 3. Within 3 months 4. Can’t remember Want more info? Go to IvyExec.com 12

Build Networking Strategies Throughout the Year  Do what you say you will do  Go beyond what is expected  Position yourself as the “go to” person  Choose a system that works for you (e.g., schedule time for networking – especially the follow-up) Want more info? Go to IvyExec.com 13

Networking Strategies Can Be Used Day-to-Day  Use your lunch hour -- intradepartmental, inside/outside company, inside/ outside industry, all levels  Integrate your networking with your interests/ learning, sports, volunteer, social  Create passive opportunities to network/ “candy jar”  Buddy up with an extrovert Want more info? Go to IvyExec.com 14

Networking Strategies For Events Be ready to introduce yourself Introduce your friends and colleagues – support each other, it’s sometimes easier to promote others than yourself Stand “openly” Focus on open-ended, positive questions Remember logistics:  if there is food, take small bites,  keep one hand free for handshakes,  set a quantitative goal for meeting people so you are not tempted to stay with only one person Follow up after the event. You will distinguish yourself! Want more info? Go to IvyExec.com 15

How to Network Even If You’re Shy Attend company events If you are really nervous about approaching someone, don’t approach them just yet. Observe how others do it Focus on listening and let your conversation partner do all the work Use social media for your personal network. Create a LinkedIn Account and invite people you know, join LinkedIn Groups, and follow and start discussions Proactively track and consistently build your network – e.g., meet x new people every week Create passive opportunities to network/ “candy jar” Want more info? Go to IvyExec.com 16

Avoid Rookie Networking Mistakes Failing to develop rapport with people you meet Talking too much & not listening! Not talking at all Focusing on the food or drink, rather than connecting Not being yourself! Want more info? Go to IvyExec.com 17

Rules for Social Media & Networking Find preferred communication channel Limit what you say & clarify right away Don’t expect that they’ll get back to you It’s not about you! Want more info? Go to IvyExec.com 18

Summary Checklist Does my network have people willing and able to support me? Do I ask for help? Can I generate support? Am I proactively growing my network? Do I make the time for new connections? Do I follow-up with my network? Do I build rapport well before I need something? Am I proactively managing my network on a regular basis and for the long-term? Want more info? Go to IvyExec.com 19

Stay In Touch With SixFigureStart® SixFigureStart® newsletter Follow us on Twitter, Facebook and LinkedIn 212-501-2234 www.SixFigureStart.com connie@sixfigurestart.com Want more info? Go to IvyExec.com 20

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Effective Networking Strategies for Executives - Ivy Exec

by Ivy Exec on Jun 06, 2012

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