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RDrew Networking Skills
 

RDrew Networking Skills

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    RDrew Networking Skills RDrew Networking Skills Presentation Transcript

    • Networking OR NO-Working Presented by: Ron Drew, PMP Turn Networking into Get Working
    • About Me
        • Speaker at Various Groups on Topics such as
          • Resume
          • Cover Letter
          • Elevator Speech
          • Marketing Plan
          • Networking
          • LinkedIN
          • Interview
          • Identity Theft
          • E*Discovery
        • IT Executive
          • Head of Coca-Cola Northeast
          • VP & CIO Beiersdorf North America
        • Vice Chairman Board of Directors 20 years
        • Board of Director member on CBIT (Universities Computer Science Programs)
        • Commissioner on Water Pollution Control Authority for Town of Fairfield
        • Member of Computer Advisory Committee for Town of Fairfield
        • MBA, BS and AS degrees in Computer Science and CDP, CSP and PMP Certified
    • The Transition 101 Model Are you prepared to do each one of these steps? Anger Help Me!! Stress Relief New Friends Foundation Onboarding Plan Get a Job Offer Networking + LinkedIN Resume Cover Letter Interview Layoff/Quit/Fired Elevator Speech Marketing Plan No Plan = 2 strikes to start Today’s Discussion
    • How Jobs Are Found Internet Postings Resumes Elevator Speech Must Be Clear and Concise Very Important Internet Networking How the Typical Job is Found Recruiters 17% 80% Marketing Plan Network Group Leads 3% Let's Focus on This!! Must Be Clear and Concise
    • Your Goal Should be to
        • Build Your Career Network
        • Reach the RIGHT People
        • Land Your Dream Job
    • AGENDA
        • Build the Foundation
        • Degrees of Separation
          • Building your Network of Contacts and Referrals
        • Prepare to Make the Call
        • Build a Game Plan to Success
          • Make the Call Effective
          • Find an Advisor
          • Progress and Results
        • Your Network MUST last forever
        • Questions & Answers
    • Build the Foundation
      • Networking is as defined in transition is the taking and giving back, an exchange, “You help me, I’ll help you.”
      • The best networkers are those who give to others because they sincerely enjoy helping others and not because they hope to receive something in return.
      • But that doesn’t mean that you should not give; even the most giving and generous networkers will eventually stop giving when they repeatedly receive nothing in return.
      • Self-Analysis
      • Getting to know yourself is the first step.
          • What is your passion?
          • What makes you happy?
          • Quantify your personal and professional strengths
          • Learn to clearly articulate your talents
      • You are in a competition !!! When a job opens up the competition begins...
          • People inside the organization may want the job
          • Friends of friends will hear about the job
          • Ads will run and dozens even hundreds of applicants will want the job
    • Build the Foundation
      • Self-Analysis (Self Questions)
      • You have to be able to answer the following questions.
          • What am I good at?
          • What is my area of expertise?
          • What and where is my passion?
          • What will make me happy?
          • What is my value to an organization?
          • Where is my value to an organization?
          • What should people know about me professionally?
          • What should people know about me personally?
          • How have I “wowed” companies in the past?
          • What would my manager say about me?
          • What am I looking for in my next opportunity?
    • Build the Foundation
      • Self-Analysis (Dream Company Questions)
      • You have to be able to answer the following questions.
        • How big of a company do I want to work for (revenue/#people)?
        • Do I want a public/private/non-profit company?
        • Do I want a start-up/early stage/well established company?
        • What type of business/industry do you want to work for?
        • What type of culture formal/informal/virtual/telecommute?
        • What type of environment shall I work in?
        • How long do I have to drive to work?
        • Do I have a preference on where the company is city/suburbs?
        • Do I want to travel with the job?
    • Build the Foundation
      • Elevator Pitch
      • “ In any situation, success can be just an instant away!”
          • “ How to Get Your Point Across in 30 Seconds or Less” by Milo O. Frank
      • You met someone on an elevator and you have 30-45 seconds to make him/her remember you. So what do you do?
          • You have 30-45 seconds to capture your target’s interest and attention
          • You either get the target’s attention or lost the target
          • Pitch has to be focused and NOT broad
          • Articulate
            • Clearly tell the person who you ARE
            • Clearly tell the person the talents you want them to know you possess
              • Simply language that they can understand (stay away from techie talk)
            • What’s the objective? What do you want to accomplish during the conversation?
          • Use your pitch in many situations:
            • On the phone talking to contacts and referrals
            • Meeting people in the store
            • At a local baseball game
            • At a dinner party, wedding, luncheon etc.
    • Build the Foundation
      • Elevator Speech Preparation of Pitch
      • Here are some points to consider when preparing your pitch.
        • What am I most proficient in?
        • What makes me stand out from the pack?
        • How have I “wowed” companies in the past?
        • What do I “bring to the table”?
        • What’s important to my target audience?
        • At the end, What is your goal?
    • Degrees of Separation
      • Everyone has a NETWORK !!!!
      • Rather it is in your head, on a Palm, or in a Rolodex, you know people!
      • First, Create a Contacts List:
        • Family.
        • Close friends
        • Prospects (i.e. people who has kids the same as yours)
        • People you know through others (not on you close friends list)
        • Professional Contacts (people you are working with or have in the past)
        • Club or Associations (Masons, Rotary, Legion etc)
        • Customers or Vendors
        • Competitors
        • Friends of parents
        • Former co-workers
        • Members of my church or religious group
        • People who sell me things (insurance agent, real estate agent, landlord, and so on)
        • Neighbors
        • People I went to school with
        • Former teachers
        • Members of social clubs
        • People who provide me with services (hair stylist, counselor, mechanic, and so on)
        • Former employers
        • Members of sports or hobby groups
        • Members of professional organizations I belong to or can join
    • Degrees of Separation
      • Conversations with Contacts will vary
      • Depending of the type of relationship
      • The way you speak and what you say will be different
      • Details of current situation will vary
      • What you say to your brother will be different from what you say to a club member
      • So break your contacts into 4 categories of minimum 10 each:
        • “ A”  Heavy hitters, make things happen like CFO, COO, VPs
        • “ B”  Family and Close friends, you can have candid conversations
        • “ C”  Others (club, associations, customers, vendors, competitors)
        • “ D”  People you do not think can help you (dry cleaner, therapist, dentist etc)
    • Degrees of Separation
      • 6 Degrees of Separation
      • Demonstrated that everyone is only 6 Degrees away from anyone else
      • Remember the 6 Degrees from Kevin Bacon!
      • Organize !!!
        • You will be extremely busy calling people, sending resumes, scheduling meetings, going on interviews and continuing to add contacts to your network. You can NOT afford to lose one piece of information.
        • So...build an Excel spreadsheet or Access Database or notebook and define the following:
        • Date of Contact
        • Contact Name
        • Phone Number and/or Email
        • Company
        • Title of Position
        • Referred to by with phone and email of referral
        • Comments
        • Action taken
    • Degrees of Separation
      • Foundation work is done and you have built your contact list.....NOW WHAT??
        • Start Calling Contacts for your target companies!
        • NO think about the following first!!
        • STOP...lets talk about cold call versus warm call
          • Cold call normally cold shoulder ..you may get your 30 seconds but that’s it!
          • Warm call using reference can last quite a while or have a follow-up
        • Layers...one contact normally will give you two other names.
          • Be prepared to write the new contact information down so you can call using this person as a reference (make sure you ask first!!)
          • Have 2 pens or pencils!!
        • Remember do NOT just name drop.
          • Know the relationship between the contact and referral before making the call.
        • Do NOT drop too many names.
          • People may think you do not need help.
    • Prepare to Make the Call
      • Now that you have a contact within a Target Company..
      • Here are some points to consider.
        • Have you done your Due Diligence?
          • Front End work goes a long way. Research, research, research
          • Typically ONLY 10% do it... don’t be in the 90%
        • What should I know before making a call?
          • What does the company do and/or what industry it is in?
          • Try to find out what areas of the company needs help.
          • What value and/or expertise can you bring to this company/individual?
          • Who at this company or industry would recognize my value?
          • What makes me stand out in the crowd?
    • Prepare to Make the Call
      • So WHERE do I get this critical information???
        • Your Referral Contact
        • People you know that are currently working/have worked for the company
        • People who are currently working/have previously worked with your contact or referral
        • The company website
          • About Us, Products/Services, Investor Relations, Media/Press etc..
        • Competitors (see what the other guy is doing)
        • User Groups
        • Trade Associations
        • The Internet (Google ...here are some examples)
          • www.411stocks.com
          • www.businesswire.com
          • www.hooversonline.com
          • www.thomasregister.com
          • www.reuters.com
    • Prepare to Make the Call
      • Dead in the Water???
        • Keep digging
        • Call the company and ask for a brochure
        • Use the Thomas Registry for a list of the Management Team Names
        • Contact the local Chamber of Commerce
        • DO NOT just call someone based on the feedback from above without being prepared to answer one or all of the following or you WILL by “Dead in the Water”:
          • What do you know about our company?
          • What do you know about our industry?
          • Do you understand what we do here?
    • Build a Game Plan to Success
        • Your Action Plan
        • “ Your Reputation Precedes You”
          • Establish a good reputation for yourself up front
          • Align yourself with someone who already has a good reputation
          • Build a good reputation based on how you conduct yourself on initial meetings
          • ALWAYS be Positive and Smile!!!
        • So Lets Build the Strategy
          • Evaluate Your Current Position
          • Do You Have Alternatives
          • Pick Your Best Option
          • Identify some target companies you want to work for
            • Should NOT be just one...I use between 9 and 12 and change frequently
          • Research those target companies you want to work for
          • You are DONE...now implement the Strategy
    • Build a Game Plan to Success
        • Make the Call Effective
        • Ask yourself the following
          • What do I want to accomplish with this phone call?
          • What would I like the person called to do on my behalf?
        • Examples of Objectives
          • Sending your resume to the person
          • Determining if there are any jobs in this person’s company
          • Get a face to face meeting
          • If not the right person, get an introduction to another in the company
          • Ask if the person will forward your resume
          • Ask for another referral
          • Ask the person to schedule a meeting with someone else on your behalf
          • Schedule a callback at a future date to determine if the situation has changed or schedule a future callback to request ideas
    • Build a Game Plan to Success
      • Do’s
        • Have a Positive Attitude
        • Be Confident
        • Be in a Quiet Area
        • Speak Up
        • Have a note pad and more than one pen
        • Ask for help...don’t wait for it
        • Maybe a glass of water nearby
        • Show you are a winner
        • If tough questions need to be asked, ask them
      • Don’ts
        • No Monotone voice
        • Unprepared ends the call quickly
        • Call while driving even with an earpiece
        • Call from a cell phone
        • Brag...they may think you aren’t being honest... you can tell a story without bragging
        • Interrupt
        • Fail to listen
        • Be a consultant...share but not too much
        • Bad mouth prior people or companies
      Call Strategy
    • Here are some points to consider when calling a contact.
      • What to say on the phone? 
          • Hello Mr/Mrs (name of networking contact). My name is (your name). Mr/Mrs (name of person who gave you the name of the networking contact) said you would be a wonderful person to talk to about (topic). I was just wondering if I may be able to meet with you fifteen to twenty minutes at your convenience to talk about (topic). 
      • What if they say, “I really don’t have time to meet with you.”
          • Again Mr/Mrs (name of networking contact) it would be at your convenience. If you do not have time this week or next week then I could meet with you the following week or even later. Again, at your convenience.
      •  
      • What if they say, “Typically we hire from within the ranks.”
          • I am not going to ask you for a job. I just want to tell you a little about myself, ask you a few questions and seek your advice and counsel.
    • Here are some points to consider when calling a contact.
      • What to say at the beginning of the networking meeting.  
          • Hello Mr/Mrs (name of networking contact). My name is (your name). I am not here to ask you for a job. I just want to tell you a little about myself, ask you a few questions and seek your advice and counsel. (Commence your 2-minute drill).  
      • What to say when asking for names.
          • Now I know why (name of networking contact) said you would be such a wonderful person to talk to. I was just wondering if you know the names of some people that I may be able to talk to?
      •  
      • What to say after you get the names of some people.
          • Do you mind if I tell them that we had this conversation? (maybe also find out how they know the name they gave you)
      • Do it systematically. 
          • Contact each person. Some people will be more helpful than others, but it is all about finding a job lead. 
      • It is how you present yourself.
          • Start with friends and relatives. Call and tell them you are looking for a job and need their help. Be clear about the type of employment you want and the skill and qualifications you have.
      •  
      • Ask a contact or referral for leads.
          • If your contact knows of a job opening that interests you, get the details and get right on it! More likely, however, they will not, so you should ask each person the 3 Necessary Networking Questions.
        • Do you know of any openings for a person with my skills? 
          • If the answer is “No” (which it usually is), ask…
        • Do you know of someone else who might know of such an opening?
          • If your contact does, get that name and ask for another one. If he or she doesn’t, ask …
        • Do you know of anyone who might know of someone else who might know of a job opening?
          • Another good way to ask this is “Do you know someone who knows lots of people?”
          • If all else fails, this will usually get you a name.
      • NOW....Contact these referrals and ask them the same questions.
      Here are some points to consider when calling a contact.
    • Build a Game Plan to Success
        • After the Call
        • Review your notes to determine
          • Was the goal of the call reached?
          • Was my objective(s) accomplished?
        • Action Items
          • Does a resume need to be sent and how (email/fax/sneaker*net)
          • You received referral names ( add them before you forget )
            • Who is supposed to do what with the names based on the call?
          • Meeting was scheduled
            • Date, Time and Place
            • Record it in your planner
            • Get directions (Google) ..maybe test drive to find it.
              • Where the parking is
              • How long to get there...be early
    • Build a Game Plan to Success
        • After the Call
        • Stay in Touch
          • Send an Email short and simple (sometimes a thank you card)
          • Become his/her referral
          • Offer your help
          • You get the idea....it’s called networking!!
        • Summary
          • Have a reason you can state for your call
          • Stay focused
          • Be specific
          • Be clear on what you want
          • Value their time
          • Remember to close the loop
          • Always thank the person for their time on the phone (if possible) and with an email
    • Sample Thank You Letter or Email
      • Sample thank you for a networking meeting
      • Dear Mr. /Ms. Last Name,
        • Thank you for taking the time to talk with me today. I am grateful for the time you spent reviewing my career objectives and recommending strategies for achieving them.
        • I especially appreciate your recommendations for others in your network that may be able to assist me. I plan on following up with the contacts you gave to me right away. I will also use the online networking resources you recommended to further my job search.
        • Any additional suggestions you may have would be welcome. I'll update you as my search progresses.
        • Again, thank you so much for your help. I greatly appreciate the assistance you have provided me.
      • Best Regards,
    • Build a Game Plan to Success
        • Find an Advisor
        • Why you need an Advisor?
          • To keep you committed to the job hunt
            • He/She is doing you a favor so don’t waste their time.
            • ALWAYS tell the truth even if it hurts.
          • To report statuses on a weekly basis
            • Met the prior weeks commitments
            • Set goals for the upcoming week
          • To test you prior to an interview
            • A mock interview can be very helpful
            • Advisor should ask what you know about the company (interviewer will)
          • To suggest alternatives to you
            • Advisor is doing this because he/she cares and wants to see you land
            • If you change your strategy, you both should agree it is the right thing to do
        • What’s in it for the Advisor?
          • Knowing he/she has an impact on your success
          • Recognition for his/her value that they bring to your success
          • Receiving the appreciation from you
    • Build a Game Plan to Success
        • Find an Advisor
        • Who should you select as an Advisor? What are the Criteria?
          • Must be able to push you through bad times
          • Must be able to keep you focused on the tasks
          • Must be able to give criticism and praise
          • Has to be trustworthy and honest
          • This person just must be enthusiastic about helping you succeed
        • Who should I choose?
          • Someone you feel comfortable telling things that may be embarrassing
          • Can be a network buddy, former boss, former peer, sibling/cousin, close friend or neighbor
        • Who shouldn’t I choose?
          • You
          • NOT your spouse or significant other
          • Your current boss (if working)
          • Someone in a similar profession/position (misery loves company)
          • Anyone looking for monies as a reward
          • Someone admire or look up to (they may try to mold you to be like them)
          • Anyone you are TOO close to
    • Build a Game Plan to Success
        • Keeping Track of Your Progress with Results
        • Database Structure (can be Access, Excel or whatever floats your boat)
          • Date Entered
          • Contact Name
            • Can be a website submittal
            • Can be a recruiter
          • Contact Name’s Title (if applicable or known)
          • Company Name you have applied for a position to
          • Title for this Job
          • Compensation as reference if known (do not speak about this during calls..it comes later)
          • Phone Number(s) (you should repeat this to verify)
          • Email Address (you should repeat this to verify)
          • Referred by
          • Date for follow-up
          • Resume sent (you may have more than one so indicate which one)
          • Status (highlight the ones you want to prioritize or what action should be taken)
          • Interview (P=Phone, F=Face-to-Face)
          • Interview Date
          • Date of when “Thank You Note” sent
              • Wow, That a lot of data!!
              • Yes it is, but necessary. What if a prior person you called contacts you?
              • Will you have the ability to remember all of this?
              • Share this with your Advisor on a weekly basis!!!!!
    • Build a Game Plan to Success Example
      • Setup Goals for:
      • #New Contacts
      • #Resumes Sent
      • #Interviews
        • Phone
        • Face to Face
    • Build a Game Plan to Success Goals
      • Unacceptable
      • Acceptable
      • Exceptional
      # Calls #New Contacts #Resumes Sent #Monthly Interviews Ron Drew’s Opinion ONLY So What is Acceptable? (Depends on the position BUT start with this) 5 25 50+ 5 10 15+ 5 15 16+ 0 1-2 2+ Weekly Status Now keep track week by week to make sure you are not slacking off!
    • Make Your Network Last
        • Let’s Summarize what we talked about to reach the right people, build a career network and land that dream job
          • We have laid the ground work by
            • Outlining a Self Analysis for ourselves and the type of company we want to work for
            • Determined we need a solid elevator speech to get the point across in 30-45 seconds
          • We know we need help so we need a solid network
            • Organized and categorized our contacts
      It’s for life folks !! Hopefully you have learned something that is beneficial to you with this presentation
    • Make Your Network Last
          • We have laid out the Game Plan
            • We know what it takes to build a strategy for effective calling
            • We know when making an effective call...the do’s and don’ts
            • We know an Advisor will help us keep on track
            • We know we have to keep track of our progress and results
          • We know we need to make a great first impression
            • We know how to do a Due Diligence
            • We MUST research before making a call
            • We were given some ideas if we feel “Dead in the Water”
      It’s for life folks !!
    • Thank You for Your Attention
      • Questions?
      • [email_address]
      To Download this presentation: 1. Logon to Linkedin 2. View Ron’s Profile and scroll down to Slideshare or BOX application 3. Networking presentation will be available there