Introduction To Networking

Introduction to Networking
Raul RupsinghMSc
CEO PointerWare Innovations Ltd.
June 2010

Why Network?
What is “networking”?
Connecting with others to build professional relationships and gather information
Why should I be networking?
70-90% of all jobs are not posted
Survey of 45 large companies suggests1…
Most positions are filled internally but…
Referrals are the #1 source of external hires
1Source: Crispin, G. & Mehler, M. (Feb 2009). CareerXroads 8th Annual Source of Hire Study: What Happened in 2008 and What It Means for 2009.
Accessed October 8, 2009 at: http://www.careerxroads.com/news/SourcesofHire09.pdf

Where to Start
Preparation is Key!
Business Networking in Person
Online Networking

So what did she do wrong?

How to Prepare
What are your goals?
Make them known to your network (Friends, Family)
Business cards
Join Professional Organizations and Associations, Alumni Networks
Attend Conferences
Practice

What to practice? Sound Bytes
Little segments about yourself
Ex. Self Pitch:
15 second description of yourself
Can tailor it a bit to your audience
Ex. Last job, career ambitions, etc
But don’t sound rehearsed!

Communication
Listen don’t just talk
Don’t assume the other person knows your industry or industry specific technical jargon
Asking questions shows interest
Get people to open up
Can be easier than getting them interested in you!
Maintain eye contact
Say the person’s name

Business Attire
Professional dress (Blue, Grey, Black),
Business Casual (More color, jacket, no-jacket)
Cater to event
Guideline: dress a bit better than what you think the norm is at the event

Handshake
Hand in hand
Firm
Affects your first impression
Introduce yourself simultaneously

Body Language
Body
Where do your feet point -> indicates where you/they are thinking of going
Your face
Your body
Hands
Food
Be positive
Confident not arrogant

Business Cards
Keep it somewhere where you can find it
When you accept someone else’s business card treat it with respect
One pocket for your cards, one pocket for cards you receive
Make notes on back of business card
Helps to remember them later, follow up notes, etc
Professional website and email address

Spending Your Time
Don’t spend too much time! ~10 minutes
Don’t linger too much with friends or acquaintances
If things are going wellsetup an appointment for 1 on 1 later
Don’t spend an entire evening with a single person
BUT, be genuine, focus on quality of conversation not quantity

Networking Style
Don’t be too pushy
Don’t try to close a deal on the spot
Remember you are trying to build a relationship, not acquire a customer
Be sensitive to the nature of the event you are attending

Networking – Other Advice
Volunteer
Volunteer at relevant corporations, associations to help expand your network
Can also volunteer for a particular event, to be a host or ambassador
Ex. At your local Chamber of Commerce
Acting as a facilitator can be a great way to meet people

Listen for how you can help them
Maintain your connections: 1 in 3 job seekers get employment connections from a previous employer
Remember: make a good impression
Come across as Professional
Prepare: Identify prospects
Ask people what other events they attend

At first you may have to kiss a lot of frogs
Random events, random people
Likely uncomfortable
Don’t network for the sake of networking
In the beginning you may need to do this
But after you find more personally relevant events or individuals, focus your time on them
Don’t be afraid to ask for help

Approach Anxiety
Are they involved in a conversation with someone else?
Put your hand out to say hello, shake hands, make introductions (can you tell me a bit about what you do?)
But have to take initiative
It is easier to approach lone people, not groups

Approach Anxiety
Environmental comment, situation, setting, interesting news items
Pay attention to their body language
You should have open body language (people will want to talk to you)
Open with low risk questions
Make a comment about the speaker
How did you come to be invited tonight?

So now what?

Afterwards
How to Follow Up
Email (the norm now)
Phone call
Lunch?
Don’t add them on Facebook but LinkedIn is fine
Be organized
Remember to follow through on anything you said you would do
Remember to write down information on cards
Good to be keen
But not over-eager, and don’t pester!

Afterwards
If someone helps you…remember to thank them!
Social etiquette with following up
If they introduce you to someone else, be sure to follow up with that person and let the original referrer know how it went

Networking - People
Find “Connectors”
These are the social butterflies of the business world
Knowing them / adding them online can help you get introduced to the people you actually want to talk to
Talk to Professors
In a technical / research capacity or otherwise Professors love talking about their work and exploring new opportunities

Networking - People
Useful job contacts
Stay in touch with people in your industry or with jobs you find interesting and suggest meeting up again to learn more
Don’t worry about rejection
Most people are at a networking event in order to meet people

Networking - People
Don’t discount people too quickly
You never know who they know

Break Time!

Networking Online
What is “social media”?
Online networking platforms like…
Facebook
LinkedIn
Twitter
MySpace
YouTube
Blogs
Why network online?
Easy to connect with those you know (and those you want to know)
Personal marketing tools – promote yourself

Networking Online
Are employers really looking for me online?
45% surveyed by CareerBuilder are screening candidates on social networking sites2
35% dismissed a candidate based on negative online information
18% solidified a hiring decision based on positive online information
2CareerBuilder.com (2009). Forty-five Percent of Employers Use Social Networking Sites to Research Job Candidates, CareerBuilder Survey Finds.
Accessed October 9, 2009 at: http://tiny.cc/I1bXi

Networking Online
Clean up your online image…
Google yourself – what’s out there?
Delete inactive accounts & update active ones
Remove any “dirt”
Utilize privacy settings
Ask contacts to “keep it clean”

Networking Online
Build your personal brand…
Who is your target audience?
What can you offer these people?
How can I connect with them online?

LinkedIn Profile
Status: Your status message allows you to share professional updates with your network
Photo: Your professional photo allows those you’ve met and previously worked with to quickly identify you.
Summary: Summarizing your professional experience and goals allows other users to quickly learn about your background and interests.
Experience: Your professional experience is displayed along with any recommendations you have received. Similar to your resume.
Education: Your educational background is displayed along with associated activities and honors.
Additional Information: Your websites, interests, groups & associations and honors & awards.
Recommendations:Recommendations help illustrate your achievements, project credibility, and show why people enjoy working with you. Similar to references.
Q&A: LinkedIn Answers allows you to showcase your knowledge and interests.
Contact Settings:Your preferences for contact, types of opportunities interested in and privacy settings.

LinkedIn Search Strategy
Strategy: Plan your search strategy
Define who/what you are looking for: job titles, companies, locations
Define keywords: skills, certifications, associations, conferences
Define where you will look: search engines, networking sites, job boards
Search: Begin your search
Refine: Refine your search strategy
Filter: try different combinations
Fish: find more contacts in your results
Flip: what groups are your contacts in?
Build: Build your network – who else do your contacts know?

Build Your Network
Find current professional network on LinkedIn
Company Recruiters
Company Contacts
University Alumni
Use your network contacts to get introduced to others
Join Groups
Participate in and/or post discussions
Network with group members – you can send messages to most
Join common groups with specific contacts you want to reach

Companies
View employees
Related companies
Check “new hires” section to see if still hiring
Jobs
Advanced People Search
Location
Job Title
Company
School
Industry

Any Questions?
Raul Rupsingh
raul@pointerware.com

Introduction To Networking

by rrupsing

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