Effective Networking

1. EFFECTIVE NETWORKING

2. www.ravoth.com
Short Bio…

3. www.ravoth.com
Session Objective
Define Networking and establish it’s importance for the job search
campaign.
Develop your own personal networking strategy that will include
approaching the contacts you already know and establishing relationships
with those who you would like to get to know.
Review business introductions that will be used in writing, over the phone
and in meetings.

4. www.ravoth.com
Agenda
Networking: What is it?
Identifying Contacts & Expanding Upon Them
Business Introductions
Networking & Communication Strategies
Telephone & Email Scripts
Formal Networking Meetings
Questions to Ask
Final Tips

5. www.ravoth.com
What is Networking and What it is
Not!
NETWORKING IS…
Talking to people
Letting people know you
are available and what you
do
Seeking information and
advice
Research/Referrals
On-going
Reciprocal
NETWORKING IS NOT…
“Schmoozing” or Manipulative
A one way street
Asking for a job!

6. www.ravoth.com
Key Outcomes of Networking
Obtain information, advice and introductions
Understand current trends, needs and market opportunities
Understand how your experience can be applied to the
market
Validate your current objective or target
Increase your visibility and direct you to opportunities

7. www.ravoth.com
The Hidden Job Market
What does have an iceberg, the
Titanic and your job search in
common?

8. www.ravoth.com
How most employers find people…..The 80/20…..
Hidden Jobs
Advertised Jobs
The Hidden Job Market
20%
80%

9. www.ravoth.com
Networking
Pro’s
Low competition
Inside track on unadvertised
Referral from contact
Process may be faster
You deal directly with employers
You may research information
Quick & confidential for the employee and
employer
$0 for the company
Con’s
Not comfortable for everyone
May not have strong network
base
Takes personal time

10. www.ravoth.com
Who is your Social network?

11. www.ravoth.com
Pump Up and Amplify Your Network
Join a club
Take a course
Volunteer
“Go” when you are invited
Organize an event/party
Join a networking group ! (LinkedIn, Meetup……)
Bring a friend to an event who knows
how to get conversation going
Go to association/business forums
Get out from behind the computer !

12. www.ravoth.com
Practise: Starting Your Network
List
Your Task

13. www.ravoth.com

14. www.ravoth.com
Business Introduction
Structured description of your Brand and Transferable Skills
Your 30 – 60 second “Infomercial”
A crisp, memorable “story” of you helps others to market you
and to
become your networking “ambassadors”
You will use it everywhere!
at a meeting
in an elevator
at the grocery store
at a social event

15. www.ravoth.com
Main Elements of Business
Introduction
Title/Description
Type of work you do
Level/Experience Base
Years experience or level/diversity of your experience
Company/Industry
An industry description (if not commonly known)
Brief Overview
Overview of your strengths and specialty areas
At Present/Closure
What you are doing now
What you are researching/exploring

16. www.ravoth.com
Sample Business Introduction
I am a Sales and Marketing Professional most recently with a large
international beverage company. Most of my career has focused on key
account management with experience in product marketing and promotion of
new products.
As a key account manager I focused on large accounts that generated over
$500,000 in revenue through building and maintaining strong relationships.
After conducting analytical research, I provided sound advice on future trends
which resulted in increased business. You may have seen some of my work. If
you have ever walked through the liquor store and stepped on a floor decal that
looked refreshing and made you buy a product, that was me who came up with
that!
At this time, I’m looking for a similar position within the beverage industry,
however I am open to exploring packaged goods as well.

17. www.ravoth.com
Sample Business Introduction
I am a Logistics and Supply Chain professional most recently with Big Retail
Store. I moved about 300 million sku’s of product every year from warehouse to
store to ensure customers like you could buy the merchandise.
I managed a team across three distribution centres, providing ‘just in time’
movement of goods. I also was integral in the research and execution of
ISO1000 standards within the centres along with the implementation of a top of
the line inventory tracking system. In addition, I provided training sessions for
new hires.
What I enjoy most about logistics is determining best processes to get the job
done and managing a high performing team to do this; therefore I really want to
stay in this line of work and XYZ would be a great place to build a career.

18. www.ravoth.com
I’ve worked as an Engineer for the last 15 years, most recently with an
engineering consulting firm. I’ve had an opportunity to work with a wide variety
of clients on a number of significant projects.
Although I enjoyed the engineering field, I’m thinking of making a career
change into financial planning. This has always been an area of interest for me
and I see it as a growth industry. With my knowledge of business and my
strong analytical skills, I know I can be successful.
Right now, I’m gathering research to see if this is a feasible area for me to get
into. Would you happen to have any advice or suggestions to make a career
move like this?
Sample Business Introduction

19. www.ravoth.com
Practice Time: Business Introduction

20. www.ravoth.com
Using Your Intro at a Networking
Event
Enter the room – look around and get
oriented
Note where people are congregating
Identify people who have attracted an
audience
Join a group of 3 or more
– listen before becoming a part of the
conversation
Ask people what they do and the question
will
usually be reciprocated
Don’t monopolize one person’s attention too
long – try and make follow-up plans
Leave the meeting and make your notes as
necessary
AND REMEMBER…
Everyone is there for the
same reason - to network -
and someone in the room
is always more nervous
than you are!

21. www.ravoth.com
Networking Scenarios + Communication
Strategies
Telephone Face-to-
Face
Written &
Online
=
Effective
Communicati
on!!

22. www.ravoth.com
Communication Strategies…..
Possible Obstacles
Very impersonal
Not interactive – not able to
respond or overcome
objections
Time lag when letter is mailed
Cyber space when email is
sent
– was it ever received?
Written word is the 1st
impression to someone who
hasn’t met you
Your email address is not
professional
Tips for Success
Be engaging, powerful in words used
(strong Subject line)
Be knowledgeable about your
subject; research the recipient
of the letter as well as the
company and industry
Enlist help in reviewing your
letter - proof-reading & editing
Use high quality paper
Follow up to ensure that the
letter /email was received
Include qualifications,
contributions and attributes
Written &
Online

23. www.ravoth.com
Communication Strategies…..
Possible Obstacles
Voicemail
Admin. Assistant/Receptionist
Telephone tag
Can’t read the body language
No control over when your call
is returned – you can be caught
off guard
Nerves
Your personal voicemail not
professional
Tips for Success
Leave effective voice message –
Name, referral, business introduction,
reason for calling, best time to be
reached, repeat your name and
number slowly; clearly, concise
Once you have reached your party,
obtain permission to proceed before
blurting out your request… do you
have a minute?
Be pleasant and courteous to Admin.,
use referral, obtain best time to call
back, be confident about your reason
for calling
Use careful listening skills to interpret
body language
Stand up when talking for better
projection of voice
Be positive, upbeat
You can “hear” a smile – see yourself
in a mirror.
Telephone

24. www.ravoth.com
Communication Strategies…..
Possible Obstacles
Often happens spontaneously
If caught off guard, little time for
preparation
One shot opportunity… “you never get a
second chance to make a good first
impression”
Face to face communication is very
personal – no place to hide
Can’t use notes because it’s “show time”
Tips for Success
Practice your Business Introduction and be ready for
spontaneous use
Understand your target audience (both the people
and the industry) and have your list of questions
prepared in advance
Networking can happen anywhere, so dress for
success
1st impression is crucial – eye contact, smile and firm
shake
Read the body language and respond accordingly
Listen carefully, ask probing questions
Face to face communication is interactive, so be eng
positive, up-beat

25. www.ravoth.com
Telephone & Email Networking
Introduction
 name, referral, 1-2 intro sentences
Your situation and/or need
 advice/information
Your request
 a meeting!

26. www.ravoth.com
Sample Script – Existing
Contact
Hi, Bill. Catherine here. How are you?
Do you have a few minutes?
Bill, the reason for my call is to get some advice. As you know, I’m currently
exploring career options and have pinpointed the computer hardware industry as
a real focal point for my search.
What I’m trying to do is talk to people in the field who can share information
about the direction of the industry, areas of need and possibly introduce me to
some key networking contacts who may be able to be of assistance.
I know you are well-established and respected in the field, would you mind if I
asked you some specific questions?
Do you have any advice on how I can best position myself for opportunities?
(more questions) ……
Can you think of anyone else you know who works in the business and may be
able to help? It could be a manufacturer, distributor or even a retailer.

27. www.ravoth.com
Sample Script - Connectors
Hello Mr. Jenkins. This is Sandra Johnson calling. Steve Brown, a
mutual friend of ours, suggested that I give you a call. He thought
you might have some valuable advice for me given your knowledge
of the Canadian insurance industry—do you have a few minutes?
(Let the conversation evolve.)
I am a Senior Sales professional with 10 years experience leading a
team of sales reps in the travel business. Recently, my company
underwent a restructuring and my role was impacted so I’m now
taking the opportunity to investigate the possibility of transferring
my skills into the insurance industry.
My goal is to talk to a variety of people who are working in this
area, and based on your background, Steve thought you would be
an ideal person. I have several questions about various companies,
certain insurance products and a few key executives in the industry
and I was wondering if you would be willing to sit down and chat.
Are you available to get together for 20 minutes or so over the next
couple of weeks to share your perspective?

28. www.ravoth.com
Sample Script - Influencers
Hello Ms. Chung. My name is Peter Romberg. I saw your name in
the June issue of HR Professional and thought that you might be
able to give me some information. Do you have a few minutes?
I am an HR Generalist and hold my CHRP coupled with six years
experience with a focus on staff recruitment and development in the
plastics industry. At this time, I am considering a shift into the
medical services business which has always been very interesting to
me. What I’m currently looking for is to get the perspective of
people who are active in this industry.
My hope is that I could come down to your office at your
convenience and spend 20 or 30 minutes asking you a few specific
questions.

29. www.ravoth.com
Phone Call…What if happens?
“My hope is that I could come down to your office at
your convenience and spend 20 minutes or so asking
you a few specific questions.”
“We’re not hiring right now.” or “Contact HR.”
“Well actually, while ultimately I am looking for work,
at this time my goal is to talk to a variety of people
who are working in this area and can give me their
perspectives and insight into the business. I would
appreciate your thoughts and am happy to share
information that I have gathered through my own
current research.”
The Close…
The Challenge
The Response

30. www.ravoth.com
Face-to-Face Formal Network
Meetings

31. www.ravoth.com
20 Minute Meeting Plan
1-2 min: warm-up, develop rapport
1-2 min: give your 60 sec business intro
1-2 min: share purpose of conversation
– what you want to learn from them
10-15 min: ask your questions
(be prepared with 7-8 questions)
1 min: close – appreciation/ask for
referrals/schedule follow-up

32. www.ravoth.com
Basic Principle of good
Questions
Ask open ended questions to stimulate your
contact to open up
Ask thoughtful, sophisticated questions
that get people thinking. These are the kinds
of questions that show you have already
done some homework in your area
Get others to evaluate, speculate, analyze or
give their opinion – this will engage your
listener
Lead off with a topical statement to show
that you are current in that area, and “wow”
your listener

33. www.ravoth.com
Networking Questions
ExamplesWhere do you see this industry going in the future?
What are the current trends having a big impact?
I have been keeping track of this field/industry by reading
__________. Do you have any other suggestions that will
help keep me current?
What is your background? How did you get into this field and
what skills are most valuable to you in order to be successful?
Given my background and skills, what do you think about the
viability of my current objectives?
What parts of your job do you find most challenging and,
despite the challenges, what motivates you to stay?
I was very interested in what you said about ________. Is
there someone else you could suggest I should talk to, who
could give me additional information and opinions about that?

34. www.ravoth.com

35. www.ravoth.com
Promoting Your Brand
Professional business cards
Email signature/ voice message
On-line presence (LinkedIn or other business
networking sites)
Web portfolio/blog (professional in nature)
On-line book reviews/comments on forums and
blogs
Carefully crafted communications and conversations
(business introduction, emails, voicemails)

36. www.ravoth.com
Managing Your Brand
Physical– professional visual image, solid hand shake,
smile, eye contact
Verbal – clear, articulate; specific questions
Attitude – initiative, openness to ideas, flexibility,
seeking opportunities to give/reciprocity, appreciative
Emotion – positive, confident, enthusiastic
Performance – responsiveness, thoroughness,
productiveness, follow-up
How do you impact the
perception of your brand
within your network?
Through Everything You Do
And Don’t Do!

37. www.ravoth.com
Top Tips for Networking
Present yourself positively/attractively, ensuring they
will remember you
Ask good questions and listen
Look for opportunities to help
Be positive and upbeat, and people will want to help
you

38. www.ravoth.com

39. www.ravoth.com
Please join:
‘Social Media Branding Canada’
Group
on LinkedIn

40. www.ravoth.com
MarketingStrategy | Branding| Social MediaMarketing
FacilitatingBrand Success
416.356.8173 | jravoth@mac.com | www.ravoth.com
linkedin/ravoth | twitter/ravoth | posekim/blogspot.ca
Driving Brand Success

41. www.ravoth.com
www.slideshare.net/jravoth

42. www.ravoth.com