Everything That You Wanted To Know About Networking


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A step by step guide to master the ever challenging task of networking for people in career transition.
Over the Telephone
In Networking Group settings
One on One with other people in transition
One on one with people at your Target Companies
Best Practices
8 networking styles to eliminate
Developing networking Godfathers and Godmothers

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Everything That You Wanted To Know About Networking

  1. 1. Everything That You Wanted to Know About Networking…… But Were Afraid to Try Given by Mark Troncone, MBA, PMP ®
  2. 2. What the Focus of this Presentation will Review <ul><li>Networking techniques for people in transition </li></ul>
  3. 3. What this Presentation Will Cover <ul><li>Why do we Network? </li></ul><ul><li>Networking “Facts of Life” </li></ul><ul><li>The Networking “Golden Rule” </li></ul><ul><li>The 7 Common Networking Mistakes </li></ul><ul><li>Networking Best Practices </li></ul><ul><li>Networking Preparation 101 </li></ul><ul><li>Networking over the telephone </li></ul><ul><li>How to network effectively in an open forum </li></ul><ul><li>How to network one on one with someone in transition </li></ul><ul><li>Networking for results with someone who is employed and develop a networking “Godfather” </li></ul>
  4. 4. About Me – Mark Troncone <ul><li>PMP ® Certified – Project Management Institute </li></ul><ul><li>Certified IT Business Analyst </li></ul><ul><li>Active career transition mentor </li></ul><ul><li>MBA – Management </li></ul><ul><li>BS – Marketing </li></ul><ul><li>AS – Accounting </li></ul><ul><li>Previous Employment: </li></ul><ul><li>* Starwood Hotels (Present) </li></ul><ul><li>* Affinion Group </li></ul><ul><li>* Hewitt Associates </li></ul><ul><li>* Wachovia Bank </li></ul><ul><li>* Bayer Pharmaceuticals </li></ul><ul><li>* Reader’s Digest </li></ul><ul><li>* James River Corporation </li></ul>
  5. 5. 7 Keys to Gaining Employment Strategy EMPLOYMENT <ul><li>Self </li></ul><ul><li>Evaluation </li></ul><ul><li>10 Questions </li></ul><ul><li>you must ask </li></ul><ul><li>yourself </li></ul><ul><li>Search </li></ul><ul><li>Organization </li></ul><ul><li>Plan </li></ul><ul><li>Organization </li></ul><ul><li>Spreadsheet </li></ul>Employment Search Strategy - Research Target Co’s - Web-Sites - Recruiters - Networking <ul><li>Employment </li></ul><ul><li>Tools </li></ul><ul><li>Resumes - Elevator Speech </li></ul><ul><li>Cover Letter - Marketing Brochure </li></ul><ul><li>Business Cards - Value Proposition </li></ul><ul><li>Marketing Plan - Thank You Letter </li></ul><ul><li>Networking </li></ul><ul><li>Skills </li></ul><ul><li>Telephone </li></ul><ul><li>Groups </li></ul><ul><li>One on One </li></ul><ul><li>Develop “God Fathers” </li></ul><ul><li>Interviewing </li></ul><ul><li>Skills </li></ul><ul><li>- Preparation </li></ul><ul><li>Telephone </li></ul><ul><li>Recruiters </li></ul><ul><li>Face to Face </li></ul><ul><li>Follow-Up </li></ul><ul><li>Offer </li></ul><ul><li>Acceptance </li></ul><ul><li>- Receive an Offer </li></ul><ul><li>Negotiate Salary </li></ul><ul><li>On-Boarding Plan </li></ul>1. 2. 3. 4. 5. 6. 7.
  6. 6. What my Goals are for you <ul><li>To help make you a better networker </li></ul><ul><li>To memorize and use the Networking Golden Rule </li></ul><ul><li>To remove any fears that you have about networking </li></ul><ul><li>To help you capitalize on networking do’s and avoid networking don’ts </li></ul><ul><li>To help you recognize to 8 to eliminate </li></ul><ul><li>To make people search you out and want to do good deeds for you </li></ul>
  7. 7. What is Man’s Eternal Question: <ul><li>Why Do We Network? </li></ul><ul><li>To Make Contacts </li></ul><ul><li>But even more important than that…… </li></ul>
  8. 8. <ul><li>To Build and Develop </li></ul><ul><li>Mutually Valuable </li></ul><ul><li>Lifelong Relationships </li></ul>
  9. 9. Networking is about Building the Relationship <ul><li>To Succeed You Must Realize… </li></ul><ul><li>Networking is a never ending on-going process. </li></ul><ul><li>You should continually network, even if employed. </li></ul><ul><li>It is important to stay in contact with your network. </li></ul><ul><li>You should constantly strive to build your network. </li></ul><ul><li>Why? - Chances are you will be in transition again at some point in your career – your network, and the efforts you made to build it, will become invaluable for helping you find your next career opportunity </li></ul>
  10. 10. Networking Facts of Life NETWORKING !!!!!!!! Where do you want to concentrate your focus? There has been a recent shift in how we find jobs in the last 10 years
  11. 11. The Networking “Golden Rule” Time + Efficiency = VALUE
  12. 12. 7 Common Networking Mistakes <ul><li>Asking the contact for a job or expecting them to find you a job – this is the number 1 mistake! </li></ul><ul><li>Focusing only on yourself – networking is a two way street – creating a mutually beneficial relationship </li></ul><ul><li>Not being prepared - for a meeting or event </li></ul><ul><li>Not knowing your audience – if you don’t it’s your loss </li></ul><ul><li>Not listening or paying attention – keep eye contact </li></ul><ul><li>Not following up after the contact is made – a must! </li></ul><ul><li>Not staying in touch with the contact – to solidify the relationship and make it grow – the # 2 mistake! </li></ul>
  13. 13. Networking Best Practices <ul><li>It’s About Them: So ask “ How can I help You ?” </li></ul><ul><li>Be Respectful: Pay attention, listen, and give eye contact </li></ul><ul><li>Be Helpful: Offer advice, insight, experiences, contacts </li></ul><ul><li>Build the Relationship: Networking success is based on relationships, the relationship must come first, then your agenda can be addressed </li></ul><ul><li>Invest the Time: When you take the time to get to know someone and let someone get to know a little about you (other than the fact you’re looking for a job), they will be more willing and able to help you. </li></ul>
  14. 14. Networking Best Practices cont. <ul><li>Stay Real to Yourself : Remain who you are and only do what feels right for you. When you are genuine, people feel it, and you will be able to build a real lifelong lasting relationship with them. </li></ul><ul><li>Reality Check : Do Not assume everyone you meet will have a job lead for you or be able to connect you with someone you want to meet. Helping people will pay big rewards – Good Deeds Beget Good Rewards . </li></ul><ul><li>Relax : Invest the time to build the relationship. Don’t think you have to tell everyone in the first 30 seconds that you’re looking for a job. Let it come out naturally by relaxing a little and getting to know the other person.  </li></ul>
  15. 15. Networking Preparation 101 You should have the following ready: <ul><li>Business Cards – containing: </li></ul><ul><ul><li>Your Name and Job Title and a “Hook” </li></ul></ul><ul><ul><li>2 -3 “Key” Skills – Bulleted </li></ul></ul><ul><ul><li>Contact Information (email, LinkedIn, home/cell phone # ) </li></ul></ul><ul><li>Your 30 and/or 90 Second Introductions </li></ul><ul><ul><li>Who I am (start to build your Personal Brand ) </li></ul></ul><ul><ul><li>A stated “Hook” to elicit – “tell me more” </li></ul></ul><ul><ul><li>What I do with 2-3 Key Skill-sets </li></ul></ul><ul><ul><li>The Value I bring to a company is….. </li></ul></ul><ul><ul><li>What the results for the company are….. </li></ul></ul><ul><ul><li>What I am looking to do next… with 3 target companies </li></ul></ul><ul><li>A Marketing Plan </li></ul><ul><ul><li>Including target companies – (a one or two sided) </li></ul></ul>
  16. 16. Networking Over the Telephone <ul><li>Have no fears – I’ll make it easy for you </li></ul><ul><li>Myth 1 - you do not need to have a background in sales </li></ul><ul><li>Myth 2 - you do not need prior telephone solicitation </li></ul><ul><li>experience </li></ul><ul><li>Myth 3 - you do not need prior networking experience </li></ul><ul><li>Reality - if you ever have spoken to anyone over the phone </li></ul><ul><li>in your life, you have all the experience you’ll </li></ul><ul><li>ever need </li></ul><ul><li>Let’s break it down </li></ul>
  17. 17. Networking Over the Telephone <ul><li>Start by making a list of 20-30 people you know </li></ul><ul><li>Have a script ready – (next slides) </li></ul><ul><li>Relax have fun – it’s someone you know </li></ul><ul><li>Always make “small talk first” – it’s the chemistry connection and “ice-breaker” </li></ul><ul><li>Remember your asking them for help - not a job </li></ul><ul><li>Have your Day-Timer ready – to schedule an appointment or check for open dates </li></ul><ul><li>Create a two sided Marketing Plan – target companies on side two (I’ll explain why later) </li></ul>
  18. 18. Networking Telephone Script - Bad <ul><li>Hi XXXX, </li></ul><ul><li>This is Joe Smith how are you? (some small talk). I just got laid off from XYZ corp. I can’t believe they did that to me! Is there anything available where you are? Give me your email address and I’ll send you my resume. If you see anything on your job board let me know, thanks a lot, I really appreciate it. </li></ul><ul><li>Mistake 1 – I asked him/her to find me a job </li></ul><ul><li>Mistake 2 – I pinned them against the wall to do it </li></ul>
  19. 19. Networking Telephone Script - Good <ul><li>Hi XXXX, </li></ul><ul><li>This is Joe Smith how are you? (Make small talk 20-30 seconds). I know that you’re aware of the recent downturn in the economy and the effect it has had on the job market. Well, XYZ was not immune to that and unfortunately I was caught up in a recent downsize. I’m not calling you to find me a job, I feel confident my strategy will achieve that. </li></ul><ul><li>However , I was wondering if I could meet with you for 10-15 minutes and review this strategy in order to benefit from any ideas, advise, or suggestions that you could offer. I would really appreciate it – how does next Tuesday sound? </li></ul>
  20. 20. Networking Telephone Script <ul><li>Always suggest a day/time (assumptive selling approach) , if they counter offer - accept it. </li></ul><ul><li>Let them know that you value their experience, industry knowledge, or the fact they had worked with you in the past and know your skills/best attributes. </li></ul><ul><li>Call them the day before to confirm the meeting. </li></ul><ul><li>Takeaway 1 – I asked him/her for help - not a job </li></ul><ul><li>Takeaway 2 – I told them why they are important to me </li></ul>
  21. 21. Networking Over the Telephone <ul><li>Remember your goal speaking </li></ul><ul><li>over the telephone with someone </li></ul><ul><li>you know, is to schedule an </li></ul><ul><li>appointment – no more, no less </li></ul><ul><li>Use this time to solidify the </li></ul><ul><li>relationship between you two </li></ul><ul><li>Use this relationship to gain </li></ul><ul><li>valuable information and contacts </li></ul>
  22. 22. Networking Over the Telephone The Actual Meeting <ul><li>Small talk – relax - remember you know this person </li></ul><ul><li>Thank the person for taking the time to meet with you </li></ul><ul><li>Explain why they are important to you and would very much appreciate their feedback and help </li></ul><ul><li>Re-emphasize – you are not expecting them to find you a job </li></ul><ul><li>Place your marketing plan ( side 1) in front of the contact and review it with them in depth </li></ul><ul><li>The Marketing Plan, side 1 , should contain your Professional Summary, Key Skills, Search Objective, and Professional Employment History along with 1-2 major results per job </li></ul><ul><li>Seek validation and ask for advice/suggestions/insight </li></ul>
  23. 23. Networking Over the Telephone The Actual Meeting – con’t <ul><li>Give your 90 second Intro – including what you want to do next (type of company, geographic region, culture etc.) . </li></ul><ul><li>Seek Validation – “Now that we reviewed my strategy, what are your thoughts about the alignment of my background with the industries that I mentioned?” </li></ul><ul><li>At this point, you will want to review each of your job search strategies one by one and seek input on each: </li></ul><ul><ul><li>Review employment web-sites </li></ul></ul><ul><ul><li>Recruiters </li></ul></ul><ul><ul><li>Career choices, geographic areas, job opportunities </li></ul></ul><ul><ul><li>Networking groups / Alumni networks </li></ul></ul>
  24. 24. Networking Over the Telephone The Actual Meeting – con’t <ul><li>Show appreciation and then state “By the way XXXX I’ve identified some companies that I have researched where I feel that my skills and experience would apply” </li></ul><ul><li>Present and review your Marketing Plan side 2 – now review your target companies with him/her </li></ul><ul><li>Ask the resource for their opinion on your target companies and any other suggestions they might have </li></ul><ul><li>Ask your contact for possible contacts/referrals (the goal is at least 2) for your target companies </li></ul><ul><li>Thank them and confirm a follow-up date </li></ul>
  25. 25. Networking Telephone – Follow Up <ul><li>Send an email the following day to your contact: </li></ul><ul><ul><li>Thanking them for their time and effort </li></ul></ul><ul><ul><li>Reinforce ideas discussed and contacts given </li></ul></ul><ul><ul><li>Send them a copy of your resume for their records </li></ul></ul><ul><ul><li>Ask them to connect with you on “LinkedIn” </li></ul></ul><ul><li>It is extremely important that for any contact that this person gives you…… that you send them an email, note, or call them to give feedback on the result of your meeting with the referral contact that they gave to you. </li></ul>
  26. 26. Networking Effectively in an Open Forum <ul><li>Some people find this scary if not frightening! </li></ul><ul><li>View it as a fun way to meet new contacts that might be the person who helps you find your next job </li></ul><ul><li>Usually the “Guest Speaker” offers pertinent information and strategies to help you – and you can meet them </li></ul><ul><li>Believe it or not it is one of the easiest venues to meet and connect with people… If you know how to “work the room” to your advantage </li></ul>
  27. 27. Networking in an Open Forum Preparation <ul><li>Know the audience or what is the focus of the group </li></ul><ul><li>Bring Business Cards </li></ul><ul><li>Copies of your Marketing Plan </li></ul><ul><li>A small notebook </li></ul><ul><li>Have your 30/90 Second Introduction rehearsed </li></ul><ul><li>Dress Appropriately – first impressions count </li></ul><ul><li>Have a Name Badge ready </li></ul><ul><ul><li>Your Full Name – print clearly (or have printed) </li></ul></ul><ul><ul><li>Your Occupation and Industry – most people do not do this </li></ul></ul><ul><ul><li>Place on your RIGHT lapel area Not Left side </li></ul></ul>
  28. 28. Networking Effectively in an Open Forum <ul><li>Come in with a plan of what you want to accomplish. </li></ul><ul><li>If the attendance list is issued beforehand </li></ul><ul><ul><li>Make sure that you complete your section of the sign in sheet with as much detail as possible about yourself </li></ul></ul><ul><ul><li>Make a list of the people you wish to meet, ask the meeting organizers to introduce you to them. </li></ul></ul><ul><li>Have a positive attitude. Use this time to leave a lasting impression of yourself ( your brand ) to others </li></ul><ul><li>Arrive on Time – if not 10-15 minutes early </li></ul>
  29. 29. Networking Effectively in an Open Forum <ul><li>Get a “feel” for the room – relax </li></ul><ul><ul><li>Get coffee or refreshments (if offered) </li></ul></ul><ul><ul><li>Take a few minutes to get the layout of the room </li></ul></ul><ul><li>Ask who are the meeting organizers – make note </li></ul><ul><ul><li>You want to meet them before the evening is over </li></ul></ul><ul><ul><li>and introduce yourself </li></ul></ul><ul><li>Observe who has a group of people around them – probably someone you want to meet </li></ul><ul><li>Look to meet 6 quality people per hour – It’s not hard if you know what to do. </li></ul>
  30. 30. Networking Effectively in an Open Forum <ul><li>7 Bad habits to avoid in an open forum: </li></ul><ul><li>Spending too much time with people you know or sitting with people you know – Hey you’re there to meet new contacts </li></ul><ul><li>Thinking “small talk” is wasteful – it’s not – it’s an “icebreaker” </li></ul><ul><li>Not listening – it can be your downfall! </li></ul><ul><li>Thinking you can only speak with people that have been in similar industries or positions that you have had experience in - not true </li></ul><ul><li>Looking for people with name badges with similar job professions, titles or colored (job function) dots – I call them “Dot Darters” </li></ul><ul><li>Not building the relationship first – always do first, then seek help </li></ul><ul><li>Thinking the event is for you and only you alone – it’s about them </li></ul>
  31. 31. Networking Effectively in an Open Forum <ul><li>OK - Time to test the water – Jump In! </li></ul><ul><li>Locate, find, or just walk up to someone, introduce yourself and ask “How can I help You?” </li></ul><ul><ul><li>I assure you that these 5 little words will be your gateway to networking happiness </li></ul></ul><ul><ul><li>Basically you are prompting them to give you their introduction </li></ul></ul><ul><ul><li>Listen for vital signs – Industry type, work experiences, key skills, search objective, common interests and – target companies! </li></ul></ul><ul><li>As a rule spend no more than 10 minutes with any person – that means 5 minutes for you and 5 minutes for them – it will determine if you will meet later </li></ul><ul><li>It forces you to be concise, focused, and to staying on point to zero in on your purpose – to meet a quality contact </li></ul>
  32. 32. Networking Effectively in an Open Forum <ul><li>If you feel that this person would be someone that would be good to network with : </li></ul><ul><ul><li>Ask them if they would like to meet you for a more in-depth exchange of ideas and agree on a appointment </li></ul></ul><ul><ul><li>Exchange business cards – or contact information </li></ul></ul><ul><ul><li>Use their business card to write any follow up items agreed upon: </li></ul></ul><ul><ul><ul><li>Calling them on a particular day/time </li></ul></ul></ul><ul><ul><ul><li>Information to send or receive from them </li></ul></ul></ul><ul><li>Thank them and let them know you’ll be contacting them </li></ul><ul><li>Seek out the next person and restart the process </li></ul><ul><li>Follow-up with everyone you met – the NEXT day </li></ul>
  33. 33. <ul><li>The 8 to Eliminate </li></ul><ul><li>The types of people you will meet in an open forum </li></ul><ul><li>The “Blackjack Dealer” </li></ul><ul><ul><li>Is on a mission to hand out as many business cards in the least amount of time as possible – they lead in with their business card instead of a handshake </li></ul></ul><ul><li>The “Card Vacuum” </li></ul><ul><ul><li>Is on a mission to get as many business cards in the least amount of time as possible – they ask you for your card before the handshake </li></ul></ul><ul><li>The “Resume’ Relater” or “Biographer” </li></ul><ul><ul><li>Want to tell you every facet of their life story - usually from their 1 st job and hand you their resume’ in lieu of a Marketing Plan – be patience </li></ul></ul><ul><li>The “Drama King or Queen” </li></ul><ul><ul><li>Want to tell you their woes, fears, and sorrows – this one is painful – ouch!!!!! </li></ul></ul>
  34. 34. Networking Effectively in an Open Forum <ul><li>The “Jaded Ex-Employee” </li></ul><ul><ul><li>Spiteful for being downsized – they are way too negative – they still are carrying the pain – walk away </li></ul></ul><ul><li>The “Shell-Shocked Ex-Employee” </li></ul><ul><ul><li>Cannot believe they were downsized – has no clue why they are even at a networking event - in a fog </li></ul></ul><ul><li>The “Butt-in-ski” </li></ul><ul><ul><li>Come over while you are speaking to someone and either “butts into” the conversation or stands there waiting for an opportunity interrupt you, or worst yet follows you around – tell them “in a minute” </li></ul></ul><ul><li>“ Ricochet Rabbit” </li></ul><ul><ul><li>All over the place, a combination of any or all of the previous types – the absolute worst! </li></ul></ul>
  35. 35. Networking Effectively in an Open Forum <ul><li>And the best one of them all… </li></ul><ul><li>The Experienced Net-worker </li></ul><ul><ul><li>When you meet this person you feel like throwing your arms around them and giving them a hug </li></ul></ul><ul><ul><li>They get the process and give you their 1:30 intro/elevator speech when you ask “How can I help you?” </li></ul></ul><ul><ul><li>Definitely someone you want to know and network with – invest the time </li></ul></ul>
  36. 36. Networking Effectively in an Open Forum <ul><li>I am not saying that the previous “types” of net-workers are bad or should be avoided… But…. </li></ul><ul><ul><li>Realize that time is of the essence – you must weight how much of it you want to spend on any one person you meet – it’s a judgment call – just be careful </li></ul></ul><ul><ul><li>Be able to recognize fairly early the “type” of net-worker that you are speaking with and adjust your approach accordingly to make your interaction worthwhile </li></ul></ul><ul><ul><li>Once you know the “type” of person, then you can use the questions on the next slide to make the conversation more effective and time efficient – or decide to move on </li></ul></ul>
  37. 37. Networking Effectively in an Open Forum <ul><li>When you meet one of the other types of net-workers ask them 2-3 of these questions to give a gentle hint to bring them back on point and speed up the process: </li></ul><ul><ul><li>So tell me about yourself? </li></ul></ul><ul><ul><li>Where do you see yourself working next and why? </li></ul></ul><ul><ul><li>So where did you last work or your last position? </li></ul></ul><ul><ul><li>What do you think are your key skills/strengths? </li></ul></ul><ul><ul><li>Have you identified any target companies yet? </li></ul></ul><ul><ul><li>Where have you recently applied for employment? </li></ul></ul><ul><ul><li>Can you share with me your search strategy? </li></ul></ul><ul><ul><li>What is the key value you bring to a company? </li></ul></ul><ul><li>After asking 2-3 of these questions and they keep veering off, kindly excuse yourself and move on – don’t waste time </li></ul>
  38. 38. How to network one on one with someone in transition <ul><li>Now that you have met someone what do you do? </li></ul><ul><ul><li>Call or email them to set up an appointment either in person or over the phone (if distance is a problem) </li></ul></ul><ul><ul><li>Send them a copy of your marketing plan and ask them to send you theirs – review it for possible target companies </li></ul></ul><ul><li>Prepare, Prepare, Prepare: </li></ul><ul><ul><li>Review their “LinkedIn” profile </li></ul></ul><ul><ul><li>Get to know them – past employers, their skills, hobbies, common LinkedIn contacts or groups, and colleges </li></ul></ul><ul><ul><li>Review their LinkedIn contacts and make a list of the people that you want them to introduce you to </li></ul></ul>
  39. 39. How to network one on one with someone in transition, con’t <ul><li>Either pre-send or bring with you an agenda. Review the agenda with them when you sit down, get buy in, and add anything else that the other net-worker wishes: </li></ul><ul><ul><li>Introduce yourselves and review Marketing Plans </li></ul></ul><ul><ul><ul><li>Must feel comfortable to introduce them to future contacts </li></ul></ul></ul><ul><ul><li>Review current career search processes </li></ul></ul><ul><ul><li>Share any good recruiters </li></ul></ul><ul><ul><li>Share effective networking groups </li></ul></ul><ul><ul><li>u </li></ul></ul><ul><ul><li>Share employment web-sites </li></ul></ul><ul><ul><li>Exchange any and all current job information </li></ul></ul><ul><ul><li>Review LinkedIn contacts that you want to meet </li></ul></ul><ul><ul><li>Review target companies (exchange contacts for at least 2 ) </li></ul></ul><ul><ul><li>Review follow-up items </li></ul></ul>
  40. 40. How to network one on one with someone in transition, con’t <ul><li>If a contact is given to you – ask the person if they can introduce you to them – via email or phone call – this is a “a Warm Transfer” </li></ul><ul><li>After the meeting: </li></ul><ul><ul><li>Send a thank you email listing “ To Do’s ” </li></ul></ul><ul><ul><li>Follow through on items assigned </li></ul></ul><ul><ul><li>Reply to net-worker after each meeting that they gave you a contact for – with results </li></ul></ul><ul><li>KEEP IN TOUCH!!!!!!! That’s what Networking is all about! </li></ul>
  41. 41. Networking with Someone who is Employed <ul><li>The main purpose of networking with someone who is employed is to effectively develop a: </li></ul><ul><li>Networking “Godfather” </li></ul>
  42. 42. Networking with Someone who is Employed <ul><li>Remember, this is a contact that was given to you during a networking meeting with: </li></ul><ul><ul><li>Some in transition </li></ul></ul><ul><ul><li>Someone you know </li></ul></ul><ul><ul><li>Another contact in the work force </li></ul></ul><ul><li>If they were “warm transferred” and the employed contact accepts: </li></ul><ul><ul><li>Contact them and ask them for a convenient time to meet - it can also be done over the phone </li></ul></ul><ul><li>If the employed contact was not warm transferred send them the following email: </li></ul>
  43. 43. <ul><li>Dear Mr./Ms. XXXXX, (LAST NAME OF PERSON AT THE COMPANY) </li></ul><ul><li>  </li></ul><ul><li>My name is YOUR NAME and I had the pleasure to meet with CONTACTS NAME who forwarded your name to me. Recently, I was employed at XYZ Corporation in CITY ST , where I was an YOUR LAST TITLE within the XXXXXX Group. I have begun the process to research other industries where my experience and skills might be applicable. CONTACTS FIRST NAME suggested that you might be able to lend some insight into THEIR COMPANY as a company and how it relates/differs from my background. </li></ul><ul><li>  </li></ul><ul><li>I would like to speak or meet with you, at your convenience, for 10-15 minutes in order to gain information, review my skills and experience, and to gain suggestions/advice as you deem beneficial. I wish to assure you that my goal to meet you is for informational purposes only and not to use this time as a job interview per se. </li></ul><ul><li>  </li></ul><ul><li>My schedule is fairly open either early mornings or later afternoons. I look forward to meeting/speaking with you and appreciate your concern in this endeavor. I will follow up with you next Friday if I do not hear back from you by then. </li></ul><ul><li>  </li></ul><ul><li>Regards, </li></ul><ul><li>  </li></ul><ul><li>YOUR NAME </li></ul>
  44. 44. Networking with Someone who is Employed The Meeting Preparation <ul><li>Research the company </li></ul><ul><ul><li>Recent news, Company financials, their Competition </li></ul></ul><ul><ul><li>Products and services </li></ul></ul><ul><ul><li>Key officers </li></ul></ul><ul><ul><li>Company history etc. </li></ul></ul><ul><li>Research the person you will be meeting </li></ul><ul><ul><li>On LinkedIn – look for common contacts, colleges, interests, past employment </li></ul></ul><ul><ul><li>Google them to learn more </li></ul></ul><ul><ul><li>Contact other people that might know him/her </li></ul></ul><ul><li>Have an agenda prepared – this is your game-plan of what you want to review with them – but do not show it to this person – it’s what you want to accomplish </li></ul>
  45. 45. Networking with Someone who is Employed The Meeting Preparation – con’t <ul><li>Ask the person how to dress - if not known assume formal business attire </li></ul><ul><li>Look up directions to the company </li></ul><ul><li>Arrive early – but enter about 5-10 minutes before </li></ul><ul><li>In the lobby talk to the receptionist – a wealth of information not to be ignored </li></ul><ul><li>Observe corp. grounds, office appearance, noise, cubicles, company awards, colors, artwork – ask yourself “would I like to work here? – start formulating an opinion about the company </li></ul>
  46. 46. Networking with Someone who is Employed The Meeting <ul><li>Give a firm handshake, introduce yourself and thank the person for meeting you. </li></ul><ul><li>Small talk – relax – let them dictate the pace but remember you told them 10-15 minutes (it usually lasts – ½ to an hour). </li></ul><ul><li>State your introduction, key skills, past employment, the value you bring to a company – 1 or 2 examples etc.). </li></ul><ul><li>Show this person your Marketing Plan and review it. </li></ul><ul><li>Review your current career search strategies and ask for advise and/or suggestions. </li></ul>
  47. 47. Networking with Someone who is Employed The Meeting – con’t <ul><li>Ask this person questions: </li></ul><ul><ul><li>Their employment and experiences </li></ul></ul><ul><ul><li>About the company: </li></ul></ul><ul><ul><ul><li>It’s culture </li></ul></ul></ul><ul><ul><ul><li>The work environment </li></ul></ul></ul><ul><ul><ul><li>Employee training programs </li></ul></ul></ul><ul><ul><ul><li>Company challenges in the future </li></ul></ul></ul><ul><ul><ul><li>What they look for in the people they hire </li></ul></ul></ul><ul><ul><ul><li>Significant accomplishments/successes </li></ul></ul></ul><ul><ul><ul><li>What he/she would change if they could </li></ul></ul></ul><ul><ul><ul><li>What they like about working there etc. </li></ul></ul></ul><ul><li>Relate job experiences that you have accomplished </li></ul>
  48. 48. Networking with Someone who is Employed The Meeting – con’t. <ul><li>Tell them your desired career/search objective </li></ul><ul><li>Ask them to review your target company list </li></ul><ul><ul><li>Ask for contacts – at least 2 </li></ul></ul><ul><li>Any similar businesses that they could refer you to </li></ul><ul><li>Ask them if they would be willing to review your resume (what stands out good – or raises a red flag) </li></ul><ul><li>Ask them if they know of any recruiters that they can refer to you </li></ul><ul><li>Any certifications/education that you should acquire to be more marketable in the industry/field </li></ul>
  49. 49. Networking with Someone who is Employed The Meeting – con’t <ul><li>Ask them if their company employs your type of position/title – if so… </li></ul><ul><ul><li>What is it called (sometimes the title is different) </li></ul></ul><ul><ul><li>What functions/roles do they perform </li></ul></ul><ul><ul><li>What systems/software do they use </li></ul></ul><ul><ul><li>What are the key skills they need to be successful </li></ul></ul><ul><ul><li>What area/department are they located within </li></ul></ul><ul><ul><li>Who do they report to (organizational chart) </li></ul></ul><ul><ul><li>Can they introduce you to the person in charge of this department – to continue the process </li></ul></ul>
  50. 50. Networking with Someone who is Employed The Meeting – con’t <ul><li>Remember this process accomplishes 6 goals: </li></ul><ul><li>To gain important information about the company for your knowledge </li></ul><ul><li>To see if this company would be a cultural fit for you </li></ul><ul><li>To see if this company does have your position - if so what does this role do – and do YOU have these skills </li></ul><ul><li>To meet other people within the company in your realm </li></ul><ul><li>To “Brand” yourself to this person – leave an indelible impression upon them of your skills and experience </li></ul><ul><li>To gain valuable advice/suggestions from this person to help with your career search efforts </li></ul>
  51. 51. Networking with Someone who is Employed The Meeting – con’t <ul><li>At the meeting conclusion: </li></ul><ul><ul><li>Thank the person for taking valuable time out of their busy day to meet with you </li></ul></ul><ul><ul><li>Ask for their business card and give them yours </li></ul></ul><ul><ul><li>Make the statement “Is there anything that I can do for you, because I believe in returning the favor” – this endears you to them – it goes a long way! </li></ul></ul>
  52. 52. Networking with Someone who is Employed The Meeting – con’ t <ul><ul><li>Before Leaving Close the Deal </li></ul></ul><ul><ul><li>Ask this person the most 3 important questions!!! </li></ul></ul><ul><ul><li>Can I link with you on LinkedIn ? </li></ul></ul><ul><ul><li>Is there anyone else you can introduce me to within the company? </li></ul></ul><ul><ul><li>If I see something on your company’s web-site in the future that I feel is in line with my skill-set, can I email the job requirements to you along with my resume and can you forward it to the hiring manager? </li></ul></ul>
  53. 53. Networking with Someone who is Employed The Meeting – con’t <ul><li>If they answer YES </li></ul><ul><li>You just had a </li></ul><ul><li>GREAT </li></ul><ul><li>Meeting and developed a </li></ul><ul><li>“ Godfather” </li></ul>
  54. 54. Networking with Someone who is Employed Post Meeting <ul><li>Send a “Thank You” email to the contact </li></ul><ul><ul><li>Reinforcing your skills/attributes </li></ul></ul><ul><ul><li>Re-mention any key takeaways from the meeting </li></ul></ul><ul><ul><li>Follow up on any “To Do” items </li></ul></ul><ul><li>Send a hand written “ Thank You” short and sweet within a week </li></ul><ul><li>Let this person know any outcome of a contact, recruiter or other suggestion that they gave you </li></ul><ul><li>Keep in touch periodically – once twice a year – remember networking is about…….. </li></ul>
  55. 55. <ul><li>Building </li></ul><ul><li>the </li></ul><ul><li>Relationship </li></ul>
  56. 56. <ul><li>QUESTIONS </li></ul><ul><li>Tell me what you think ??? </li></ul><ul><li>[email_address] </li></ul>