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Human Networking
- 1. Human Networking the new world of connected professionals presented by Lance Dumigan of
- 15. Thank you!
Editor's Notes
- “Contacts” joke Orion Constellation is seen throughout the world One of the oldest Constellations And he’s called “the hunter”
- Tom Leamlein’s idea The book “Bowling Alone” I thought it was true genius
- Who’s this guy Four (4) years as a recruiter Sales, Marketing, Business Development 5 of last 6 jobs were through networking, Someone introduced me to someone So why am I doing this for free – The Man in the Hole Who should be here? If you’re in sales this is a “no-brainer” Familiar concepts in a new application You are the product If you’re not in sales this is new stuff You’re about to find out how mechanical sales can be What will you learn There is a method & structure of networking Learn to meet people and talking about you or your business This will provide the tools to start networking There’s two kinds of people This is more like exploring Requires you to step away from your comfort zone.
- What this is A process to help you expand your circle of contacts and become more effective for yourself and your peers A great way to make new friends What this is A way find your next job (emphasis FIND as in explore) You WILL be surprised & disappointed Who knows EXACTLY where they’re going to end-up This is about showing who you are What this isn’t A how-to-find-a-job session How to become a sales professional How to “tick-off” your friends and associates You should never feel pushy Don’t confuse activity and process with pushy Asking for the counsel, advice and opinion of another professional NO COLD CALLING (unless you want to)
- Background and Benefits For business networking you’ll get better associations by leveraging the community knowledge to your benefit A of contact inside a company ----PAETEC STORY----- IMHO the Internet job shopping is a waist of time They will be calling you someday To keep your sanity Social Networking Maintain relationships Do research Remember they are publicly visible sites Basic philosophy Much like sales it begins with activity Helping people at no cost to you, who wouldn’t do that.
- Explain the table Geometric progression Assumes 100% efficiency It is about showing and asking in 10 minutes
- Three steps The Letter(s) The Call The Meeting Three parts Talk more in detail later Objectives Two Referrals/visit More is better
- Step 1’s three points Reference FIRST "I'd like your opinion“ Opinions are free People like to give advice You’re looking for insight to help find a new direction I only need “X” –”MINUTES” (10 minutes) If the host wants to talk All of this is to keep your host off the defensive “I know you’re not hiring , you don’t know if you’ll be hiring , you don’t know anyone that is hiring , you’ve never heard of anyone ever being hired, and no one will ever be hired again for the rest of creation ……anywhere” What to expect One in ten will reach back to you Call to follow-up and get the appointment
- Call Reluctance Making new friends Have a script 9 before 9 5 after 5 No one has meetings @ 8AM and 4 PM The 515 departure Finish with a “positive” call ---REDCOM story--- If someone answers Be ready for A REAL PERSON!!!!! They will be busy Have your calendar READY Get the appointment/ Don’t be afraid to schedule it three weeks out Redirects ” Send them NOTHING, “Email Detachments”“ At this point I don’t have my resume the way I’d like it am I seeking the guidance and advice of trusted industry professionals which is why "so'n'so" referred me to you" which time would be better "A" or "B“ "I am investigating industry information and conversations like ours would help me shape my resume and sharpen my focus" is there any time we could meet before of after working hours?
- Articulation Use a script Your name S...l...o....w...l...y Information Leave your N&N twice In this order Say Their name Your reference Your N&N Reason for your call (Use a script) Your N&N Your N&N Short & sweet Write it out and read it several times You don’t have to leave a voice mail every time you call (*69) Always be nice ---The dead relative story--- When to stop Four times over three weeks The fourth voice mail IS DIFFERENT!!! Use the same format Tell them it’s your last voice mail Ask them to write down you info for the future ---VP of Choice One/Bruce Java Story---
- The company New releases Linkedin & Social Networking, Google, etc Your Host What their job is, what they do Social networking First Impressions Dress-up Thank them for their time right away Establish the time reference Use the bridge between the reference & host See how you can help them - leverage your network Chat for a moment Giving the Professional Summary Sheet Then “elevator speech” and “would appreciate any guidance you could provide” (use your own words) “ Mary I can see why Eric sent me to see you.......; Who do YOU think I should be taking to” “ I’ve developed a tool to help guide me in these meetings” Explain what they are looking at then Ask them....... “Do you know of ANYONE at any of those companies” Then sit there and shut up Be ready to write & get the bridges if you can GET Out of their office GET into your car finish your notes -> Bridges GET On to your next meeting
- TY note is absolutely mandatory Email is good Letter is better Handwritten is best Following up Make a commitment that you’ll contact them and “keep them up to date” Do not make a specific day/time commitment because if you miss it “you’re a loser” Email to reference that you met with the host to the host to close the loop each time you meet with their referral Follow through on your deliverables Make sure the referral gets what you offered (via your network) Final thank you call At night after each meeting Some time has passed since first meeting
- Everyone you know Proximity -> How close are they to you Influence -> Perspective and position in their industry Rate them in two categories (1 through 5) Add them and sort Cross reference of references and hosts Dates of times of meetings and TY notes
- The balance between the Internet and personal meetings