Effective Networking in today\'s economy.

1. NETWORKING
2012
Presented by
Randy Block
CCMC, IJCTC

2. We will cover:
 Networking-Definition  Who is the network?
 Skills & Talents  How to offer help & ask for
help
 Define the “hidden work”
 Your branding statement and
elevator speech

3. Companies are hiring
Solutionsnot people
 Full Time
 Part Time
 Short Term Projects
The world now spins on relationships and solutions to
tactical problems.
Train your mind away from full time job search
Make seeking OPPORTUNITY as top priority.

4. The new “Professionalism”
Allison Fine HBR5/9/12

5. Definitions of Networking
 Webster’s Definition:
“The act or process of informally sharing information and
support…”.
 Lillian Bjorseth “Breakthrough Networking”
“Networking is an active, dynamic process that links
people into mutually beneficial relationships.”

6. Networking
What It Is: What It Is Not:
 Sharing Information  Selling
 Helping people  Looking for a job
 24/7  Manipulating People
 Offering a solution  Keeping score
 Flexing your talent  Looking weak or needy

7. Step 1.
Values
 What you prize
 What you choose
 What you act on.
Values congruence is a critical element of a chemistry fit

8. Step 2.
Transferable skills
 Your unique gift of talents
 You are naturally adept
 Highly motivated from within

9. Step 3.
Your Acquired Skills
 The application of your transferable skills
 Education
 Training
 Experience
 The bad news? They become obsolete from time to
time
 Discard the irrelevant – focus on what works today

10. Your Branding Statement
 Says what you do
 Makes you unique
 No more using titles
 Can be an “icebreaker”
 Sets the context for “mutual” interest

11. Your Elevator Speech
 It’s a story of an achievement
 SARSituation Analysis Results
 Completely supports your brand
 Keep it to 3 minutes or less
You will be memorable

12. Your Card
 Front:
Your name, phone number, Skype number, email
address, Twitter handle, LinkedIn address and your
branding statement.
 Back:
Four or five bullets. “services offered”

13. The One Pager
 Professional Expertise
 What I Do
 How I Work
 Success Stories
 Services Provided
 Benefits to You

14. Who is in your Network?
A’s
 Family, close friends, and those that know you
professionally and personally.
 You are very current in the relationship (several points
of contact in the last 12 months).
 They will become stakeholders in your success.
 They will also return your email or phone call in 36
hours or less. Don’t leave out those professionals with
big rolodexes that service you

15. Who Is In Your Network?
B’s
 those you have known professionally in the past and worked
closely with
 there has been no contact in the last 12 to 18 months or
longer. They may or may not return your phone call.
C’s are everyone else.
 These are people that you have met but you have little
history
 There is really no need to make a list of these. This
category serves as a “bucket” to put names in.

16. Focus
 Networking obstacles: Telling your network you are on
the “market” and sending a resume
 Pick one or two industries
 Pick a niche or market segment
 Identify a max of 15 companies

17. Contacting your A’s
 Hello_____________
 (Personalize this first paragraph with each “A”; such as referring to the
last date of contact, how are the wife and kids etc.)
 I am still searching for the next great opportunity to help organizations
companies (hiring or not) that I might be able to chat with..
 ___areas but even a great Human Resources or admin person might
get me connected to the right person. Name, title, department, phone
and/or email would be great, as well as how you know them.
 Thanks in advance for any help you can give.
 PS I have attached a one pager

18. Networking Process
 Strategic relationship building first
 Exchange information
 Their needs – your relevant strengths
 Determine if there is a match
 If yes – full time , part time or short term contract
 If no match – who else should I be talking to?

19. Branding Statement and
Elevator Speech
1. “Hello, my name is..” “Hello, my name is…and
what do you do?”
2. “Branding
Statement” “What does that mean?”
3. Achievement story
and what do you
“Title and Company”
do?

20. A Word About Social Media
 LinkedIn Be sure your LinkedIn Profile is up to
date, relevant and brand oriented. Fully participate in
Groups that reflect your brand and focus.
 Facebook Used more for individual contributor positions
 Twitter This is your VP of Sales to promote you as an SME.
Follow your target companies and people in those
companies
 Google+

21. Networking is a Way of Life
 Its basis is a strong foundation of relationships.
 People by their nature want to help and contribute.
 You care about people and have the courage to
walk up to them and let them know it!
 Become the hunted – move away from being the
hunter