NETWORKING OBJECTIVES

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NETWORKING OBJECTIVES

• Gather information
• Gain introductions
• Involvement
• Discover opportunities

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• THE HIDDEN JOB MARKET
• AND
• YOUR MARKET ADVANTAGE

3

• PRIMARY CONTACTS
• AND
• SECONDARY CONTACTS

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PRIMARY CONTACTS

• Colleagues, friends, neighbors, relatives
• People for whom you have worked
• Classmates, faculty, alumni
• Professional acquaintances
• Members, clubs, associations
• Officials of professional organizations

5
PRIMARY CONTACTS Cond

• Speakers at meetings
• Suppliers, customers, creditors
• Editors/writers for trade journals
• Chambers of commerce
• Your Christmas card list
• Your check book

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SOME RESEARCH THOUGHTS

• Read material about the company
• Find out why they hire people
• Study the annual report
• Learn about possible job functions
• Study job requirements
• Ask about recruitment policies
• Keep notes on each company

7

• DECISION MAKERS

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YOUR COLD CALL SCRIPT

• Full name of person called
• Name of person who referred you
• Why you are calling
• Why personal meeting can be helpful
• Time (your time, their time)
• Read, re-read, role-play

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THE SECRETARY

• Name
• Dignity and respect
• Mention mutual acquaintance
• State nature of your call
• Not looking for a job only seeking advice
• Work with the secretary directly when it is not
  necessary to talk with the boss
• Dont ask to have the boss call you
• Call early, call late
• Thank the secretary

10

• BE IN CONTROL

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THE NETWORKING MEETING

• Social amenities
• Purpose of the meeting
• Brief introduction
• Strategy summary
• Ask questions
• Closure on joint items

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• QUESTIONS YOU MAY
• WANT TO ASK

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SOME DOs

• Ignore geography
• Ask for advice
• Stroke your source
• Aim two levels above
• Refine objectives
• Use caution
• Socialize

• Maximize visibility
• Always ask for more names
• Send thank-you notes
• Call back
• Promise to give feedback
• Value other persons time

14
SOME DONTs

• Play hidden agenda games
• Make contacts prematurely
• Be impatient
• Fail to seize every opportunities
• Where that Right opportunity lies
• Fail to listen

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MANAGE YOUR COMPAIGN

• Research
• Telephone script
• Resume
• Listen
• Be proactive
• Stationery, business cards, 3x5 cards
• Follow-up notes, phone calls
• secretaries

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• KNOW WHAT YOU WANT
• AND HOW TO ASK FOR IT

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• KNOW WHAT YOU HAVE TO GIVE
• AND HOW TO GIVE IT

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• KNOW HOW TO LISTEN
• AND WHAT TO LISTEN FOR

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NAMES

• When you meet someone, dont rush introductions
• Repeat their names and associate them with
  something that will make easy to recall
• Repeat your name a few times to help others
  remember it

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INVITE CONVERSATION

• When asked What do you do?
• answer succinctly
• Explain in a way that shows what you do and also
  encourages conversation. Instead of Im in data
  processing, say,I get the bugs out of the
  bills.

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BUSINESS CARDS ARE NOT HANDBILLS

• Dont measure success by the number of cards you
  hand out. Instead, pour your energy into each
  conversation and exchange cards when necessary
• If you are offer something, a name or a magazine
  article, do so. Then follow up on it to build
  trust

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NETWORK WITH COMETITORS

• Get to know and trust competitors so you can
  refer business thats too small, too big or too
  far away
• Whether you are agree on a referral fee or an
  IOU, everyone wins

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YOUR NETWORKING SCORECARD

• Did I meet new people?
• Did I remember their names?
• Did I introduce people to others?
• Did I meet and talk with the events host?
• Did I make myself visible?
• Did I hand out or receive business cards?
• Did I follow up within five days?

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• THOSE WHO DO NOT SET GOALS ARE DOOMED TO WORK
  FOR THOSE WHO DO!

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• SET GOALS!
• AND JUST DO IT!