Networking for Success

1. Networking for Success Dr. Jonelle Roth

2. The Value of Networking • Uncovers opportunities you would never discover in any other way. • Provides you with better interviews. • Enhances your creativity. • Puts you in less competitive circumstances.

3. Who do YOU know? • Take out a sheet of paper and make a list of your network contacts. • Who did you include? • What about doctors, hair stylists, professors?

4. Building a Contact Network • “B” Contacts • Bridge People • Focus your market research • Information, resources on: • Activities, people and events in the field • Needs and problems in field • Referrals to other “B” and “C” contacts “A” Contacts • Already Known • Instant Rapport • Feedback on your presentation • Referrals to “B” contacts • Market Research help A B C • “C” Contacts • Can make hiring decisions • Receive proposals • Create jobs • Refer to other “C” contacts • Closure

5. Building the Networking Pipeline • You may have: • People on a list that you need to call. • People you have called and left a message. • People to whom you need to return a call. • People you have a meeting scheduled with. • People you have met with. • People you need to follow-up with after the meeting.

6. 4 Step Network Building Process • Approach letter • Approach phone call • Information/Referral Meeting • Follow-up: Thank you and updates

7. The Approach Phone Call Techniques • Prepare • Be persistent, but professional • Make a list • Establish your purpose • Prepare your opening statement • Prepare questions • Confirm next steps, and thank contact

8. What If? Ask for a meeting Set date and time; Thank you and goodbye Can we do this by phone? Is now a good time? Ask for referral Start When? Set Date and Time Thank you and goodbye Get information

9. The Information/Referral Meeting A Play in Six Acts: Act 1: Building rapport Act 2: Presenting your background Act 3: Information exchange Act 4: Asking for specific referrals Act 5: Thank you and next steps Act 6: Follow-up

10. Getting Referrals • Name (correct spelling), company, title, phone • Reason why contact thought this person would be helpful • Best approach method • How does he/she know him/her • Background summary • Personal interests • Key area of expertise

11. Networking Tips • Ask if contact has a moment to talk. • Review your reason for calling. • Bring questions and have pen and paper for notes. • To establish rapport, ask some questions about the person you are speaking to. • Respect the time limits. • Don’t present your resume. • Get some detail on referrals. • Send a thank-you letter. • Try for a meeting rather than a phone call.

12. Green Lights • Describes real situation and asks your opinion. • Goes beyond the time limit. • Suggests you talk with someone else in the company. • Offers you a tour; introduces you to others. • Asks about salary requirements, availability, etc. • Begins to sell you on the company.

13. Networking Follow-Up • Write notes on the meeting. • Send a thank-you letter. • Update contacts on your job search process. • Inform contact if you have met with any of his/her referrals.

14. Online Networking Tools • FaceBook • MySpace • LinkedIn • Monster • Others?