The Art of Networking In Person and Online

The Art of Networking In Person and Online

Presented by Lynne M, Williams, BS, MA, ABD

Owner/Founder since 1994 Around the Clock Executive Helper Local On-site and Virtual Assistance

AROUND THE CLOCK EXECUTIVE HELPER

Objectives You will be able to be successful at networking knowing: •  Who you can network with •  What to do and what not to do •  When to do it •  Where to do it locally and online •  Why do it •  How to do it


What is networking?


Networking is …

• A supportive system of sharing information among individuals

• A cultivation of productive relationships for employment or business


Why Network? •  Jobseekers may get connections to help

them land a job – about 70% of jobs are found through networking

•  Businesses may get clients or find people that will bring them value or help them solve a problem

•  Individuals can develop mutually beneficial relationships, add new contacts, and gain information, referrals, and/or feedback


Networking Attitude •  Be positive and polite … ALWAYS … while

being a giver of information, advice, referrals, and a thank you!


Prepare for Networking •  Determine your goals for networking •  Business cards •  One pager with target lists for individual or group meetings •  Elevator speech •  Social media presence with optimized LinkedIn profile and other online

presence •  Review LinkedIn profiles of members before event •  Agenda for one to one networking meetings •  Presentation for one on one networking meetings •  Ability to follow up in a timely fashion and do what you say you are going to

do … or surprise and delight telling them about an event, article, or other information of interest to them

•  Ask how you can help so you are perceived as a trusted advisor or Go-Giver to build social capital and rapport with KNOW-LIKE-TRUST


Elevator Speech •  Name •  Professional identity •  Experience with industries and functions in

which you have expertise •  Strengths •  What you are looking for


Business Card Tip #1 On the front of the business card: •  Name •  Cell Phone •  Email •  LinkedIn URL – make sure it is customized and is an /in/ and not a /pub/ •  Website, if you have one •  Your title •  A tag line •  A logo or graphic that symbolizes YOU! •  Think about colors that will make people remember your card •  Do you want a glossy or matte finish? •  Address optional


Business Card Tip #2 On the back of the card: •  Make sure the background color is light so people can write

on it •  Make sure the background is matte, and not glossy, so

people can write on it •  Make sure there is some blank space so people can write

on it •  Include your value proposition •  Optional QR code – goqr.me


Business Card Tip #3 Have your cards professionally printed so no one is looking at perforated edges from ones you print yourself. First impressions count! •  staples.com

•  They print one-sided in store •  Two-sided is printed off-site •  Free pick up in store or about $7 delivery to your house

•  vistaprint.com •  moo.com •  businesscard.com •  overnightprints.com (my personal favorite!) •  Other

Scan your business cards with Evernote, CamCard, Neat, etc.


One Pager

•  See the Example One Pager on www.thebeng.org

•  Other possible sections: •  Accomplishments •  Areas of Expertise •  Skills •  Strengths


Social Media Presence •  Optimized LinkedIn profile •  www.about.me website (www.about.me/lynnewilliams) •  Twitter •  Facebook (Business Page) •  Google+ •  Blogs http://mashable.com/2007/08/06/free-blog-hosts/ •  YouTube •  Website like www.google.com/sites, WordPress, etc. •  e-newsletter •  Other

•  https://www.facebook.com/about/graphsearch You can see who in your network shares your job title or works at a particular company. Potential for job seekers to type in search bar "friends of friends who who at [company

name] or "friends who are [job title]"!

Social media enhances your ability to network effectively!


Networking Meeting Agenda

•  Personalize agenda to the individual and reason for the meeting •  Introduce self •  Discuss goals for meeting •  Ask about company •  Ask him/her to tell you about themselves •  Share target company list •  Discussion of LinkedIn or other contacts you have researched in

advance •  Ask how I can help you •  Ask for advice or suggestions •  Follow up

Note: NEVER ask for a job


Information Meeting Set Up

•  EXAMPLE BY PHONE: Our mutual acquaintance xxx, suggested that I contact you. He/she

noted to me that you are someone who knows a lot about xxx or knows a lot of people xxx. Do you have a few minutes to chat now?

I am interested in learning more about xxx so I can make the right decision/career move. At the moment, I am only desirous of gathering information so I can effectively job hunt. I certainly don’t expect you to know of any job openings or refer one to me. I’m just seeking some information.

Specifically, I just recently (graduated, relocated, went through a corporate restructure/downsize), which has provided me with the time to speak with knowledgeable professionals like yourself. I know your time is very valuable, so I am only requesting a brief 30 minutes to gather information and give us time to get know one another better.


Information Meeting Questions

•  How did you get your start in the xxx business? •  Where do you see your profession or industry going in

the future? •  What kind of changes have occurred in the industry while

you have been in your career? •  What kind of training and education are currently needed

to succeed in this industry? Has it changed from when you entered the business?

•  What skills are the most helpful to have now and do you see that changing in the future?



•  What’s your average work day like and what are your key responsibilities?

•  In your profession, what do you enjoy most? •  How do you keep up with industry changes? •  What do you see as coming trends? •  What separates you from your competition? •  What has been successful for you to promote your

business? •  What resources and professional associations have you

found to be most useful? •  Have you had any surprises from when you first began in

this career?



•  What advise would you give someone starting out in the business? •  What changes have occurred that have been the most challenging over

the course of your career? •  If you had to start over in this career, would you do it again? Anything you

would change? •  What big technology changes have occurred in this industry? •  What one thing would you like people to use in describing the way you do

business? •  What’s the strangest or funniest thing that has ever happened to you in

this business? •  How would I know when talking to someone if they would be a good

prospect for you? •  Is there work/life balance with this type of work?


Networking Presentation •  Cover Page •  Positions to Which I Can Bring Value •  Areas of Expertise •  Examples of Career Accomplishments •  These Personal Traits Help Me Success on the Job •  Ideal Job •  Types of Companies I am Seeking •  Why a Company Would Hire Me •  Closing Questions

Taken from Active Interviewing by Eric P. Kramer


Networking Don’ts •  Don’t be late to event •  Don’t hang out with people you already know •  Don’t ask for a job •  Don’t control the conversation without being a

good listener and asking questions •  Don’t send someone your resume unless they ask •  Don’t expect someone to provide you with all their

contact information


Group Networking •  Name tag on right

lapel •  Walk into groups of

3 or more, but not two engaged in conversation


One on One Networking •  Connect by phone, email, or LinkedIn inmail to

schedule •  Send one pager or bio and agenda ahead of time •  Whatever amount of time you ask for, stick to it;

e.g., 30 minutes •  Review person’s LinkedIn profile and connections

ahead of time •  Follow up with a thank you, especially a

handwritten one sent by snail mail


Researching Networking Contacts on Someone’s LinkedIn

•  Ask for a few specific introductions that you have researched

•  Pre-write the verbiage for the person you would like to make the introduction – make it easy for them

Dear xxx, I hope all is well with you and you are settled into the new company. I'm now currently xxx.

As you know, I network quite frequently and like to introduce people that I think should connect. I would like you to meet xxx. His experience in problem solving and strategy formulation spans fields including database marketing, CRM management, enterprise content management, business intelligence, and software implementation.

xxx is a powerful driver of change focused on creating innovative strategies to achieve a shared vision. He is a curious and divergent thinker and an aggressive learner who takes pride in his talent for thoughtful questioning and empathic listening. He is looking to connect with you and see how you might be able to assist each other.

Here is his contact information: xxx


Finding Jobseeker & Networking Groups LinkedIn Groups, Websites, & Meetups

•  BENG – Business Executives Networking Group (www.thebeng.org)

•  Career Central – sponsored by www.reCareered.com

•  Career Concepts (CCI) •  Career Transitioner •  Connections – Delaware Valley •  CPENG •  Delaware ExecuNet •  Employment Support Group (ESG) •  Executive Suite •  Flex Jobs •  Hire One PA •  Human Workplace •  Indeed.com •  Jewish Business Network •  Job Search 2.0 •  Joseph’s People (thru www.bigtent.com

and www.josephspeople.org)

•  Jump Start Your Job Search (10/18/14 https://www.cosnet.org/care/jobtransition/)

•  My Career Transitions (www.mycareertransitions.com)

•  Next Dimension Careers •  On Start Ups •  PA CareerLink Chester County •  PA CareerLink of Montgomery County •  Philadelphia Area Great Careers Group

(Ford Myers & Eric Kramer’s groups on www.meetup.com)

•  Rick Tashman’s Groups (on www.meetup.com) (see links to his events on www.lynnemwilliams.com on 1st Thurs, 1st Fri, 2nd Mon, 4th Thurs)

•  SHARE (formerly BAI Cares & Friends)

•  Small Business Networks for Start Ups and Entrepreneurs

•  The Newtown (PA) Career Networking Group … and much much more!


Finding Local Industry Specific Networking Groups

•  Use the Advanced Search tool on LinkedIn with your zip code

•  Examples: –  TPNG: Technology Professionals Networking Group –  FENG: Financial Executives Networking Group –  MENG: Marketing Executives Networking Group –  PABPNG: Pennsylvania Bio-Pharma Networking Group –  Chem-Pharma Professional Association


Finding Other Networking Groups

See the many lists of networking groups on the Career Transition tab at www.lynnemwilliams.com. Note that you will need to have a Google account in order to access these documents on my Google Drive.

EXAMPLES: •  Entrepreneurs Forum of Great Philadelphia - efgp.com •  EventBrite - eventbrite.com •  Greater Philadelphia Senior Executives Group – gpseg.org •  Kelleher - kelleherllc.com (for ExecuNet) •  Main Line Society of Professional Woman spwmainline.com •  Meetup - meetup.com •  PBN Networking Group pbnworks.com •  Philadelphia Business Journal – www.bizjournal.com/philadelphia/calendar •  Chambers of Commerce and more!


The Networking Encounter

You came to meet people, so approach them! •  Smile, as you extend your hand for a firm handshake to greet someone and say

“Hi! My name is xxx.” •  Greet them with their name if they have a name tag with “Hi name! It’s a pleasure

to meet you.” Show enthusiasm and eye contact. •  Ask an appropriate question:

–  What do you do? –  What line of work are you in? –  Have you ever been to an event with this group before? –  What motivated you to come here today? –  What are your goals? Passions? Interests?

•  Give your elevator speech at the right time AFTER you listen or ask them “Tell me more” in order to develop rapport


The Networking Encounter

•  Ask if they have a business card and offer yours; ask if they are on LinkedIn so you can connect afterwards

•  If you feel they are an influential person and would like to get to know them better, then state what further contact you would like to have with them, next steps, etc. and note that with a pen on the back of their card for follow up so you don’t forget

•  Politely and smoothly exit the conversation by stating, “It’s been a pleasure chatting with you, but I …” –  Need to use the restroom –  Catch up with someone I have been trying to talk to for some time

or need to keep on networking so I an meet more people and I’m sure you do too

–  Get something to eat or drink –  Other appropriate excuse


Filing & Tracking Your Networking Contacts

•  Universal 10601 Business Card File from Amazon $14.99 + tax & S/H

•  Day-Timer Business Card Holders at Staples $6.99/5 pack

•  Microsoft Excel Spreadsheet

•  CRM software


LinkedIn Export Contacts to .CSV File

• Click on Network then Settings (the little gear)

• Click on Export LinkedIn Connections (under Advanced Settings)

• Export to a .CSV or .VCF file


Stay in Touch with Your Network

•  Phone Calls •  Skype •  Snail Mail •  Regular Email •  Email Marketing / Email Newsletter

–  Mail Chimp –  Constant Contact –  Mad Mimi –  Other

•  LinkedIn Individual or Group (of 50 that you have tagged) Messages •  Other Online Communiqué


Tagging on LinkedIn


Tagging on LinkedIn

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&

Also check out this article: http://topdogsocialmedia.com/how-to-use-linkedin-contacts/


Tagging on LinkedIn

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&


The Networking Newsletter and Email Marketing

• Mail Chimp

• Constant Contact

• Mad Mimi


The Networking Newsletter

•  Update what happened in the past month •  State now you are keeping busy •  Comment about a professional organization •  Share thoughts on a recent book read •  Ask how you can help others •  Note how others can help you •  State what introductions you are looking for


Build Your Network


Connect with me! Lynne M. Williams

Owner/Founder since 1994 Around the Clock Executive Helper Local On-site and Virtual Assistance

610-405-9756 [email protected]

www.facebook.com/AroundtheClockExecs www.aroundtheclockexecs.com

www.lynnemwilliams.com www.about.me/lynnewilliams

www.linkedin.com/in/lynnewilliams Twitter, Pinterest, Instagram - @bonjour606


Local On-site and Virtual Assistance

Skilled, dedicated, and loyal "right arm" executive assistance and office operations with 20+ years of experience supporting job seekers, busy executives, small businesses, and solopreneurs. • Budgets • Blogs, Wikis, Podcasts set up & management • Bookkeeping • Brochures • Business cards – design, scan & format to Excel spreadsheet • Business planning • Calendar management - Outlook, iCal, Google, etc. • Career transition support • Constant Contact email marketing • Database updates • Desktop publishing • Education Support - (G)IEP and home school portfolio review • Email management • Event planning & coordination • Expense reports • File set up & management - physical (manila folders) & electronic (DropBox, Google Drive, etc.) • Follow up - thank you notes, birthdays, etc. • Franchise info

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Documents

The Art of Networking In Person and Online