THE NETWORKING FORMULA FOR SUCCESS · through networking –Increased ... Networking Key Success Factors “Networking is the deliberate process of exchanging information, resources,

KNOWLEDGE FOR ACTION

THE NETWORKING

FORMULA FOR SUCCESS

Deb RosenbloomExecutive Coach, Hancock Leadership


Today’s goals

Deb Rosenbloom, Hancock Leadership 2

• Overcome barriers to success

• Provide skills to increase your confidence and

results (we’ll even give you a formula!)

• Help you network with authenticity


Networking Attitudes


• How many of you love to network?

• Why, why not?


Overcoming Roadblocks to Networking


ROADBLOCK/MISPERCEPTION SOLUTION

it requires too much work, time, energy

Be strategic/goal oriented in your approach to networking

Only extroverts are good networkers

It’s challenging for everyone, find a way to do it that works with your natural preferences

Asking for help is an imposition, I don’t want to bother people

Change your perspective –people like to help if you make it easy for them and show appropriate gratitude

Networking is manipulative Be authentic and communicate your agenda clearly


Networking Attitudes


Networking will be a critical component of any successful MBA career search

Choosing a positive attitude dramatically increases your chances of success – pick one

that works for you, and overcome the roadblocks


The Networking Formula for Success


Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Meet your

commitments

reliably, thank and

update your

network

Articulate your goals clearly and specifically

Understand who you want to network with, and develop a strategy for getting to them

Create a compelling pitch for an email, phone or in person initial approach

Network with confidence, make a memorable first impression, have high impact informational meetings, etiquette best practices for events




Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Articulate your goals clearly and specifically


Goals Build Confidence

“Self confidence: The courage that comes from

certainty about our capabilities, values and goals”


Source: Working with Emotional Intelligence Daniel Goleman


How Can I Help?


• People need to know exactly how they can help

you (provide some examples of what you seek to

help people generate ideas and you will get better

referrals)

• Understand the value proposition you offer - it’s

more than you think.




Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Understand who you want to network with, and develop a strategy for getting to them


Identifying Targets


• Identify your desired targets (it’s not who you know,

it’s who you get to know)

• Resources available to you:

– Company research

– Your current network

– Alumni

– Social networking


Sourcing Exercise

Who has a “dream company” they want to work for?





Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Create a compelling pitch for an email, phone or in person initial approach


Exercise


• Quickly and quietly find a partner

• Choose who is going first

• Stand back-to-back

• Listen for further instructions


Talking About Ourselves


ROADBLOCK SOLUTION

I feel uncomfortable talking about myself.

Everyone feels the same way, you have to start somewhere.

I don’t want to brag or been seen as arrogant.

Focus on relevant accomplishments and they will view you as considerate versus arrogant!

I don’t know what to say about myself.

Preparation gives you confidence and insures you focus on most relevant accomplishments.

If I’m good, it will get noticed. I shouldn’t have to tell people all the time.

People are busy – they won’t always notice your accomplishments or remember to give you credit. Visibility is your responsibility.


Your Pitch is a Key Tool


• Your target audience wants to know:

– Who are you and why is that relevant to me?

– Why are you networking with me (and what might I get out

of helping you?)

– How can I help you specifically (if you don’t know, how do

you expect me to know?)


Emails that Lead to Action


Often your first contact is via email. To maximize

results consider:

• What do people read first? What makes them open your email?

• How much will they read? The no-scrolling rule may apply – be

concise.

• They don’t want to call you back, take ownership for the next

step.

• Persistence is critical for success and demonstrates your

willingness to work for their help.


Getting Your Calls returned


You may follow up an email with a phone call or

voicemail. To maximize results consider:

• How can you make it easy to return your call?

• What if they answer the phone – are you ready to talk?

• Gatekeepers can be a hindrance, or they can be helpful – how

are you going to approach them?

• Persistence shows professionalism (but there is a limit before

you are perceived as a stalker!)




Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Network with confidence, make a memorable first impression, use best practices for meetings and events


First Impressions


• Body language

– Attitude/energy

– Eye contact

– Posture/head orientation

– Smile

• Voice

– Inflection

– Volume

– Speed

Body Language

VoiceLanguage/Content

55%

7%

38%


Tips for Navigating EIS and Events


• Warm up: Practice your pitch in a conversation, weave it into

your conversations with networking targets

• Nametags: wear it properly so they remember your name

when you follow up

• Questions: prepare 1-2 questions in advance, try to

differentiate

• Working the room: use the time well, be mindful of etiquette

– Joining and exiting conversations gracefully

– Balance eating, drinking and note-taking

– Get a business card and follow up


Tips for Coffee Chats


• Although positioned as non-evaluative, it is an

opportunity to make an impression:

–Positive and unforgettable OR

–Memorable for the wrong reasons

• Prepare by:

–Practicing your pitch: who are you, why are you

interested

– Identifying the questions you will ask




Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Meet your

commitments

reliably, thank and

update your

network


Follow Up Differentiates


• Makes things happen: if you do everything else

right, but fail here, nothing happens

• Deepens trust: Be seen as reliable – if you said you

would call, call

• Reinforces your network: if people helped you get

to this stage, keep them in the loop, thank them for

referrals, demonstrate your gratitude by following up


Parting Thought

Networking is about generosity:

• Helping others achieve goals

• Tapping into others’ desire to help



Deb Rosenbloom

[email protected]



Benefits of Networking


• “Hard” Benefits– Increased career opportunities (80-90% of jobs found

through networking

– Increased recognition and visibility

– Higher rates of promotion

– Increased efficiency on the job

• “Soft” Benefits– Enhanced job satisfaction

– Greater sense of personal identity

– Great access to developmental feedback and learning

– Greater perception of success

Source: Mentoring at Work: Developmental Relationships in Organizational Life Kathy Kram


Networking Key Success Factors

“Networking is the deliberate process of exchanging

information, resources, support, and access in such

a way as to create mutually beneficial relationships

for personal and professional success”

• Deliberate/strategic

• Mutually beneficial

• Built on trust


Source: Making Your Contacts Count, Anne Baber * Lynne Waymon


Tips for Managing Your Contacts


• Maintain a target company list and expand as you

learn

• Track calls and emails – you are likely to

overestimate volume and feel discouraged by rate

of return

• Prioritize your contacts, and hone your approach

with some of the lower priority contacts. Your skills

will improve with every conversation – maximize

learning before contacting highest priorities.


Confident First Impressions


• The first 90 seconds are critical

• Projecting confidence and building rapport early

makes the rest easier

• Communicating a clear agenda increases

everyone’s comfort level and builds trust


Informational Meetings: Appropriate Goals


• You are not asking for the job

–Removes pressure and makes it easier for target

to meet with you

–Allows you to ask questions you couldn’t ask

during an interview

• You will be asking for:

–Advice

– Information

–Referrals


Preparing for Informational Meetings


• Opening agenda: put the other person at ease by clarifying

your goals, what do you want to accomplish and how will you

use their time well?

• Your pitch: remind them who you are, why they might want to

help you

• Questions: prepare questions to keep the conversation

flowing and maximize the value of the conversation

• Your goal: Be sure to request what you came for. Be specific

if you seek referrals.

Documents

THE NETWORKING FORMULA FOR SUCCESS · through networking –Increased ... Networking Key Success Factors “Networking is the deliberate process of exchanging information, resources,