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Networking for Success

Networking for Success. Dr. Jonelle Roth. 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. Who do YOU know?.

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Networking for Success

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  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?

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