NETWORKING OBJECTIVES

 Gather information

 Gain introductions

 Involvement

 Discover opportunities
THE HIDDEN JOB MARKET

AND

YOUR MARKET ADVANTAGE

 PRIMARY CONTACTS

AND

SECONDARY CONTACTS
PRIMARY CONTACTS
 Colleagues, friends, neighbors, relatives
 People for whom you have worked
 Classmates, faculty, alumni
 Professional acquaintances
 Members, clubs, associations …
 Officials of professional organizations
PRIMARY CONTACTS – Con’d
 Speakers at meetings
 Suppliers, customers, creditors
 Editors/writers for trade journals
 Chambers of commerce
 Your Christmas card list
 Your check book
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
DECISION MAKERS
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
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
 Don’t ask to have the boss call you
 Call early, call late
 Thank the secretary
BE IN CONTROL
THE NETWORKING MEETING
 Social amenities
 Purpose of the meeting
 Brief introduction
 Strategy summary
 Ask questions
 Closure on joint items
QUESTIONS YOU MAY

WANT TO ASK
SOME DO’s
 Ignore geography  Maximize visibility
 Ask for advice
 Always ask for more
names
 Stroke your source  Send thank-you notes
 Aim two levels above  Call back
 Refine objectives  Promise to give
 Use caution feedback
 Value other person’s
 Socialize time
SOME DON’Ts
 Play hidden agenda games
 Make contacts prematurely
 Be impatient
 Fail to seize every opportunities
 Where that “Right” opportunity lies
 Fail to listen
MANAGE YOUR COMPAIGN
 Research
 Telephone script
 Resume
 Listen
 Be proactive
 Stationery, business cards, 3x5 cards
 Follow-up notes, phone calls
 secretaries
KNOW WHAT YOU WANT

AND HOW TO ASK FOR IT

KNOW WHAT YOU HAVE TO GIVE

AND HOW TO GIVE IT

 KNOW HOW TO LISTEN

AND WHAT TO LISTEN FOR

NAMES
 When you meet someone, don’t 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
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 “I’m in data processing,” say,”I
get the bugs out of the bills.”
BUSINESS CARDS ARE NOT
HANDBILLS
 Don’t 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
NETWORK WITH COMETITORS
 Get to know and trust competitors so you
can refer business that’s too small, too
big or too far away
 Whether you are agree on a referral fee
or an IOU, everyone wins
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 event’s host?
 Did I make myself visible?
 Did I hand out or receive business cards?
 Did I follow up within five days?
“THOSE WHO DO NOT SET GOALS

ARE DOOMED TO WORK FOR

THOSE WHO DO!”

 SET GOALS!

…AND JUST DO IT!