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KNOWLEDGE FOR ACTION
THE NETWORKING
FORMULA FOR SUCCESS
Deb RosenbloomExecutive Coach, Hancock Leadership
KNOWLEDGE FOR ACTION
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
KNOWLEDGE FOR ACTION
Networking Attitudes
Deb Rosenbloom, Hancock Leadership 3
• How many of you love to network?
• Why, why not?
KNOWLEDGE FOR ACTION
Overcoming Roadblocks to Networking
Deb Rosenbloom, Hancock Leadership 4
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
KNOWLEDGE FOR ACTION
Networking Attitudes
Deb Rosenbloom, Hancock Leadership 5
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
KNOWLEDGE FOR ACTION
The Networking Formula for Success
Deb Rosenbloom, Hancock Leadership 6
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
KNOWLEDGE FOR ACTION
The Networking Formula for Success
Deb Rosenbloom, Hancock Leadership 7
Develop your
GOALS
Identify your
TARGETS
Prepare your
PITCH
MEET your
targets
FOLLOW UP
Articulate your goals clearly and specifically
KNOWLEDGE FOR ACTION
Goals Build Confidence
“Self confidence: The courage that comes from
certainty about our capabilities, values and goals”
Deb Rosenbloom, Hancock Leadership 8
Source: Working with Emotional Intelligence Daniel Goleman
KNOWLEDGE FOR ACTION
How Can I Help?
Deb Rosenbloom, Hancock Leadership 9
• 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.
KNOWLEDGE FOR ACTION
The Networking Formula for Success
Deb Rosenbloom, Hancock Leadership 10
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
KNOWLEDGE FOR ACTION
Identifying Targets
Deb Rosenbloom, Hancock Leadership 11
• 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
KNOWLEDGE FOR ACTION
Sourcing Exercise
Who has a “dream company” they want to work for?
Deb Rosenbloom, Hancock Leadership 12
KNOWLEDGE FOR ACTION
The Networking Formula for Success
Deb Rosenbloom, Hancock Leadership 13
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
KNOWLEDGE FOR ACTION
Exercise
Deb Rosenbloom, Hancock Leadership 14
• Quickly and quietly find a partner
• Choose who is going first
• Stand back-to-back
• Listen for further instructions
KNOWLEDGE FOR ACTION
Talking About Ourselves
Deb Rosenbloom, Hancock Leadership 15
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.
KNOWLEDGE FOR ACTION
Your Pitch is a Key Tool
Deb Rosenbloom, Hancock Leadership 16
• 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?)
KNOWLEDGE FOR ACTION
Emails that Lead to Action
Deb Rosenbloom, Hancock Leadership 17
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.
KNOWLEDGE FOR ACTION
Getting Your Calls returned
Deb Rosenbloom, Hancock Leadership 18
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!)
KNOWLEDGE FOR ACTION
The Networking Formula for Success
Deb Rosenbloom, Hancock Leadership 19
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
KNOWLEDGE FOR ACTION
First Impressions
Deb Rosenbloom, Hancock Leadership 20
• Body language
– Attitude/energy
– Eye contact
– Posture/head orientation
– Smile
• Voice
– Inflection
– Volume
– Speed
Body Language
VoiceLanguage/Content
55%
7%
38%
KNOWLEDGE FOR ACTION
Tips for Navigating EIS and Events
Deb Rosenbloom, Hancock Leadership 21
• 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
KNOWLEDGE FOR ACTION
Tips for Coffee Chats
Deb Rosenbloom, Hancock Leadership 22
• 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
KNOWLEDGE FOR ACTION
The Networking Formula for Success
Deb Rosenbloom, Hancock Leadership 23
Develop your
GOALS
Identify your
TARGETS
Prepare your
PITCH
MEET your
targets
FOLLOW UP
Meet your
commitments
reliably, thank and
update your
network
KNOWLEDGE FOR ACTION
Follow Up Differentiates
Deb Rosenbloom, Hancock Leadership 24
• 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
KNOWLEDGE FOR ACTION
Parting Thought
Networking is about generosity:
• Helping others achieve goals
• Tapping into others’ desire to help
Deb Rosenbloom, Hancock Leadership 25
KNOWLEDGE FOR ACTION
Deb Rosenbloom
deb@hancockleadership.com
Deb Rosenbloom, Hancock Leadership 26
KNOWLEDGE FOR ACTION
Benefits of Networking
Deb Rosenbloom, Hancock Leadership 27
• “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
KNOWLEDGE FOR ACTION
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
Deb Rosenbloom, Hancock Leadership 28
Source: Making Your Contacts Count, Anne Baber * Lynne Waymon
KNOWLEDGE FOR ACTION
Tips for Managing Your Contacts
Deb Rosenbloom, Hancock Leadership 29
• 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.
KNOWLEDGE FOR ACTION
Confident First Impressions
Deb Rosenbloom, Hancock Leadership 30
• 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
KNOWLEDGE FOR ACTION
Informational Meetings: Appropriate Goals
Deb Rosenbloom, Hancock Leadership 31
• 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
KNOWLEDGE FOR ACTION
Preparing for Informational Meetings
Deb Rosenbloom, Hancock Leadership 32
• 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.
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