the power of networking for business womens forum participants

LOSE THE SCHMOOZE:

NETWORKING WITH GENUINENESSNETWORKING WITH GENUINENESS…

AND WITHOUT THE FEAR AND LOATHINGLOATHING

Presented by: Cami Ressler, M.Ed., Managing Director, y , , g g ,BR Solutions LLC

Business Women’s ForumApril 12 2010April 12, 2010

© 2010 BR Solutions LLC. All Rights Reserved.

TODAY’S OBJECTIVES

Conquer the fear and loathing of networking Conquer the fear and loathing of networking Recognize networking is a lifetime process fundamental

for career and business successfor career and business success Learn to reframe networking as teaching and giving Provide you the tools to:Provide you the tools to: Join groups, handle introductions, make the conversation flow, and

exit groups Telling your story

Takeaway Tip: Take the information you learn d d k itoday and make it your own


N t rki iNetworking is scary. It's stressful. It's got ga bad name. What we're really talking about here is makingmaking connections. Tell your stories.

I Hate Networking!

yLeave a few tips. Learn new i f iinformation.


WOMEN AND NETWORKING

KNOWLEDGE IS POWERKNOWLEDGE IS POWER


WHAT IS NETWORKING?

What it is….What it is…. What it is not….What it is not….What it is….What it is…. What it is not….What it is not….

An authentic An opportunistic conversation

Finding/Sharing i

practice

Self-serving in naturecommon interests

An information h

Lacking a genuine sense of connection

lexchange

Thought of as lifetime relationships

Being a salesperson

Just exchanging b i drelationships business cards


MY DEFINITION OF NETWORKING

“To develop in the networking processTo develop in the networking process mutually satisfying, authentic long-term relationships ”relationships.”

Authenticity is all about humility about yourself and Authenticity is all about humility about yourself and appreciation for others.

The key to a mutually satisfying relationship is being transparent.


FOOD FOR THOUGHT

“One of the factors most critical to success in any kind of ynetworking, whether for a job search or business contacts, it to think about what you have to offer others while networking. Before going to any networking meeting whether a groupBefore going to any networking meeting, whether a group event or a one-on-one meeting, you need to give serious thought to what and who you know that might be useful to g y gothers. Be prepared to share ideas and contacts. You don’t have to solve the other person’s problem, but you should walk

f th ti ith d t di f h t ldway from the meeting with an understanding of what would be helpful to the people you talked to.”

- Clara Hurd Nydam, ExecuNet Meeting Facilitator, Wisconsin



FACING THE FEAR


CONQUERING THE FEAR AND LOATHING

Ask Questions about Your Fears. Are they valid?Q y Do the thing you fear most and the death of fear is certain.

– Ralph Waldo Emerson Resist the popular notion that networking is all fake

sincerity and pushy behavior Modify Your Expectations to Suit Your Needs – Think

ExerciseR b l i Remember most people are nice want to connect too

Goal of Networking: Make a connection and lay the foundation for a long term relationshipfoundation for a long-term relationship


HANDLING REJECTION

Dear Professor Smith:

Thank you for your letter of March 16th After careful consideration IThank you for your letter of March 16 . After careful consideration, I regret to inform you that I am unable to accept your refusal to offer me an assistant professor position.

This year, I have been particularly fortunate in receiving an unusually large number of rejection letters. With such a varied and promising field of candidates, it is impossible for me to accept all refusals.of candidates, it is impossible for me to accept all refusals.

Despite the University’s outstanding qualifications and previous experience in rejecting applicants, I find that your rejection does not meet my needs at this time. Therefore, I will assume the position of assistant professor in your department this August. I look forward to seeing you then. g y

Best of luck in rejecting future applicants. © 2010 BR Solutions LLC. All Rights Reserved.


CAREER MANAGEMENTCAREER MANAGEMENT:NETWORKING FOR A

LIFETIME


UNIVERSAL TRUTHS

P l d b i ith l th k lik People do business with people they know, like, and trust.

Employers hire people they know, like, and trust. C Q tiCommon Questions:Can she do the job? (Competence)

ill h d h j b ( )Will she do the job? (Trust)Is she a fit for my organization/business?


CAREER NETWORKING –JUST THE FACTSJ

A Harvard study found that almost 80% of all ysecured jobs in the last 10 years were the result of networking.In that same study, 35% of those jobs did not exist until the networking began.40-50% of open jobs are filled by candidates referred to the organization by current g yemployees.Career experts estimate that at least 75% of job openings are never advertised.

Sources: Wetfeet-Online Resource, 2007, Caltech, October, 2007 email, and http://www.careermag.com/articles/almost-75-of-jobs-are-never-advertised-how-can-you-tap-into-this-hidden-job-market-3772-article.html © 2010 BR Solutions LLC. All Rights Reserved.

THE SEARCH REALITYFilling a Job Vacancyg J y

Source Sending Job Seeker Perspective

Networks“Low Risk”

Se d gUnsolicited Resumes1st 1st

p

Search Firm

Applying to a Posted Job2nd 2nd

Firm

Posting an

Posted Job

Using Effective3 d 3rdPosting an Ad and

Unsolicited Resumes

Using Effective Networking Strategies

3rd 3rd

Employer Perspective

Source: Adapted from Richard Nelson Bolles, What Color is Your Parachute, 2009© 2010 BR Solutions LLC. All Rights Reserved.

During the course of a lifetime you willDuring the course of a lifetime, you will likely make 12 – 15 job changes,

d l 3 5 hand at least 3-5 career changes.


WHAT ABOUT YOU?

HOSPITALITY EDUCATION FINANCIAL SERVICESSERVICES

1 Intern 4. Temp Agency 8 Managing Director1. Intern2. Coordinator3. Brand

( )

4. Temp Agency5. Graduate Student

(N)6 Career Counselor

8. Managing Director (N)

Manager (N) 6. Career Counselor7. Asst. Director (N)


AUDIENCE POLL

How many of you have secured a job through networking?

How many of you secured a job through networking for a newly created position?networking for a newly created position?

Did the job referral lead come from a man?Did the job referral lead come from a man? From a Woman?


Research indicates that the glass ceiling is firm And the reason why may surprisefirm. And the reason why may surprise

you. It’s not your gender, it’s your knetwork.


GLOBALLY PERCEIVED EFFECTIVENESS OF MEN AND WOMEN AT BUILDING RELATIONSHIPS

Source: One Step Ahead of 2011 – A New Horizon for Working Women, Accenture© 2010 BR Solutions LLC. All Rights Reserved.


AUTHENTICITYAUTHENTICITY


KNOW THYSELF

What is your purpose? 5 Major Accomplishments If you had unlimited resources and power, what would you do and

how would you use them?y

Honor your strengths “I’ve never met an effective leader who wasn’t aware of this talents

and working to sharpen them.” – Wesley Clark, Former NATO Supreme Allied Commander

Honor yourself and abilities Honor yourself and abilities I can learn to network effectively. I have built long-term

relationships. I control and can choose my thoughts, feelings, and beliefs.


PUT YOUR BEST FOOT FORWARD

There are four qualities at the foundation of a great q gimpression, and fundamental for real relationships:

1. Trustworthinessa) We identify predictable behavior;b) We infer character traits from that behavior; and) We acquire trustc) We acquire trust.

2. Caring3 Humility3. Humility4. Capability

Character = Trustworthiness Caring HumilityCharacter = Trustworthiness, Caring, Humility



Your Physicality: Owning Your SpaceProject Your Voice: Practice speaking confidently Confident posture: Open, when sitting leaning

forwardEye contact: Looking somewhere on the person’s face

or directly in the eyeFirm handshake: Web to Web



We do search for one particular sign on a p gnew face. What is it?

A SmileA Smile


# 1 CAPITALIZE ON STYLE

Appreciate how personality & mindset affect the ability to b ild l ti hibuild relationships Identify personal style

Introversion versus ExtraversionIntroversion versus Extraversion Communication Styles www.keirsey.com, free temperament sorter and report

I t i i t i i ti t i h d t Intrinsic versus extrinsic motivators quiz – see handout Clarify attitudes toward networking

Previous networking experiences Misconceptions Based on fear or reality Your attitude Your attitude

Re-frame networking as teaching & givingSource: www.contactscount.com, as adapted© 2010 BR Solutions LLC. All Rights Reserved.

#2 TAKE A STRATEGIC APPROACH

Use Your Head but Follow Your Heart Use Your Head, but Follow Your Heart Focused, Flexibility Research research researchResearch, research, research Plan agendas to achieve maximum value from events/encounters Know how to convey your story* What did you come to the event to learn? Who did you come to meet? Open-Ended Questioning – “How did you get into this field?” Thank you’s – “Thanks for agreeing to send me that article

on ”on…


CAMI’S EQUATION: YOUR STORY

Me + Who/What I Work With = What I Do and How I Can Be of Service

1 Me: (Hi my name is and I’m a )1. Me: (Hi, my name is…. and I m a…)2. Who/What I Work With: People, Data, Things, Ideas

(Board of Directors and Executives in Community ( oa d o ecto s a d ecut ves Co u tyBanks)

3. What I Do and How I Can Be Of Service (Evidence):( ) Teach directors how to serve on boards Help people find jobs Help companies hire people


#3 BUILD RELATIONSHIPS FOR SUCCESS

1. FOCUS - I know what I want.2. TARGET - I know exactly whom I want to

approach.3 DEFINE I k h t I h t ff3. DEFINE - I know what I have to offer.4. ALIGN - My existing resources and relationships are

contributing to my success.g y5. APPROACH - We’ve met and they know

who I am.6 BOND We are friends6. BOND - We are friends.7. RENEW - I keep current with the interests and desires of

my friends.

Source: Online 4.9.10, Keith Ferrazzi, The Invisible Man© 2010 BR Solutions LLC. All Rights Reserved.

# 4 LEVERAGE SOCIAL INTELLIGENCE

Three Questions Who are you? What do you do? What are we going to talk about? What are we going to talk about?

Joining Groups and Introductions Don’t Take the Elevator (Best/Test) – see handout.Don t Take the Elevator (Best/Test) see handout. Making the Conversation Flow Use Examples and Stories to teach about expertise, experience, p p , p ,

talents, and interests

Exchanging Business Cards and Follow-up #1 Piece of Advice: Keep Notes


# 5 ASSESS OPPORTUNITIES AND DELIVER VALUEDELIVER VALUE

Analyze and select networking areas that reflect your Analyze and select networking areas that reflect your goalsChambers of Commerce, Online networks, ProfessionalChambers of Commerce, Online networks, Professional

Associations, Conventions, Referral Groups, F2F Decide if a specific group/opportunity meets your needsp g p pp y y Ask questions designed to learn about others & develop

relationships Be alert for opportunities to connect your contacts &

provide access to resources, talent, opportunities


NEW NETWORKING RULES

1. Mind-Set BEFORE skill-set/Plan and Prepare

2. Be a good conversational host and find common ground. Listen, really listen – EARS*

1. E = Encourage Your Partner (Head Nods)2. A = Acknowledge Your Partner (Paraphrase, Restate)3. R = Respond to Your Partner (Comment, Ask Questions)p ( Q )4. S = Save What’s Being Said (Storing Pieces of Information for Later)

3. Look for what you can GIVE rather than get (Liberty Mutual –y g ( yA helping hand is contagious)

4. Join things because you want to4. Join things because you want to

© 2010 BR Solutions LLC. All Rights Reserved. *Source: EARS, Make Your Contacts Count, pg. 122, Baber and Waymon

NEW NETWORKING RULES

5. Read. Stay current on the latest trends and ideas.

6. Always lend a hand when someone you know is in a transition.

7. Don’t hurry the process. A healthy relationship satisfies both partners. Mix of business and personal information. p p

8. Have good boundaries about what you can give and what you can’t. Be good for your word, sincerity


ONE FINAL PIECE OF ADVICE

LOOK TO BUILD QUALITY RELATIONSHIPSLOOK TO BUILD QUALITY RELATIONSHIPSLOOK TO BUILD QUALITY RELATIONSHIPSLOOK TO BUILD QUALITY RELATIONSHIPS

Be Genuine Be Positive

Connect the Right Way

Don’t Wait Until You

Plan Ahead When Attending Meetings

Have To

Careful About Filters

Be Active/Get Out of Your Comfort Zone

ll h Be Likeable Follow-Up On The Contacts Made


CONTACT INFORMATION

Cami Ressler, M.Ed. Managing Director, g gBR Solutions LLC1017 Mumma Road, Suite 302,Lemoyne, PA 17043Phone: [email protected] In: http://www.linkedin.com/in/camiresslerp


the power of networking for business womens forum participants

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