Networking. How to make professional connections that work Anne Clinton Hiba Dabis

Transcription

1 Networking How to make professional connections that work Anne Clinton Hiba Dabis

2 Goals for today How to approach recruiters and potential contacts Build on-going relationships Practice your pitch

3 Personal Experiences Work in pairs Take 5 minutes to consider: Your own experiences of networking What has worked for you What has not worked What do you want to get out of the session?

4 Why is it useful Access to opportunities Hidden job market 70% jobs found through networking 60% all job openings never advertised Builds confidence Opens doors Raises profile Provides Information insider s view Expands contacts access to other networks Everyone you meet is only 4-5 people away Improves chances for speculative applications A referral generates 80% more results than cold call Good preparation for interview

5 Some thoughts Good networking is simply the development of mutually beneficial relationships (Steven DSouza) While company loyalty might be on the decline, it appears interpersonal loyalty is on the rise. (Lou Adler)

6 Networking Myths & Gripes Networking is only for extroverts and I m shy Shy people are extremely effective at networking because they ask people about themselves and listen well People will be annoyed if I ask them for help How would you feel if The only people worth networking with are those who can offer you a job Making meaningful connections with people can lead to introductions and insider tips Small talk is awkward and I don t like to schmooze No one likes a schmoozer! Be genuine and honest, and feel free to talk about things other than the weather Networking is selfish Develop your approach. Learn about the person before you ask anything of them. DON T ask for a job ask for an informational interview

7 Networking Truth The goal of networking should be to help other people. It s far more important to understand their needs before you tell them about yours.

8 Activity Write down a simple but genuine problem or challenge you are facing. E.g. I don t know what to do this weekend, I can t find the time to go to the gym, I don t like attending networking events Go around the room, and spend 2 minutes to introduce yourself to people, and discuss your problems. Make sure you offer at least one solution to their challenge. Do this with 2-3 people

9 Getting started

10 Typical evening event

11 Typical evening event You will never see more than 6 types of group Individuals Open Couples Closed Couples Open Trios Closed Trios Bigger Groups

12 Preparing for a networking event Research organisation, individuals you might meet Decide what you want out of the event Specific information? New contacts? Prepare your pitch/introduction: Quick description of who your are/what you do 30 second cv

13 Networking - basics Get the dress code right Cultural awareness body language, eye contact, space Positive introductions, invitations, next steps Opportunity to talk in more relaxed setting

14 Getting started I notice that your company is involved in. You seem to focus on area x, I ve taken a course in (relevant topic) and have some experience in... What led you to join? I ve looked at your online application and am interested to know what you are really looking for in the motivation question

15 Elevator pitch An elevator pitch is a concise carefully planned and well practiced description about you that anyone should be able to understand in the time I would take to ride up an elevator Standard Bank s skills seminar 2012

16 Pitch perfect Scenario One Your name or area of expertise How you help What you do Why you re different or the best A call to action Scenario Two Your name, background What you are doing now Your career goal What help you need to meet you goal (specific) How much of their time you need

17 A worked example... Hi, I'm Lisa, Lisa B. Marshall. [My name] I m a communication expert who helps people improve their public speaking, interviewing, networking, and web communication. [my area of expertise, and how I help] I offer workshops, keynotes, and consulting. I'm also host of a weekly podcast called The Public Speaker and I recently completed an audiobook on interviewing skills, called The Public Speaker's Guide to Ace Your Interview. [what I do] My programs are packed with research-based content that is very practical, actionable, and fun. [why I m different or the best] To listen to the free podcast, or hear a clip from the interviewing audiobook, or to learn more about my services, visit [my call to action or what I want you to do]

18 Light, Camera, Action! 5 minutes to work on your pitch individually Get into pairs Each member will have a chance to practice their pitch Each listener to provide 2 good points and 1 area for development

19 Ending It was a pleasure to meet you Thank you for your time I won t take up any more of your time Get details/business card (if appropriate) If you have details follow up with thanks Awkward exits

20 Follow up Jot down notes on way home/immediately after Easy to forget finer details of conversation Select useful information Prioritise, refer to original objective, get rid of spam Send with hook! Jog their memory, common ground, timing Build your Black Book Organic, organised, order for future

21 And remember Don't become the sort of networker who only contacts people when they are looking for a job that's not the way to build lasting, successful relationships. Successful networking is an ongoing career activity Guardian careers blog

22 Other resources General advice; How to network effectively Echo /15/creating-your-30-second-pitch/ h_dos-donts.html

23 Networking who, where family & friends department, institution, peers, alumni guest speakers, visiting fellows employers

24 Networking on-line Build a professional presence: Differentiate from personal Profile; key words Keep up to date Research potential contacts Connect with alumni and others start with warmest contacts

25 On-line presence Everyone s career will be understood by what we say through online communication such as facebook, , twitter so learn to be digitally articulate and literate Charlie Beckett, POLIS Director, LSE

26 Employers & social media 19% - Social media strategy 35% - working out how to maximise it 60% who don t use social media want to start Linked in; Twitter, Facebook Source: CIPD

27 Online reputation

28 Informational interviews Prepare thoroughly Research industry, organisation and individual Short time sufficient Choose approach which works best for you and context: Prepared pitch Dress appropriately; arrive promptly Ask well prepared questions Etiquette offer to pay Personalized thank you note

29 Informational interviews During: Open ended questions Actively listen and show you understand Be enthusiastic, positive and professional Make brief notes Ask if they have any other appropriate contacts Thank them for their time After Follow up on any information gained Act on any new leads/info Keep in touch if appropriate Formal thanks (handwritten?)

30 Some thoughts How did you get started in What do you enjoy most What are the challenges How did you get into this field? What is a typical day like? If they have spoken at an event: You mentioned that - you have not always worked in x how did you get into it? When you said there is a huge amount of chance in the industry at the moment - what do you think the drivers are behind this?

31 Some thoughts What s it like to work in this industry What s your role like on a day to day basis Who are the key players Which skills are most relevant What are the baseline requirements What is your background How did you progress to your current role Have you any advice to offer someone starting out in this industry/professions Is there anyone else you would recommend I speak to? What do you wish you had known at the start of your career?