2009 08 Final 1 Hour Workshop Website Deck

Networking StepsPhil Roth

Networking Steps, Ltd.

© 2009 Networking Steps, Ltd. www.NetworkingSteps.com

Who is Phil Roth?

• An expert that has networked into 6-figure jobs over a 30-year corporate career

• Taught job search networking technique for over 10 years with successful results

• Found no one teaching networking details

• What I do is…

Teach and coach people on “How To” do job search networking

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Corporate career path

Company Industry Function Method

Wells Mfg. Co. Foundry Engineer Network

Lindberg Furnace Co. Heavy Equipment Product Mgr., et al Cold Call

Gas Research Institute Energy R&D Licensing Manager Network

Beckley Agency Financial Services Salesman Network

WGC Enterprises Venture Capital Vice President Network

Abbott Laboratories Pharmaceuticals

Licensing & Acquisitions Network

Program Manager Network

Initiatives Manager Network

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Definition and importance

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Let’s get started

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Preparation

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Initial Contacts

Execution: Networking process

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Job OpThank You

Track Production Follow Up


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Create a marketing plan • Need to convey who you

are and where you want to go quickly and succinctly

• Serves 2 purposes

– You understand you– They understand you

• One-page description

• Contains

– Executive summary of where you have been

– Description of where you want to end up


Elevator Speech

• Introduce yourself to people and describe what you seek quickly and spontaneously

• ~ 20 Seconds in length (50 to 100 words)

• Extract highlights from marketing plan

• Well rehearsed

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Initial contact list

• Everyone already has a network

–People know people, even you!• Network development is based upon

your existing network

• Tap into your existing network to begin your job search

• Learn technique to expand

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Get & stay organized

• Manage contacts, telephoning, meetings, etc.

• Too much information to manage

• TraCard system

–Paper-based–Quick–Portable


Phoning

• Phone script: be ready to…

–Get past referral’s defenses• Deal with gatekeepers

–Be effective–Be efficient–Get past objections–Get the meeting

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Meet in person

• See the goods

• People hire those they like and trust

• Get their undivided attention

• You want interviews; this is your first

• Alternatives

–Phone–Email–Letters –Social media


Referrals: It’s the Name of the Game

• Referrals are the lifeblood of networking

–Need quality referrals to keep moving–Without them networking dies

• Should be a part of every networking meeting agenda

• Need to…

–qualify referrals–get endorsement of contact–overcome objections

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Use the indirect approach

• Ask for opinions and referrals

• Asking for a job is a dead end question

• Contact will reveal opportunities

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Follow up

• Thank you notes

• Phone calls

–Not a burden; an opportunity–Live, real-time communication is best –Bring what you can to the relationship–Develop the relationship you created

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Daily high impact actions

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Four things to do during the day:

Phoning for meetings

Traveling to meetings

Being in meetingsFollow up phone calls


Productivity

• Busy or productive?

• Track production

• Measurable results

• Daily production• Weekly production• Goal achievement

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Final thoughts

• Is it in your head or theirs?

• If you always do what you’ve always done you’ll always get what you’ve always got.

• Have fun

• Keep the faith

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More help at www.NetworkingSteps.com • Products available

–Networking Steps: Learn Networking – Get Working–TraCard℠–Coaching

• Free stuff–Articles– Information

• Complete How-To workshop–Beta test 23 Sep 2009


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2009 08 Final 1 Hour Workshop Website Deck

Economy & Finance

networking

2009 networking

business development

project manager

change agent

marketing

abbott laboratories

people