Networking 101 - Building Relationships

Building Professional Relationships in HalifaxAnd Beyond...

Denise DeLong, Project ManagerConnector Program

[email protected]

ALL NETWORKING is AWKWARD

Networking is like vegetables

You know they are good for you but you still don’t eat them

WHY?

Rapport/Relationship Building & The Slow Burn

People do business with those that they like

and trust

Professional friendships are the core of

any successful career or uncovering career opportunities. More great careers are launched through friendships and professional referrals than great resumes.

And ALL the Surveys say…….

o Surest way to find a job

o #1 Search strategy

o HR loves it

o 65% to 85% success

o Unadvertised jobs

Keith Ferazzi

What is networking

Follow Up http://www.youtube.com/watch?v=BGCf7xoxyL0&feature=channelContact into an ally

http://www.youtube.com/watch?v=BGCf7xoxyL0&feature=channel

Networking Self Assessment Quiz:

Here's a quiz that may help you take stock of your job search activity. Answer True or False for each of the following ten statements:

o I am getting at least 2 desired job interviews per month. _____

o I am having lunch or coffee with at least 3 employed people each month in order to expand my networking. _____

o I am confident in interviews and am asked back for second interviews at least one-third of the time. ______

o I am spending less than 20% of my job search time on the Internet. ______

o I am devoting 50% of my job search time to networking with employed people. ______

Networking Self Assessment Quiz Continued:

I am following up with thank you notes, letters, and emails after the majority of my meetings, lunches, and coffees. ______

I am confident that my resume presents me very positively and it clearly identifies my career objectives. ______

I am emailing and calling targeted hiring authorities, following up effectively, and getting meetings. _____

I have a detailed, written marketing plan that defines my target market, my unique value, and my desired goals. _____

I have an overall strategy, I am proactively working my plan, and I know what I need to accomplish each week. ______

Scoring:

Score 1 point for every "True" answer.

o 1-4, a long search of 9-15 months is likely

o 5-6, an average search of 7-9 months is likely

o 7-8, doing well and likely to land in 3-6 months

o 9-10, doing great and likely to land in 1-3 months

* Please note, if you have language challenges, then you have to calculate that consideration into your time line.

Networking OpportunitiesStructured Unstructured

o Scheduled one on one meetings

o Career fairs

o Networking clubs

Chamber of Commerce

Fusion, Halifax Club

o Trade shows

o --------------

oRestaurants

oLibraries

oInternet Chat rooms

oParent groups

oPubs

o---------------

o---------------

Some “rules” to guide you in conversation

o Don’t interrupt.

o Actively listen to answer.

o Listen for purpose, details and

conclusions.

o Determine what wasn’t said? o Think between sentences. o Think before you respond, beforeyou talk!

Six Degrees of Separation (or is it 3?)

Your Turn

Your Task:

Find someone you don’t know.

Find three things you have in common based on things you like to do.

For a bonus point, find one person you have in common.

Start With

o Friends of family

o Neighbours (current and former)

oFriends of friends and their friends of their friendsoEmployers (same)oCo-workersoSocial acquaintancesoDoctor, dentist, lawyeroSchool networksoReligious networksoGym, sports

Family, etc. Friends

To get you started…

GOALS - Activity

S pecific

M easurable

A ttainable

R esults

T ime Limited

OBJECTIVE: To + action verb + single key result + target date

i.e. To introduce myself to 2 people from Irving/Shell by the end of the evening

To set up a follow up meeting with one of those people or HR counterpart by April 1Now it’s your turn-----------------------------------------------

Who are the four people you need added to your network?

Include in your plan how you will make this happen and a date!

The 20-30 second pitch

What do you do? vs. What you are interested in?

Personal qualities and attributes

Professional background

Current job or situation (with highlights)

Past job or situation (with highlights)

Skills

What do you want?

What can you talk about in a 30-second summary?

My name is Sami and I have a background in property management. I run a busy tent and trailer park that includes cottages. For several years I also owned an apartment building in the town of Bedford. I am a positive, proactive and motivated person. I’m looking for work in a similar environment where I can use my skills and knowledge.

Sample Pitch - Sami

Sample Pitch – Xu

I’m Xu Ping. I studied Computer Science and worked in the IT industry as a programmer in Shanghai. When I moved into project management I decided I wanted to study global management in Canada so I chose Mount Saint Vincent. When I graduate I’d like to help start ups bid and implement projects.

I am a _________________________.I have worked/have been working as a ______________ for ____ years.I have ____ years experience in __________________.I have ____ years experience as a _______________.I am a certified / qualified ____________________.My main area of expertise is in ________________.My primary responsibilities / main duties are _________________.My day usually involves _____________________.I’m looking to do something in ________________.I’m interested in working for ___________________.My best skills are ___________________________.

What I really am interested in is ____________________

The area that I’m most excited about these days is __________________

My studies are taking me in a new direction so I’m working on ________________________

I’m hoping to complete/finish/ attain _____________ so I can_________________________

Template to help you with “pitch”. Use some, not all!

How did you contribute to your last organization?

Briefly summarize

Did you save them money?

Grow their business?

Increase efficiency?

Build new programs?

Improve service?

KEY: Summarize your Strengths

Your Turn

Get into pairs to talk through your pitch

Avoid being a networking jerk *

How not to network British Version*

The eye and the exit *

How to turn a Contact into an Ally

REVERSE NETWORKING

oMatt Whitman

oSasha and Isaac will demonstrate

oFind a different partner, and find out what makes them special. Spend 2 minutes exchanging information. Really listen.

oGet ready to practice

Fear Not The Cold Call

oExcept usually not really cold

o Good networking with a bit of research will have given you a referral!

o Monster has templates

o Refresh his/her memory

o SPELL CHECK, every single time…

SAMPLE:I attended your Effective Merchandising Techniques presentation last Friday and introduced myself to you following your lecture. Your speech was very informative and your examples were extremely enlightening; I left with a number of new ideas

o Now according to your goals, what will you ask for?______

Writing- Be Friendly and Professional

1. Appeal for help

2. Showcase your strengths

3. Express your thanks

4. Be positive and upbeat

When you follow up Direct/Concise is preferred

The best way to network is to have other people tell you about what they do and how they do it.

How did you get started in the your business?

What do you enjoy most about your profession?

What separates you and your company from the competition?

What advice would you give someone who wants to work in Global Management in Halifax?

What is the one thing you would do with your business if you knew you could not fail?

10 questions from Endless Referrals by Bob Burg

What significant changes have you seen take place in your profession through the years?

What do you see the coming trends in the beauty and fashion/ digital/ wind energy industry?

What ways have you found to be the most effective for promoting your business?

What do you like best about what you do?

What one sentence would you like people to use in describing the way you approach your career?

5 more sample questions

Volunteering Sit on a Board

Part time work Start your own group

Temporary work E-Networking

“Linked in”, “Facebook” etc.

Networking Alternatives

Thank you!

Denise DeLong

Acknowledgements: Emilie Coyle, Veronica Ennett, Caroline Lodge, Ellen Pilon, ShaziaNawaz, Andrew Leverman

External Advice with Many Thanks: Robert Zed, David Osbourne/Predictive Success