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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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
Definition and importance
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Let’s get started
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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
Preparation
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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
Initial Contacts
Execution: Networking process
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Job OpThank You
Track Production Follow Up
© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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
© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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Get & stay organized
• Manage contacts, telephoning, meetings, etc.
• Too much information to manage
• TraCard system
–Paper-based–Quick–Portable
© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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
© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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
© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
Productivity
• Busy or productive?
• Track production
• Measurable results
• Daily production• Weekly production• Goal achievement
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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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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
© 2009 Networking Steps, Ltd. www.NetworkingSteps.com
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