We gratefully acknowledge that this program is based on materials provide by:

–Marketing Executives Networking GroupSVCC-Saddleback Church Career Coaching &

Counseling Ministry

1. Decide What You Want Next

2. Develop a Killer Resume

3. Write & Rehearse your Public Profile

4. Spend 2/3rds of your Time Networking5. Use Internet Resources 1-2 Hours Daily

6. Send Resumes to Recruiters

7. Prepare for Your Interview

8. Be Accountable to God, Family & Self

If you come with the intention of serving others, everyone will be well served

Why you should spend 2/3rds of your time networking

Why networking works

When to use the 3 different ways to network◦ Telephone; Internet; In personEssential networking tools for everyone to use◦ Elevator speech◦ Networking bio handout◦ Business cardsBest Practices networking tipsDo’s & Don’ts of networkingWhy LinkedIn is such a valuable networking toolHow to tap the market for “Hidden Jobs!”

It’s a FACT! 80% of Jobs are NEVER advertised!

Math Geometric GrowthHidden Job MarketRelationships

You

YourNetworking

Target

To make this work, you MUST define your target!

It’s simple mathematics!

◦ 1 in 20 personal meetings results in a job opportunity

How many job opportunities doyou want to find?

With what company would you like to speak?

Who knows someone at that company?

Who knows someone who knows someone at that company?

Who knows someone in that industry?

What is a “hidden job”?◦ Not advertised

◦ In the process of being created

◦ An open job that hasn’t been filled

◦ An unmet need in a company

◦ A problem that needs a solution

Why do YOU get the Why do YOU get the ““hidden jobhidden job””??◦ No one else has applied

◦ The hiring manager has met you and likes you

◦ You meet all the major requirements

◦ The hiring manager sees a solution for an unsolved problem

Applying for a job thatApplying for a job that’’s s already postedalready posted◦ 200-300 applicants…or more

◦ Internet postings “turned off”after a few hours because they already have enough resumes

◦ 1 to 5 minute resume screening

◦ Screening by HR department who has NO hiring authority

◦ If invited to interview, you are one of many candidates

Applying for a Applying for a HIDDEN JOBHIDDEN JOB◦ You’re the ONLY applicant

◦ You’re the ONLY applicant

◦ 5 to15 minute in-person screening

◦ Screening by the person with authority to hire you

◦ If invited to interview you are the ONLY candidate

Build rapport

Establish multiple contacts with the same person

Go out of your way to help the other person (whether they help you, or not)

Networking won’t work well if you treat it as a one-way street for gathering information

It’s simply human nature!

◦ You have a much better chance to get someone to listen to your story and see your strengths if they start off liking you as a person

How much effort are you willing to put in meeting new people and

building rapport?

Be Honest

Be Sincere

Be Yourself

ProblemIt’s not my personality

I’m not in sales or marketing

I don’t like bragging or selling myself

I feel like I’m taking advantage of someone

Networking only works for executives in big companies

SolutionSee this as a growth opportunity to learn a new skill

It’s new for Sales & Marketing people too, because they have to sell themselves Don’t brag, just tell the truth, the best way you know how

Truly look for the opportunity to help the other person

Networking works for everyone; it especially works for people who get to meet more senior people and for specialized jobs

20%

Spend 2/3 rds

of your time NETWORKING

20%

Telephone◦ Most efficient process

Each call takes only 5 to 10 minutes of your timeZero cost (on an unlimited calling plan)Most caller friendly –only takes 5 to 10 minutes of their time

◦ Great quantity process to acquire lots of names◦ Opens up contacts anywhere in the U.S.Internet◦ Least intrusive process

Gives contact time to respond◦ Good quantity process ◦ Slow: requires long time to meet your networking objectives In-Person (Respect people’s time –Limit to 15 minutes)◦ Most effective process

Best way to build relationshipsIn-Person is COSTLY, in money and time; Use when the payoff is high

In-Person◦ If this is someone who could hire me◦ If this person would be a high potential recommender◦ If they have lots of networking contacts that I need to make◦ If this is someone I need to know for the long term Telephone◦ To start building a personal relationship◦ To quickly follow-up with someone I’ve already met◦ If this person lives at a distance◦ If this is a busy person who is hard to reachInternet◦ For “cold call” introductions to people I don’t know (LinkedIn)◦ Key approach for follow-up to in-person and phone meetings◦ Send job leads or relevant info to help someone◦ To introduce myself to recruiters

ID Target

Set Objective

Choose Vehicle• Phone• Internet• In-Person

Make Contact

Follow-up

How to Network

Create a Weekly Networking PlanCreate a Weekly Networking Plan

Who do I need to contact?Who do I need to contact?

What do I need to accomplish?What do I need to accomplish?

Which vehicle is best for each person?Which vehicle is best for each person?

Create and meet daily contact goalsCreate and meet daily contact goals

Maintain a contact list to be sure that you have Maintain a contact list to be sure that you have followed up many times with each personfollowed up many times with each person

Build Relationshipwith this person

Get 2 names

Get Industry information

Get Career information

“Review my resume”

Set up a meeting

How to Network “Why I am Calling?”

Create a Weekly Networking PlanCreate a Weekly Networking Plan

Identify hidden job

Demonstrate availability

Meet potential employer face-to-face

Develop networking relationships that could lead to a recommendation

How to Network “Why I am Calling?” What I Hope For

Create a Weekly Networking PlanCreate a Weekly Networking Plan

ID Target

Set Objective

Choose Approach• Phone• Internet• In-Person

Make Contact

Follow-up

Build Relationshipwith this person

Get 2 names

Get Industry information

Get Career information

“Review my resume”

Set up a meeting

Identify hidden job

Demonstrate availability

Meet potential employer face-to-face

Develop networking relationships that could lead to a recommendation

How to Network “Why I am Calling?” What I Hope For

Create a Weekly Networking PlanCreate a Weekly Networking Plan

Start with a list of ALL of your contacts(250 should be easy)

Tell everyone you meet

You know you are effective when most of the people in your network are people you did NOT know when you started the process

PERSONAL

•Friends

•Neighbors

•Relatives

•Teams, groups, associations

PROFESSIONAL

•Superiors, Subordinates

•Fellow employees

•Clients, Customers

•Suppliers

Great sources of information about their ex-employers◦ They can speak openlyThey know about all kinds of open positionsDon’t view others in transition as “competition”◦ They can refer you to jobs that they don’t want or for

which they are not qualified◦ Even with similar backgrounds, the match to a job is

generally so specific that there is no need to competePeople with different career backgrounds may be your biggest allies◦ They are listening for openings and happy to help you

Use networking leads to research target companies◦ Identify key players currently at the company◦ Identify people who left the company and find out why they left

(LinkedIn is great for this)◦ Identify open positions◦ Which recruiter(s) does this company use?Use networking to explore new industries or careers◦ Create a list of questions you really want answeredUse networking to find out how well your personal strategy is being received◦ “Review my resume”◦ Ask about how realistic your objectives are◦ Get feedback on your elevator pitch

Maintain a complete phone and e-mail listUse a system◦ Outlook Contacts data base on your computer◦ Written lists, address book◦ Excel◦ Tables (Word)◦ ACT!, Goldmine, Maximizer, ProBizKeep notes◦ Every contact should have a mutually beneficial action item

and follow up dateWhat was said in your last meeting?When do you need to follow-up again?

Develop a separate contact list in LinkedIn

Permission to say “_____suggested I contact you”◦ A door opener◦ Help to turn a

“cold cold” into a “warm introduction”

A “referral” is NOT a “recommendation◦ There is no “endorsement” since you don’t really know

the person

If it’s not clear, make sure that theperson providing the referral is explicitlygiving permission to use their name

If you end a networking If you end a networking discussion and dondiscussion and don’’t have t have

new referrals to contact new referrals to contact Then you’re doing something wrong!

Sharing your P A I N, and NOT your pain:◦ Passion◦ Accomplishments◦ Interests◦ Needs

Building mutually beneficial, long term relationships

Providing opportunities and leads to others

Begging strangers for a job

Complaining about being in transition and laying a guilt trip on everyone you know who is employed – (Be Positive!)

Passing out business cards to everyone you meet

Stalking friends and neighbors who work at your dream company

Elevator Speech

Telephone

Target Company List

Contact List of Referrals

Business Cards

Networking Bio Handout

My name is….

I’m calling at the suggestion of….. and I’m looking for a little help.

I am a ……. (brief background description) and I am looking for ……… (briefly describe ideal position)

State objective of call and repeat request for help(For example: I’m looking for contacts in your industry and I wonder if you’d be

willing to provide me with the names of a couple of people I could call.)

36

JOB OBJECTIVEConsumer Products -Internet Sr. Executive

Targeting natural products, beverages, H&BC and housewares businesses.WHAT CAN I BRING TO A BUSINESS?

• GROWTH – Feed the growth engine with accelerated new product introductions.• FINANCIAL RESULTS –Improve profits with a focus on the bottom line.• PROFESSIONALISM –Enhance programs with consumer packaged goods expertise.

• VISION –Strategic leadership to strengthen organizational focus.

• TEAMWORK –Create buy-in to plans through collaboration.

• ENERGY –Pick up the pace through entrepreneurial drive and leading by example.EXPERIENCE

COMPANY

MyNutritionStore.com

Naturade, Inc.

Pharmavite, LLC

Dep Corporation

Block Drug Co. (GSK)

Myers (Drackett)

O-Cedar Brands

FUNCTIONS

C-Level Leadership

Strategic Planning

New Products

Sales Management

Product Management

Advertising

INDUSTRY

Nutraceuticals

Dietary Supplements

Natural Foods & Beverages

Health & Beauty Care

Health Care Services

Household Chemicals

Housewares

Infant & Toy ProductsSIGNIFICANT ACCOMPLISHMENTS• Launched an internet start-up including strategic leadership of user interface, design and functionality for a custom, multi-

tier, e-commerce web engine at MyNutritionStore.com1. Launched and grew Naturade Total Soy™ to a #1 share by out positioning giant competitors with a weight loss strategy2. Drove a 500% profit increase at O-Cedar Brands through product mix shift and cost reduction initiatives.

3. Grew the Home Depot account from $7 million to $20 million using a tailored category management analysis

4. Led Pharmavite into the Herb category creating a new $50 million brand5. Increased profits 50% and sales 18% at Dep Corporation through TV advertising to revive declining brands

TARGET COMPANIES$50-$300 million consumer products companies throughout the Ideally involved with beverages, natural foods or health & beauty care. Target companies include:

Hansen’s Beverages NBTY Schwarzkopf & Henkel Hero Nutritional

Products WD 40 Lifetime/Nutritional SpecialtiesAdvanced Medical Optics Sambazon Hain Celestial

Precision Pet Products Wholesome & Hearty Gibson Overseas

JOHN HAZLINBRAND BUILDER

21811 Summerwind Lane Huntington Beach, CA 92646Phone (714) 904-2510 • E-mail : JHazlin@aol.comCreate a

Networking Bio Handout

Make sure you exchange contact information

Have an action item of what you can do for your network contact

Ask contacts for information, not jobs

These events can be valuable, but should NOT be the primary focus of your networking effortNetworking Groups◦ You should be able to do this for FREE◦ Saddleback Church (1st Monday of the month)◦ Mariners Church (1st Monday of the month)◦ SSJ –Career Renewal (1st Thursday of the month)◦ CafeNet (Orange County & LA)◦ Consider carefully before you pay moneyTrade ShowsJob FairsSocial and Civic Events Professional OrganizationsTrade Associations

Long run networking success depends on your willingness to

continue to build new relationships

after you find your new job

TimeAllocation Activity Primary Site

50% Network LinkedInTimeAllocation Activity Primary Site

20% Build your public profile LinkedIn

20% Research companies and LinkedInpeople

10% Search for job postings Multiple

Make “connections” with abandon◦ Send everyone you meet to LinkedIn to see your profile◦ Now you have all their background and contact info

Join 50 Groups This geometrically expands your network even if you haven’t established many “contacts”Do NOT get daily postings“Invite” important group members to “join” youSend “invitations” to everyone in your networkAn easy way to follow-up and stay “top of mind”Include your LinkedIn URL on your business cards and networking bio

Establish well-defined networking targets◦ Exactly who are you trying to reach? Company? Title? Person?Track your progress◦ Time yourself daily to see how much time you network◦ Count the number of calls/e-mails

Attempts (20 per day is easy)Completions

◦ Set an objective for each succeeding dayTime spent; Attempts; Completions

Perfect your telephone elevator pitch◦ Complete 20+ calls this week◦ Make changes as you go to see how the response variesSet up 2 in-person meetings for next weekSet up your LinkedIn profile and unique URL◦ Join LinkedIn Groups

Download this presentation and handouts atwww.SSJ.org (click Career Renewal under Ministries tab)