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Network Brilliantly – for Business & Professional Growth
Thursday, January 19, 2017
By Dana Manciagli Networking and Career ExpertTrainer, Columnist, Author, Coachwww.DanaManciagli.com
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AS FEATURED IN:
Global Career & Networking Coach and
Instructor
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What you will learn…
© 2016 by Dana Manciagli
1 2
What is
networking and
its importance
3
How to develop
a great job
search
networking plan
3
Types and
techniques of
networking
4
Tricks and
mistakes in
networking
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© 2016 by Dana Manciagli
The Challenge
4
Networking for
professional success…it’s in
pretty bad shape
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Don’t be Brad
© 2016 by Dana Manciagli
Elizabeth worked with Brad 5 years ago and they have not kept in contact.
Brad recently learned that Elizabeth is now the CEO of one of his target
companies
5
Hey, Elizabeth, how are ya? I just learned that you are at
Compass Company. I would like to pick your brain about
opportunities with your firm. Let’s do coffee. What time works for
you?
Cheers, Brad
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Is this you?
© 2016 by Dana Manciagli
Pamela and Sharon, both sales executives, went to an evening
networking event hosted by the local Chamber of Commerce.
6
The event started at 6:00 p.m. but they got there at about 7:00 p.m.
Together, they got a drink,
found an empty table to stand
at, and talked about “life.”
Sharon met one interesting person in the
drink line and Pamela bumped into an ex-
peer from a prior company as she was
getting her coat to leave.
On the way home, they both agreed it was a terrible waste of
their time.
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Poor Charles
© 2016 by Dana Manciagli
Charles is 42 years old, new to Chicago, and has a big quota to fill!
7
He is trying to meet new prospects and develop a pipeline.
f
He’s spending all day either on his
computer or calling the switchboard of
the target companies in Chicago, trying
to reach someone to talk to.
After six months, he is
frustrated and insecure about
his ability to meet his numbers.
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Conclusion
© 2016 by Dana Manciagli
All of the above have one thing in common.
8
They have not learned how to network for business
success.
They don’t appreciate the need
for preparation, professionalism,
and a process.
So here is the solution
for networking…
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© 2016 by Dana Manciagli
Solutions
Here are 4 steps to
network for business
success.
9
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© 2016 by Dana Manciagli
Networking Step #1
1
10
Have a Networking Plan
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© 2016 by Dana Manciagli
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1. Have a Networking Plan
Your
Mission
To identify people who can…
…help you learn …help point you
to resources
…introduce you
to someone
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© 2016 by Dana Manciagli
12
You have a Networking
Plan handout!
Handout in the “Handouts” section of this Webinar
Get ready to do the work!
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© 2016 by Dana Manciagli
13
Build your targeted networking plan
Business Goal(More people in target companies, new
target companies, lead follow up)
People I know(Those who could help you learn or grow in
some way, point you to resources, introduce
you to someone else, or mentor you.)
New People to Find(Titles, names)
A.
B.
C.
D.
E.
F.
Current & past peers
……………………….1.
2.
3.
4.
5.
6.
Friends & Family
………………………………
Current & Past Managers and Mentors
…………………………..
Peers or Friends in other organizations
………………………………
Contacts from industry organizations
……………………………..
Customers, partners and competitors
…………………………....
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© 2016 by Dana Manciagli
14
How to find strangers to connect with
Face to Face Networking – Big Events or
One-on-One
It is not always easy, comfortable, or interesting to
meet total strangers.
You will make some mistakes and feel awkward or
silly at times.
Dive in. You will learn with practice.
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© 2016 by Dana Manciagli
15
Events that tie to your professional goal
Seek out industry events that tie to your business goals
Special Interest Groups, or SIGs
Annual or quarterly industry awards
Live monthly or quarterly events
Dinner meetings and presentations
Online Community Forums
1
2
3
4
5
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© 2016 by Dana Manciagli
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Your local U.S. Business Journals
You can find
multiple
networking
opportunities in
your city’s
Business Journal
in 42 cities across
the U.S.!
Special YANG Discount: http://tiny.cc/YangBJ
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© 2016 by Dana Manciagli
17
2. Online Networking (LinkedIn)
Online networking with total
strangers is the most under-
utilized form of connecting,
and the type you NEED to
use while job searching.
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LinkedIn is
your most
important
resource for
Networking
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© 2016 by Dana Manciagli
The Challenge
19
I have a LinkedIn profile
and connect with people I
know…now what?
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Let’s clear some basics
© 2016 by Dana Manciagli
1. Will you submit my credentials to the EMPLOYEE REFERRAL
SYSTEM?
20
3. On LinkedIn, search for college or graduate school alumni who
work at the company. They are highly likely to help you.
A. Name
C. Photo
D. Headline
B. URL - customized
E. Location
G. Contact Information
H. Experience
F. Industry
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21
Search and Connect with Total Strangers
© 2016 by Dana Manciagli
1 The “Advanced” button is now your best
friend…
…search companies and people
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22
Narrow your search…
© 2016 by Dana Manciagli
By geography
By industry
(keywords)
By title
By company
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5 Key LinkedIn best practices
© 2016 by Dana Manciagli
1. Will you submit my credentials to the EMPLOYEE REFERRAL
SYSTEM?
23
3. On LinkedIn, search for college or graduate school alumni who
work at the company. They are highly likely to help you.
1. Build a professional LinkedIn profile
3. Build a professional reputation
4. Conduct great research on LinkedIn
2. Build a relevant LinkedIn network
3. On LinkedIn, search for college or graduate school alumni who
work at the company. They are highly likely to help you. 5. Move your LinkedIn Connections to “In Real Life” (IRL)
conversations
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LinkedIn Role-play
scenario:
• I’m a NEW Manufacturer’s Rep for 10 lines
• My “territory” is to get our brands into online marketplaces such as Amazon
and specialty online distributors.
• Need to find the BUYERS of my products: starters, alternators
• I have a target list but I need NAMES of the buyers and build a pipeline
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25
Steps to Connect with Total Strangers
© 2016 by Dana Manciagli
1. Check your own network
2. Advanced Search for new names
3. Build your target list, prepare your introductions
4. Make Connections
Connect professionally w/customized message
Wait for them to accept your connection
Use their e-mail address to request a meeting
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26
DON’T Use LinkedIn For…
© 2016 by Dana Manciagli
E-mailing
Setting up meetings
Following up on meetings
Broadcasts to your connections
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© 2016 by Dana Manciagli
Networking Step #2
27
Ask for Help with a Purpose
2
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© 2016 by Dana Manciagli
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Project a confident, prepared professional
Get over the awkwardness, shyness, and the embarrassment
of asking for connections to help you sell.
Change the way you present yourself.
Use your well-rehearsed “pitch” when at group networking
events, meeting strangers, reaching out to cold
relationships.
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© 2016 by Dana Manciagli
Networking Step #3
29
Rehearse and prepare yourself
for great networking
3
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© 2016 by Dana Manciagli
30
Prepare for that first impression
From the strong handshake and eye contact, the first words out
of your mouth, all the way to the closing handshake and smile.
In front of a mirror or in your mind, practice
what you will do and say.
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© 2016 by Dana Manciagli
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Here is a Short Check List
1
2
3
4
5
6
7
Pad and pen for note-taking…don’t EVER go to a meeting without it…and use it!
Company brochure, flyer.
Business cards—with your contact information and social media links.
A list of your target prospects, alliances, companies, target positions, target
industries, etc.
The right attire. No perfume, cologne, cigarette smoke, bad breath, or body odor.
If via phone, script a voicemail message, battery power for your cell, etc.?
A watch. If you asked for 30 minutes, it’s your duty to watch the clock and end on time.
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© 2016 by Dana Manciagli
Networking Step #4
32
Follow up immediately with
every network contact
4
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This is where bad form turns ugly
© 2016 by Dana Manciagli
33
Networking or “connecting” is the process of
building a two-way relationships for the long
term.
When an executive or sales professional
either doesn’t follow up multiple times or
disappears, it’s called “using.”
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Rules for following up
© 2016 by Dana Manciagli
34
At the end of every day or beginning of the next day, thank
everyone who connected with you.
In your thank you note, include some insight about the meeting
(from the notes you took!) and have a next step, such as, “I will
keep you posted about my progress…”
All people who have helped you want to know how
your business effort is going. Consider them part of
your advisory board or team and keep them updated!
1
2
3
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Rules for following up
© 2016 by Dana Manciagli
35
When you meet an interesting, relevant, or helpful
person, here are some recommendations on how to
follow up:
4
Bing or Google their name—you can find additional information to help you
Write a formal email within 48 hours, indicating that you enjoyed meeting them
Send a LinkedIn invitation
Follow the person on Twitter.
Enter the information into your Outlook Contacts
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© 2016 by Dana Manciagli
Tricks
#1 Trick for making
networking like
breathing
36
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1. Get into a rhythm
© 2016 by Dana Manciagli
37
Get into a rhythm or pattern every time you meet someone
new, either face-to-face, via phone, or online.
Capture their information in a contact AND connect with them on LinkedIn.
Put a date in your calendar to follow up with them.
Put another date in your calendar to follow up with them again.
Send them a thank you note within 48 hours.
Send other thank you notes if someone else connected you to this person.
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© 2016 by Dana Manciagli
Mistakes
Some common
mistakes in
networking
38
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1. Dominating the conversation with your agenda
© 2016 by Dana Manciagli
39
Remember! You are there to listen and learn. Identify the
key individuals then follow up them on the next day.
Naturally, if they ask, “What kind of business are you in?” then
you have your well-prepared, short version all ready.
Say 3 short things then stop talking.
“Be Interested, Not Interesting”
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© 2016 by Dana Manciagli
40
2. Asking them to email you or to follow up
Don’t ask them to email you.
Period. You drive!
YOU are the product that you are selling and YOU need
to drive the network process, even when selling.
Take accountability and say “May I send you an email
proposing some times for us to talk again?”
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© 2016 by Dana Manciagli
41
3. Not dressed appropriately for networking
Some networking events are business attire or business
casual. However, since you are the job seeker, you need
to be sure you are on the formal side.
When in doubt, dress formally. First impressions do
count, so I prefer you look like a great candidate than be
underdressed.
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© 2016 by Dana Manciagli
42
4. Bugging or annoying your contact
If you contact someone 3 times and
they do not respond, then you should
stop. The “Law of Threes”.
At an event, don’t follow someone
around or dominate their time.
Wait a few weeks and try one more
alternative approach.
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© 2016 by Dana Manciagli
Homework
Homework
Assignment
47
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© 2016 by Dana Manciagli
1. Prepare to network
48
Build your Networking Plan. Use the template handout.
Assure your LinkedIn profile is 100%
Have business cards, pad, pens, and a portfolio.
Have a clear goal when asked “what are you interested in?”
Register for networking events.
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© 2016 by Dana Manciagli
2. Set aside specific time for networking
49
Put the time in your calendar.
Use the time to make new LinkedIn contacts, cold call,
follow up on people you have met, and attend new
functions or online discussions.
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Connect with me everywhere!
DanaManciagli.com or [email protected]
DanaManciagli
@DanaManciagli
DanaManciagliCareerCoach
CutTheCrapGetAJob
082113 50