Practical Tips and Techniques for Getting to the Right People with the Right Messages

PRESENTED BY: DON WEINTRAUB, EXECUNET MANAGING DIRECTOR

Networking is a critical “life skill.” Knowing how to effectively network will serve you well throughout your personal and professional life.

If you’re currently in “job search mode,” it’s most likely that your next job will be facilitated by someone who was a stranger when your search began.

An effective job search strategy requires you to get out there to both meet new people and maximize current relationships.

For those of you who are INTROVERTS—push yourself no matter how uncomfortable you feel. There is an option, however, continue to be unemployed or dissatisfied with your current job.

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Your Job Search Strategy and Plan must have both a Push and a Pull Strategy.

Your Push Strategy requires:

A plan with clear goals and success metrics

World-class personal marketing collateral

Recruiters to help you identify “hidden jobs”

Responding to “posted jobs” (knowing they represent a small fraction of all available jobs)

A well-designed Networking plan-of-attack

Your Pull Strategy is equally critical because so much of your eventual success finding a new role is predicated on being easily found.

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For each networking encounter, decide:

With whom you’re hoping to speak and why

What you plan to say/share and why

What you’re looking to accomplish

How you’ll know if you’ve succeeded

What to bring as a “leave behind”

What you’re prepared to give in return for the favor you’re about to receive

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In my experience leading networking groups and doing networking coaching, it’s clear that many of you are uncomfortable with and/or resist networking. When I ask why, here are the top five explanations you’ve shared:

#5) I don’t know where to go or what to say.

#4) I’ve never been unemployed/had to do this before.

#3) I had a bad/uncomfortable experience in the past.

#2) I’m an introvert and don’t like interacting with people I don’t know.

#1) I don’t like asking for favors.

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#5) I don’t know where to go or what to say.

Easily fixed. Shall I tell you where to go and what to say?

#4) I’ve never been unemployed/had to do this before.

You’ve been very lucky but we live in different times and they require different actions.

#3) I had a bad/uncomfortable experience in the past.

Sorry to hear it. It’s time to move on.

#2) I’m an introvert and don’t like interacting face-to-face with people I don’t know.

Then network with people you do know or do it virtually.

#1) I don’t like asking for favors.

Either get over it and/or find opportunities for you to give before requesting help.

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ExecuNet runs “Connections Meetings” in 30+ North American cities.

Other highly recommended national groups:

◦ Association for Corporate Growth (ACG)

◦ Corporate Directors’ Forum

◦ If you know of others, please share them now.

Were you aware that on the ExecuNet member site, you can reach out to any other member—even strangers?

Targeted LinkedIn Groups offer great potential.

Tap into religious, alumni, military, former employer and/or volunteer groups. Any other suggestions?

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Throughout your search process—from writing a resume to networking

to interviewing to negotiating to landing and onboarding—one of the

most critical (and poorly done) elements requires your knowing your

uniqueness (Value Proposition) and being able to articulate it fluently.

When networking, you’ll get a few seconds of another person’s attention.

◦ How will you maximize this opportunity?

◦ What do you want them to learn/know/take away about you?

What can you share that will generate questions/lead to a conversation

and a willingness to help you?

Do you have a “wow factor” buried in there somewhere?

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One-on-One OR

In a Group

With People You Know

OR With Strangers

Face-to-Face Voice-to-Voice

OR Virtually

In a Formal Setting

OR In an Informal

Setting

Before Networking:

o Carefully choose your networking spots. o Set goals for what you hope to achieve and measures of success. o Know as much as possible about the person(s) you’re about to meet. o Be “practiced and fluent” sharing your Networking Value Conversation. o Prepare a memorable leave behind and bring it with you.

During Networking: o Remember, you only get one chance to make a lasting first impression. o Be Interested first, Interesting second. o Offer to help first, to ask for help second. o Look for the “hooks” that connect you to others. o In a face-to-face/group setting, circulate and meet as many new people as

possible. o Wherever appropriate, schedule a follow-up conversation and/or ask for

referrals.

After Networking: o Follow-up as promised and do so in a timely fashion. o Schedule your next networking adventure while you’re still engaged. o Remember, this process is more like a marathon than a sprint.

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Most people you know/approach say they will help, mean it when they say it and then quickly forget what they’ve promised. It’s not personal—it is what it is.

Most people you’re expecting to help will disappoint you. A few people you never expected to help you will step-up and surprise you.

Offer help before you ask for help.

Make your requests for help as specific as possible.

If I only had one suggestion to make, it’s to find the “enthusiastic introducers” in your network—those who get great pleasure making connections and helping others—and tap into their generosity.

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Everything I’ve shared about networking when you’re in job

search mode applies once you’re re-employed.

In most cases, your biggest networking obstacle is you. Get over your discomforts; get out of your own way or live with the consequences.

Never just show up and hope for the best. Plan, prepare, circulate, offer your help, share the two/three things you want others to know about you and make sure to follow-up.

Your next job is MOST LIKELY to come to you through a stranger—someone you didn’t know before starting your search. If you’re not networking effectively, your sabotaging your success. It’s time for a change!

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Partner with a skilled team of career and business coaches, marketing

strategists, HR professionals and executive recruiters who have proven track

records of helping executives in career transition and beyond.

Get Started Now.

If you aren’t ready now, we’ll be happy to follow up with you. Please provide

your name and email address here:

http://www.execunet.com/events?id=9130

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