Networking Campaign Workshop

Networking Campaign Networking Campaign WorkshopWorkshop

Presented toPresented to

Jewish Family ServicesJewish Family Services

April 5, 2012April 5, 2012

The Relentless NetworkerThe Relentless Networker

What today is about

• Setting goals

• Understanding expectations

• Learning about yourself and others

• Connecting

• Being patient

• Being persistent

• Understanding who this is all about


Make Networking a Part of Every Week

• Every week. All the time.

• Call your contacts. Call on your contacts.

• Call new acquaintances.

• Call forgotten connections.

Formulating a Campaign

1. Set a strategy that matches your goals

2. Be deliberate in your execution.

3. Focus on your targets.

4. Use your tools effectively.


Setting Goals

• What kind of work do you want to do?

• Where do you want to work?

• How soon (realistically) can you be on the job?

• How much do you want to make?



Exercise

• List your goals

• Share some examples

1. Set a strategy

• Where will you go?

• Who will you talk with?

• How will you engage them?

• What will you leave with?



Where will you go?

• Go where your “clients” will be:

o Networking groups.

o Chambers of commerce.

o Associations.

• Keep your contact channels fresh.

• Remember everything has a shelf life.


Who will you talk with?

• C-level executives.

• Company owners.

• Consultants.

• Other job seekers.


How will you engage them?

• “What brings you here today?”

• “Are you a member of this group?”

• “How do you know (the name of the host)?”


Exercise

• List your strategies

• Share some examples

2. Be Deliberate

• Prepare.

• Have confidence; keep a positive attitude.

• Be consistent.

• Be direct

• Have manners.



Prepare: Set Weekly Goals

• How many new contacts will you add?

• Weed out those who have moved on.

• Recommend people.

• “Like” comments.

• Post comments and information.


Have Confidence

• Be positive.

• Keep your head up.

• Remember you are a “company of one.”


Be Consistent

• Circulate an accurate resume.

• Remember your messages and keep them similar.

• Be yourself.


Be Direct

• Get to the point.

• Make your follow up calls promptly

• You will be forgotten (or least not remembered) if you don’t follow up

• Time is money—and relationship equity


Be Polite

• You only get to make one first impression

• Courtesy is contagious

• How you act is just as important as what and who you know


Exercise

• Stand up and give us your elevator speech.

3. Focus on Your Targets

• Do your homework

• Be consistent

• Be persistent—without being rude

• Know when to back off

• Know when to “ask for the business”


Do Your Homework

• Know where you are.

• Remember who you are looking for and talking with.

• Know something about them and/or their company.

• Understand how you relate to them.


Be Consistent

• In your messages.

• Describing what you do.

• With your history.

• Who you know.


Persistence

• Don’t be rude.

• Take the conversation too far.

• Know when to back off.

• Saying goodbye and following up.


“Asking for the Business”

• Know when to ask what question.

• Don’t ask too soon or too late.

• Know your audience.



Exercise

• List your targets.

• Share some of them with the group.

• Tell us why you’ve targeted these companies.

4. Use Your Tools Effectively

• Identity your tools

• Know which one to use when—and how

• Don’t overuse or abuse them

• Keep them sharp


Your Tools• Your elevator speech

• Business cards

• Resume

• LinkedIn profile

• A database

• The phone

• Your voice and appearance

• Your ears

• The thank you note



The Elevator Speech

• Start and finish with your name.

• Distill and quantify what it is you do.

• Get to the point quickly.

• Limit yourself to no more than 30 seconds.

• Customize for your audience.


The Elevator SpeechQualitative Examples

• “We help make families secure.”

• “We help our customers understand their

customers.”

• “Everybody has an image—we help

improve yours.”


The Elevator SpeechQuantifiable Examples

• “I’ve produced events in 35 cities in 21

states and 7 countries.”

• “We’ve increased sales for our clients an

average of 48%.”

• “Our technique doubled a clients’

qualified lead count in 3 months.”


Business Cards

• The single most important piece of collateral you have to give.

• Name, phone number, email at a minimum.

• A title, if it helps reach your audience.

• Source: VistaPrint


Resumes

• Contact information at the top.

• One page, if possible.

• Bullet points; be brief.

• Have it match your other profiles on the web.


LinkedIn & Other Social Media

• Make Facebook, Twitter, LinkedIn and other tools a daily part of your networking strategy.

• Become with familiar with the tools and use them.

• Have a point.

• Keep them current.


A Database

• ACT!, Goldmine

• Outlook

• Excel

• A notebook with collected business cards


The Phone

• Don’t be afraid to call.

• Keep a log.

• Smile when you speak—it shows through.


Your Voice and Appearance

• Improve your posture.

• Be aware of your physical actions.

• Review your wardrobe.

• Become friends with your dry cleaner.


Listen More and Talk Less

• You learn when you listen

• Speak when you are spoken to

• Remember names and details


Write Personal Notes

• To new or existing contacts.

• Focus on quality not quantity.

• Be memorable.


Exercise

• List the tools accessible to you.

• Formulate and practice your elevator speech

• Practice with the group.

Formulating a Campaign

1. Set a strategy that matches your goals

2. Be deliberate in your execution.

3. Focus on your targets.

4. Use your tools effectively.


Resources

• “Networking for Novices,” Debra K Pope (book)

• NDCC’s Networking Skills Workshop, 2nd Tuesday of each month (except March and October. www.ndcc.org (class)

• “Networking Skills That Will Get You the Job You Want,” Cherie Kerr (book)


http://www.ndcc.org/

Paul E Maynard

[email protected]

817-891-1167

www.paulemaynard.com

Contact InfoContact Info

Networking Campaign Workshop

Self Improvement

Transcript of Networking Campaign Workshop