Social Networking SkillsPresented by: Bui Tuan Linh

(Circle of Friends Youth Volunteer Organization www.vongtaybeban.info)

CASABA Dec., 2nd, 2007

Facilitator’s Profile:

Bui Tuan Linh graduated in 2003 with an honor bachelor degree in International Economics from the Institute for International Relations (Ha Noi, Viet Nam). From 2004 to 2007, he worked for a Viet Nam government department, which is in charge of government organization, civil service and public administration reform. Recently, Linh moved to PricewaterhouseCoopers (PwC) Viet Nam as a People and Change consultant. He is going to pursue a Master degree in Organizational Studies in the United States in 2008, as a Fulbright scholar.   In this presentation on “Social Networking Skills," Linh will explain what is social networking, why it is important, where it takes place, and how to build, enlarge and consolidate your social networks.   In the second part of the session, he will facilitate a discussion with the generous participation of Circle of Friends' guests and fellows, coming from various economic sectors and organizations such as Cisco Systems Viet Nam, YKVN Lawyers, Vietcombank Fund, Vietnam Partners LLC, Saigon Securities Incorporation, Savills Viet Nam, Urban Solutions, among others. Guest speakers will share their perspectives of how networking is important to them and provide tips on how to effectively network in this modern, inter-connected world.   The most exiting is expected to be the Q&A session(s) in which participants can challenge all the speakers with what they have, or not yet said. We would like to see our talented and energetic students to be very active in making questions, and participating in group works since this discussion is mostly for them.

If you have any comments or questions, please do not hesitate to tell Linh at linhburgerking@yahoo.com or bui.tuan.linh@vn.pwc.com. Thank you.

More business decisions occur over lunch and dinner than at any other time, yet no MBA courses are given on the subject."

Peter Drucker

Networking…

“Networking is the deliberate process of exchanging information, resources, support and access in such a way as to create mutually beneficial relationships for personal and professional success”.

from Make Your Contacts Count,

by Baber and Waymon

Networking Quotes

• It isn't just what you know, and it isn't just who you know. It's actually who you know, who knows you, and what you do for a living." Bob Burg

• "The way of the world is meeting people through other

people." Robert Kerrigan

• "Informal conversation is probably the oldest mechanism by which opinions on products and brands are developed, expressed, and spread." Johan Arndt

• Networking is an essential part of building wealth. Armstrong Williams

Networking: What is it?

• Reciprocal relationship: look for ways to help

• Request for information and (you hope) referrals

• Relationships over time: show your competence and credibility

Networking Myths

• It’s manipulative: not when you are open about your agenda

• It’s only for extroverts, folks who are good at schmoozing

• They won’t want to talk to me

• They are too busy to talk to me

• “I tried networking…it didn’t work”

What Networking is NOT?

• bothering people

• asking for a favor (job, LoR,)

• being pushy

• a business-card collecting contest

• an one-sided, selfish activity

Networking is NOT Scary

“Networking links needs with opportunities, challenges with possibilities, and problems with solutions.” Source: Donna Reed (www.toolsforachievers.com)

– Bridge Between Needs & Resources– Making Connections– Expanding Your Contacts– Increasing Possibilities– Widening Social Network– Gaining Support & Advice of Others– Relationship Building (long term)

Why is networking important?

• Chaos in the job market: most information not in advertised jobs

• Help you achieve your goals: personal and professional

• Build experience and confidence

Use Networking to:

• Generate career options• Advance in career or

leadership positions• Make a career decision• Open up opportunities to “try

out” career• Locate job or internship leads• Provide emotional support

during the ups and downs

What Networks Do We Have

• Personal Contacts• Work Contacts• Education Contacts• Professional Group

Contacts

• Multimedia Contacts• Personal &

Professional Services Contacts

Categorize Your Network

• People who can help plot your goals

• People closely linked to your career goals

• Professionals with expertise, i.e., career counselors

• Mentors who set a good example & can offer advice

• People who can provide emotional support

Where to Network

• One-to-one meetings with network contacts

• Conferences• Career/Job Fairs• Training Sessions• Networking Groups• Social Settings

#1: Approach

• Are you a dog or a cat when it comes to networking?

• The Difference?–The Dogs of Networking–The Cats of Networking

#2: Set Your Agenda

Write down, before the event:

• What can you GIVE? – List tips, resources, opportunities

• What do you hope to GET?– List results you want, information you need,

types of contacts you are seeking

• Seek to GIVE first: what’s their Agenda?

#2: Set Your Agenda

Have a Plan & Goals for meetings– Arrive early, stay late– Meet x number of people– Collect x number of business cards– Distribute x number of business cards– Make x number of people more comfortable

OR….Eat, drink, relax, be yourself & Enjoy!

#3: Who You Are• Introduces yourself and

learn their names

• Includes who you are in terms of education, roles, work situation, and testimonial to your talents

• Highlights strengths

• Explains what you are looking for

#4: Act Now!!!

• Speak clearly

• Convey enthusiasm

• Don’t speak too fast or slowly

• Remain poised and relaxed

• Minimize distracting body language

• SMILE

• Ask people questions about their business– Open ended questions

– Be an active listener

• Don’t dominate the conversation

• Don’t dominate someone’s time

• Create a rapport before asking to exchange cards

#4: Act Now!!!

• Don’t scan the room for better prospects while talking

• Maintain eye contact

• Avoid the “hard sell”

• Make others feel comfortable

#4: Act Now!!!

#5: After Sales

Follow up with individuals

Create relationships

Establish name awareness

Get to know key individuals one-on-one– Letter, card, marketing material,

email, personal note, phone call

– Offer a coffee meeting to chat more about “their” information needs

• Ongoing follow up–Newsletters (allow unsubscribe)

–Emails

–Announcements/press releases

–Information push

–Invite contact to other meetings

#5: After Sales

Contact Management

• Business cards– Note event & date– Special notes re: person– Check mark if followed up– filing system that works for you

• Electronic systems– Outlook or Access– ACT– File Maker Pro

Networking by Telephone

• Rehearse what you are going to say

• Be energetic & positive

• Make sure the background is quiet

• Disable call waiting• Remember the time

difference

• Stand up while talking• Have pad & pen

handy• Don’t have a personal,

cutesy message on your answering machine

Top 10 Networking Tips

1. Do your homework: research the people BEFORE the event, plan your strategy.

2. Set your goals: write your agenda

3. Introduce yourself: be interesting and brief

4. Prepare conversation starters

5. Act like a host

Top 10 Networking Tips

6. Keep it short: 5-8 minutes per conversation

7. Card exchange: ask for a business card, write notes about follow-up

8. Graceful exits

9. Follow up: write thank you notes to those who offered helpful info, within 24 hours.

10. Reciprocal relationship: offer, and look for ways to help

Networking Tips for Students

• Get involved• Attend professional

conferences• Be a leader• Make classes count• Connect with people• Get to know alumni• Find role models• Job shadow

• Get an internship• Volunteer in your

community• Broaden your horizons• Use the internet• Develop a resume• Take advantage of public

speaking opportunities• Send thank you notes• Start a portfolio

Any Questions?

• I will be available for further questions/comments at linhburgerking@yahoo.com or bui.tuan.linh@vn.pwc.com