Successful Networking by Successful Networking by PhonePhone

A Matter of StyleA Matter of Style

AgendaAgenda

Job networking/why we need to get good Job networking/why we need to get good at it.at it.Challenges in determining social style by Challenges in determining social style by phonephoneHow to identify style by phoneHow to identify style by phone– assertiveness and responsiveness tablesassertiveness and responsiveness tables– telephone script exercise telephone script exercise – Style flexing handout sampleStyle flexing handout sample

Networking by TelephoneNetworking by Telephone

Get informationGet information

Educate yourself about employment Educate yourself about employment opportunitiesopportunities

Increase your list of professional contactsIncrease your list of professional contacts

Inform contacts of your potential Inform contacts of your potential availabilityavailability

Reasons to ImproveReasons to Improve

Networking essential to job searchNetworking essential to job search– Way 63-85% of job hunters find their jobs Way 63-85% of job hunters find their jobs

Networking is essential to career developmentNetworking is essential to career development– Surveys show that trend is for professionals to stay in jobs only Surveys show that trend is for professionals to stay in jobs only

for 3-5 years (Execunet survey-3.6 years)for 3-5 years (Execunet survey-3.6 years)– 24 million Americans switch jobs each year (McKinsey)24 million Americans switch jobs each year (McKinsey)

Person-to-person networking is increasingly done by Person-to-person networking is increasingly done by phonephone– 60-80% of job networking done by phone 60-80% of job networking done by phone

Must leave a good impression with every callMust leave a good impression with every callMust make the other person comfortable enough to referMust make the other person comfortable enough to refer

ChallengesChallenges

More than half of the cues are closed to us More than half of the cues are closed to us when we communicate on the telephonewhen we communicate on the telephone– In face-to-face communicationsIn face-to-face communications

55% facial, gestures55% facial, gestures

38% tone of voice 38% tone of voice

7% content7% content

Once on phoneOnce on phone– 14% content14% content– 86% tone and emphasis86% tone and emphasis

Tips for identifying style on the Tips for identifying style on the phonephone

Be very attentiveBe very attentive

Concentrate on assertiveness and Concentrate on assertiveness and responsivenessresponsiveness

Listen for voice cues—volume, intensity, Listen for voice cues—volume, intensity, modulationmodulation

Use each interaction to gain more cluesUse each interaction to gain more clues

Try to get at least two clues before flexingTry to get at least two clues before flexing

Assertiveness TableAssertiveness TableVoiceVoice AnalyticalAnalytical AmiableAmiable DriverDriver ExpressiveExpressive

VolumeVolume Quieter voiceQuieter voice Soft voiceSoft voice May speak May speak more rapidlymore rapidly

Tends to Tends to speak louderspeak louder

IntensityIntensity Slower, more Slower, more hesitant hesitant choosing choosing wordswords

Less intensity, Less intensity, speaks less speaks less rapidlyrapidly

May sound May sound forceful with forceful with out speaking out speaking loudlyloudly

Energetic, Energetic, speaks rapidly speaks rapidly with fewer with fewer hesitationshesitations

IdeasIdeas Expresses Expresses ideas ideas tentatively tentatively and qualifiesand qualifies

May not talk May not talk much; much; proposals proposals more tentativemore tentative

““tell-oriented”;tell-oriented”;

Expresses Expresses more strongly, more strongly, directdirect

““tell-oriented”tell-oriented”

Expresses Expresses more strongly, more strongly, initiatesinitiates

DecisionsDecisions Decides more Decides more slowly; exerts slowly; exerts less pressureless pressure

Invites others Invites others to express to express opinionsopinions

compromisercompromiser

Risk oriented, Risk oriented, decides decides quickly, quickly, pressure pressure

More risk More risk oriented, oriented, decide quicklydecide quickly

pressurepressure

Responsiveness TableResponsiveness Table

AnalyticalAnalytical AmiableAmiable DriverDriver ExpressiveExpressive

Voice Voice modulationmodulation

Little variation; Little variation; tends toward tends toward monotonemonotone

Moderate range of Moderate range of inflectioninflection

Little expression Little expression in voicein voice

Greatest range of Greatest range of inflection, tone; inflection, tone; flowing, dramaticflowing, dramatic

Task Task orientationorientation

More task More task orientedoriented

More people More people orientedoriented

Task-focused Task-focused energy; results energy; results orientedoriented

People oriented; People oriented; gregarious, gregarious, disclosing, feelingdisclosing, feeling

Facts Facts orientationorientation

More fact orientedMore fact oriented Feeling oriented, Feeling oriented, responds to responds to others’ feelingsothers’ feelings

Fact oriented Fact oriented Strong opinions, Strong opinions, often based on often based on intuitionintuition

Attitude Attitude toward timetoward time

Disciplined about Disciplined about timetime

More flexible More flexible about timeabout time

Disciplined about Disciplined about timetime

Least disciplined Least disciplined about timeabout time

DemeanorDemeanor More serious; More serious; detached from detached from feelingsfeelings

Prefers one-to-Prefers one-to-one interactionone interaction

Appears more Appears more seriousserious

Playful and fun-Playful and fun-loving; fluctuating loving; fluctuating moodsmoods

ContentContent Not apt to tell Not apt to tell storiesstories

Not apt to tell Not apt to tell stories; stories; interactions briefinteractions brief

More apt to tell More apt to tell stories, may stories, may wander from topicwander from topic

Sample Telephone ScriptsSample Telephone Scripts

Script AScript A– Karen and YvonneKaren and Yvonne– Karen has received an e-mail with my resume Karen has received an e-mail with my resume

and cover letter, has agreed to talk at a and cover letter, has agreed to talk at a specified time; and has sent me her resumespecified time; and has sent me her resume

Script BScript B-John and Yvonne-John and Yvonne-John has receive an e-mail with my resume -John has receive an e-mail with my resume

and cover letter and has agreed to talk at a and cover letter and has agreed to talk at a specified timespecified time

Style Flexing—Expressive to DriverStyle Flexing—Expressive to Driver

Demonstrate task orientation by keeping Demonstrate task orientation by keeping informal comments briefinformal comments briefRefer quickly to purpose of the meetingRefer quickly to purpose of the meetingPresentations concise and logical and Presentations concise and logical and supported by written summarysupported by written summaryTalk less and listen moreTalk less and listen moreParaphrase and respond concisely and Paraphrase and respond concisely and logicallylogicallyThis is default style if can’t guess styleThis is default style if can’t guess style

Style Flex--Expressive to AmiablesStyle Flex--Expressive to Amiables

Accent people orientation; ask about personal Accent people orientation; ask about personal interests, friends, etc.interests, friends, etc.One-to-one interaction is betterOne-to-one interaction is betterRestrain high energyRestrain high energyVerbal fluency and louder voice may intimidateVerbal fluency and louder voice may intimidateListen moreListen moreSpeak less rapidly, moderate toneSpeak less rapidly, moderate toneRestrain tendency to be center stageRestrain tendency to be center stageDecrease assertivenessDecrease assertiveness

Style Flex—Expressive to Style Flex—Expressive to AnalyticalAnalytical

Restrain high energyRestrain high energy

Modulate voiceModulate voice

Restrain impulsivenessRestrain impulsiveness

Check facts before making decisionsCheck facts before making decisions

Listen moreListen more

Restrain tendency to be center stageRestrain tendency to be center stage

Decrease assertivenessDecrease assertiveness

Paraphrase and respond concisely and logicallyParaphrase and respond concisely and logically

SummarySummary

Defined “success” in job networkingDefined “success” in job networkingWhy we need to get good at it—career Why we need to get good at it—career managementmanagementChallenges—it’s like being blindChallenges—it’s like being blindHow to determine styles and flex on the How to determine styles and flex on the phone--toolsphone--tools– Telephone tablesTelephone tables– ScriptsScripts– Phone flexing tips--sample using expressivesPhone flexing tips--sample using expressives

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