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Professional Networking Power Point
- 1. Professional Networking andMPC Webinar By: Misty Guyer and Phillip Kindschi
- 2. What is Networking?Networking - the exchange of information or services among individuals, groups, or institutions; specifically : the cultivation of productive relationships for employment or business
- 3. Why is NetworkingImportant? Roughly between 70-80% of jobs are obtained through personal networking “ Hidden Job Market” The best jobs are rarely the ones advertised Employers know that the best candidates are likely to be those referred to them by word of mouth
- 4. Basic Networking ComponentsKnow your goals Who to network with Where to network Providing value - What can I offer each person? Follow Up
- 5. “ Setting goals is crucial, because it determines how you prioritize your networking energies. Where do you want to go? What do you want other people’s help in doing? ” - Danny R. Faught
- 6. Know Your GoalsWhat are you wanting to accomplish from networking? Examples: A better job Change careers Advice Sales Define exactly what you are seeking to yourself, or it will never sound clear to the person you’re trying to connect with. Once you know what you want, the easiest way to get it is to become a value provider.
- 7. Develop a PlanDefine your objective Focus on what you want to achieve and how people can help you Make a contact list Who are you trying to connect with? Existing contacts Finding new contacts How are you going to meet people? Work out your positioning Think about what you can offer networking partners in exchange
- 8. Poll Question Areyou currently registered for and/or using My Professional Center (MPC)? A) I am NOT registered for MPC B) I am registered for and use MPC C) I am registered, but rarely use MPC D) I can not register for MPC bc my certification is not current
- 9. Types of NetworkingOnline networking www.myprofessionalcenter.com www.konnects.com www.bni.com www.linkedin.com Face-to-face networking Networking events Business events Social and Cultural events Seminars General networking Friends and family Professional contacts Anyone!
- 10. Poll Question Do you feel comfortable networking? A) Yes B) No C) Somewhat
- 11. Who to NetworkWith Make an initial contact list - who do you already know? How have they helped you and how have you helped them? Who would you like to know? How are you going to connect with them? Need to find new contacts? Identify organizations, events, professional groups and social clubs whose members meet your profile characteristics, and get involved.
- 12. Where to FindNetworking Groups and Events Business Journal Local Chamber of Commerce Local newspaper Online Search engines Open membership clubs Ex. www.allnetworkevents.com Private membership clubs Ex. www.bni.com
- 13. Networking Event AdviceDress professionally BE PREPARED! Develop a “personal commercial” Know how to engage people The more information you have, the easier it is to establish rapport and build relationships
- 14. “ Everyone goesto a networking event to better themselves in some way or another. Make sure you’re prepared to help someone else get better ” - Jefferey Gitomer
- 15. Providing Value Howcan I make people better as a result of connecting with me? Find out how you can help them get what they want, are you compatible? Give before you take Examples: Give them a new business referral or lead Invite them to an event they might think worth their while Introduce them to people they could benefit from Send an article that might be of interest
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- 17. “ Making connectionsis a combination of knowing what you want , and who you want it with . It’s also a combination of a focused game plan and serendipity. ” - Jeffrey Gitomer
- 18. What Do ISay? It is important to structure your networking conversation Be yourself, but don’t just try to get leads or contact names Here are some basic steps: Introduce yourself and establish rapport Ask questions to learn about the person. The more information you know about them the easier the next step will be. Create a connection between the two of you Suggest a future meeting Wrap up the conversation and offer your assistance to your new contact.
- 19. Building Rapport Rapport - relation; connection, esp. harmonious or sympathetic relation Approach will vary based upon situation Ask questions that will engage your partner and create dialogue. Make them talk about themselves and look for a mutual interest or something personal to connect with. Use this as a way to set appointments – “lets get together and finish this discussion..” Budget the time you spend on rapport, but know the best way to win the connection is to win the person first
- 20. Networking Tips BeGenuine Ask Open-ended Questions Ask for Referrals When it comes to contacts you want quality over quantity Always remember to thank your partner Repeated interaction encourages cooperation Project confidence Make good eye contact Find something in common and connect Don’t wait until you need something to build relationships Go where your customers and prospects go, or are likely to be Follow Up
- 21. Networking Mistakes Name-droppingwithout knowing how a contact feels about the person Talking bad about your former employer Asking personal questions or questions about salary/money Not appreciating your partner’s time Never directly ask individuals in your network for a job
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- 23. Conclusion Remember tostay in touch Sign up for MPC Webinar on Professional Job Hunting Using My Professional Center on December 18, 2008 If you are taking this for CE credit take online exam
Editor's Notes
- #3 Steve Nielsen of businessnetworking.com definintion : Business networking is connecting with other like-minded people to find the people, resources, advice, ideas, and knowledge needed to succeed in business . Gail Sussman Miller: For me business networking stems from simple human interaction for the sake of business. In a workshop I teach to small companies, associations and entrepreneurial groups, called How to Love Networking, I define networking as simply connecting with like-minded people for the greater good. Professional networking is the creation and cultivation of business friendships and acquaintances. Those who do so effectively know its value. network / nétwerk n . & v . a group of people who exchange information, contacts, and experience for professional or social purposes. (The Oxford Dictionary) Business networking is the process of establishing a mutually beneficial relationship with other business people and potential clients and/or customers. Business networking is leveraging your business and personal connections to bring you a regular supply of new business
- #4 Professional networking is also of great benefit to companies looking for talent. In fact, studies indicate that the cost of hiring through "traditional" methods (recruiters, want ads, and so on) range from $20,000–$40,000 per hire. In contrast, the cost of hiring through referrals and networks is $0. Studies have also found that those hired through referral and social networks—people known by others in the company—have less turnover and make more money than their counterparts hired through formal hiring methods.
- #5 Who do I know – Make a contact list Know your goals – What do I want to accomplish? What do I know? – Work out your positioning. This is a short statement of what you are about, what you can offer Think about what you can do for your network partners in exchange Networking your business means you have to be proactive. The core of networking is doing something specific each week that is focused on networking for business growth. Make a plan, focus and be consistent. When you understand exactly what business networking is and step up to the challenge, you'll find avenues of opportunity that you may have otherwise never discovered, and you will be making an invaluable investment in the steady growth of your business.
- #7 If you don’t know what you want, you will probably never get it Who are you trying to connect with? – Talk about this more in later slides really Providing value to someone is a whole new way of thinking. It means give first rather than “ask for” first. It means helping others so that they will look forward to helping you.
- #8 We will continue to talk about some of these steps in developing a plan in the remaining slides as well Define your objective. Select the right technique. Understand that “deal flow” or your number of prospects must be great in order to bag one new business contract. Identify your target. Work out your positioning. This is a short statement of what you are about, what you can offer. Think about what you can do for your network partners in exchange for information and contacts.
- #10 Online networking- Businesses are increasingly using business social networks as a means of growing their circle of business contacts and promoting themselves online. Since businesses are expanding globally, social networks make it easier to keep in touch with other contacts around the world. Specific cross-border e-commerce platforms and business partnering networks now make globalization accessible also for small and medium sized companies. Examples of business networking over the internet are Universal Clients , Konnects , Business-Scene and exclusive to Ireland TransActions.ie . Face to face networking - Professionals who wish to leverage their presentation skills with the urgency of physically being present, attend general and exclusive networking events. Many professionals tend to prefer face-to-face networking over online based networking because the potential for higher quality relationships are possible. Many individuals also prefer face-to-face because people tend to prefer actually knowing and meeting who they intend to do business with. General networking - Before online networking, there was and has always been, networking face-to-face. "Schmoozing" or "rubbing elbows" are expressions used among business professionals for introducing and meeting one another, and establishing rapport. General networking can be
- #12 Developed an initial contact list - Typically this is a good place to start bc they are people you feel the most comfortable with Circle of Influence – A Group of people to whom you are connected Get other people to help with the introduction – this is much easier than trying to meet people on your own through email or cold calling. Think of all the people you know who might be able to help you or who might know someone directly that can facilitate a meeting or at least an introduction Identify organizations, events, professional groups and social clubs whose members meet your profile characteristics, and get involved. Get to know people, and let them know what you do. Volunteer for committees, attend conferences, and maximize opportunities that might spin off from the formal sessions. For those of you in lease purchasing, and even other businesses, become an expert. Give seminars, speeches, write articles. Become involved and get your name out there. It's important because no matter how smart or business savvy someone is, he or she can still benefit from the knowledge and viewpoint of others All things being equal, people want to do business with their friends. Even when things are really equal people still want to do business with their friends. Relationships are a basic human need. Helping other people fulfill their need for relationships helps you, too.
- #13 Hold volunteer positions in organizations – this is a good way to stay visible So let's take a look at how and why networking groups work. (or don't work in the case of a not-so-good group!) The basic premise is that word of mouth advertising is stronger than any other kind. So if all the members of the group plug your business while they're out and about and doing business of their own , your business should benefit. You in turn, are out plugging their businesses, so everyone begins to benefit. Networking groups have two or three speakers spotlighted at each meeting. They're typically given 10 minutes or so to give a "talk" about their business while the other members listen and enjoy their breakfast or lunch. When it comes time for you to give your "talk" make sure you don't make the "talk" the focus. Instead, make "touch" the main point. The best business networking groups operate as exchanges of business information, ideas, and support. The most important skill for effective business networking is listening; focusing on how you can help the person you are listening to rather than on how he or she can help you is the first step to establishing a mutually beneficial relationship.
- #14 Personal commercial should be only about 30 seconds Business event differs from a networking event because it is typically a group of individuals from the same industry gathered together, often times even competitors. The secret to connecting at these events is to know something about your business or industry that the average person does not know. Begin by sharing this to engage, often in the form of a question. Did u know… how do u feel about… How has blank effected your business? Take notes, categorize the people you met on their business card as soon as you get it. Ex. Knows someone who wants my product, social contact, useless contact, whatever. Remember the information they give you, again write it on what their card or whatever. Target the people you want to meet, talk to them, and move on. Maximize your opportunity The ability to relate well with others is a sign of a person's mastery of the art of networking. Find other people who network well, networking is reciprocal after all
- #15 Explain who he is
- #16 Giving value before you ask for something helps build long term relationships
- #18 Serendipity - 1.an aptitude for making desirable discoveries by accident. 2.good fortune; luck: the serendipity of getting the first job she applied for.
- #19 Questions that will engage the prospect, create dialogue, make them talk about themselves, and make them begin to open up and reveal themselves, are the types you need to ask. As soon as they broach a personal issue, grab it and expand on it. If you establish common ground with the other person, they will like you, believe you, begin to trust you, and connect with you on a deeper level. A “things in common” level. The best way to win the connection is to first win the person Networking is your life skills and social skills combines with your business skills An elevator speech is a short (15-30 second, 150 word) sound bite that succinctly and memorably introduces you. It spotlights your uniqueness. It focuses on the benefits you provide. And it is delivered effortlessly.
- #21 Repeated interaction encourages cooperation. People who repeatedly come into contact with each other tend to develop positive relationships, especially when they share a common goal.