Networking Campaign Workshop

Networking Campaign
Workshop

Presented to
Jewish Family Services
April 5, 2012

What today is about
• Setting goals
• Understanding expectations
• Learning about yourself and others
• Connecting
• Being patient
• Being persistent
• Understanding who this is all about

The Relentless Networker

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
• Set a strategy that matches your goals
• Be deliberate in your execution.
• Focus on your targets.
• 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


1. 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 Speech
Qualitative Examples

• “We help make families secure.”
• “We help our customers understand their
customers.”
• “Everybody has an image—we help improve
yours.”


The Elevator Speech
Quantifiable 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.


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)


Contact Info
Paul E Maynard
paul@paulemaynard.com
817-891-1167
www.paulemaynard.com

Networking Campaign Workshop

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