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10/20/2016 WWW.LTSEMAJ.COM 2
Dr. Sandra Palmer
Business Guru & Resultant
Above or Beyond
Dr. Sandra Palmer...
A results oriented visionary leader w
ho
capitalizes on business opportunitie
s with a record of prof...
Dr. Leahcim Semaj
Intl. Keynote & Motivational
Speaker
Above or Beyond
876-383-5627
Dr. Leahcim Semaj...
Noted among the leading Motivational
Speakers, Creative Thinkers and Problem
Solvers in the Caribbean...
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 7
Objectives
 Become a magnet for attracting the right people in your
space
 Create a master plan before attending any eve...
Objectives cont’d
Be always warm and open to starting a conversation
Make building and managing your network a part of
w...
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 10
HTTPS://HBR.ORG/2016/04/5-MISCONCEPTIONS-
ABOUT-NETWORKING
A good network keeps you informed.
Teaches you new things.
Makes you more innovative.
Gives you a sounding board to fle...
Misconception 1:
Networking is mostly a waste of time.
A lack of experience with networking can
lead people to question w...
Misconception 2.
People are either naturally gifted at networking or
they are not, it’s generally difficult to change that...
Believe it and You Will See it
if you believe that networking is a skill you can
develop you are more likely to be motiva...
Misconception 3:
Relationships should form naturally.
One of the biggest misconceptions that people
have about networking...
Misconception 4. Networks are
inherently self-serving or selfish.
Many people who fail to engage in networking justify
th...
One study discovered that
views about the ethics of networking tend to
split by level.
While junior professionals were p...
The difference came down to
confidence or doubt about the worth of their
contributions, with junior professionals feeling...
Misconception 5:
Our strong ties are the most valuable.
Another misconception that gets in the way of building a
more use...
Our mind-sets about networking
Affect the time and effort we put into it, and
ultimately, the return we get on our invest...
Mind-sets can change and do
But only with direct experience.
The only way you will come to
understand that networking is...
WHY IS IT IMPORTANT?
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 23
What is Networking?
Why is it important to anyone who wants to succeed
Critical to personal, career and business develop...
What is Networking?
Essentially, networking is getting to know
people who can help you develop your career,
business or p...
One simple rule
 “It takes only a moment’s conscious decision
to become a networker, with no interference
to one’s daily ...
How big is your network?
People you
have known
in the past
People you
know now
People you
will know in
the future
10/20/20...
Dunbar’s number
 150 = the maximum number
of people with whom we can
maintain relationships
 Hypothesis by primatologist...
Map your network
My Network
Prof. Orgs. Universities Friends Suppliers Customers
Colleagues
10/20/2016 www.SlideShare.net/...
What are the benefits of
networking?
 A lot of good jobs never make it to the pages of a recruitment website
or newspaper...
What are the benefits of
networking?
 Access to their rolodex
 Ability to genuinely helps others
 Inability to network ...
Operational
• People who can help you
get your work done
• Often internal & current-
focused
Personal
• People who can hel...
Networking vs. Relationship Building
 The word “networking” is commonly used to
describe the process of cultivating busin...
Not all network contacts are equal
Networks contain a small number of
people that have proportionately more
influence ove...
Hubs, Gate-keepers & Pulse-takers
Hubs are directly
connected to many
people and, as a result,
have the ability to
dissemi...
Your networking plan
Map your
network
Identify
your critical
connections
Engage and
add value
Develop &
grow your
network
...
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Consider volunteering your services for
organizations that align with your interests and
values.
10/20/2016 www.SlideShare...
Shyness researchers
have found that people forget themselves
and their anxiety more easily
if they’re involved in activi...
Be yourself, at least for now.
what is the “self”?
If temperament and personality is 50%
inherited, is your self your ge...
More importantly,
 what if your self would like to sit at home in a
sweat suit 24/7, playing video games, and eating
choc...
Implementation is simple:
when you reach a point where you get tired
of your shyness, say to yourself
This is dumb!
I’m...
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 45
To Deposit in
My Social Capital Account?
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 46
Nothing to deposit in my social
capital account?
Networking for Students
Young entrepreneurs
Graduates
Early career pr...
 Take the role of the mentee
 Believe in your vision and share it
 Find your tribe
 Use school connections to your adv...
 Use the classes you take – Get an A and
others will take you seriously
 Lead a group. Help others succeed
 Go online a...
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THAT’S WORTH MILLIONS
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Building a network that’s worth
millions
 What if you maintained contact with all the persons you
had great relationships...
RICH BELLIS 07.15.16 5:00 AM
won’t work at another.
Just as your skills should evolve, so
should your network.
Your career isn’t static—
 In order to get ahead, some things have to change.
 Your skills should evolve, and you should...
But what about people?
We often think of our professional network as a continuously
expanding thing.
Meet someone new, a...
at each stage of your working life.
FAMILY CONNECTIONS AND
ALUMNI GROUPS
When you’re just starting out
New grads have found for
generations, that family
connections and alumni groups
are still yo...
The alumni network is powerful,
 In this day and age when people are so
super-connected,
alumni are more likely to lend ...
School contacts can be especially useful at
the graduate level
When those people finally enter the
workforce,
they usua...
A PROFESSIONAL RECRUITER
AND A FORMER BOSS
The Changing View of Recruiters
Recruiters used to be just for executive-level
people and people in temporary jobs
The s...
The reason
when you’re at an associate level, you’re really
looking for that next step
It’s really a numbers game—all th...
depends on where you want to
go next.
Looking for a new employer?
Then a manager that you’ve
previously worked for who’s
moved onto another company can
be a gre...
Prefer to stay put?
A senior person within your own
organization who can serve as a
mentor or advocate for you to
start mo...
The key, in either case,
Use those first few years to build
relationships with people one or
two levels your senior.
COLLEAGUES WHO’VE MOVED
TO COMPETITORS
It’s at mid-career that the contacts
outside your own company may
begin to matter more for you,
The people to focus are re...
They want to know what you’ve
already done
This means they need someone who can
vouch for the concrete results you’ve
del...
PEOPLE YOU’VE PREVIOUSLY
MANAGED
Once you’re at the upper reaches
of the career ladder,
it can be tempting to rub elbows mainly
just with the other people...
You can’t devalue people who are less
experienced than you
Maybe someday they’re going to be the ones in a hiring
positio...
You can’t devalue people who are less
experienced than you
They’re creating innovative companies.
They’re people who can...
Can we take a picture?
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THE NUTS AND BOLTS
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Many Options
 Old school, college or university classmates, alumni
 Family members and their friends
 Professional orga...
How to decide what to do and where?
 What are you interested in?
 What’s your passion?
 What inspires you?
 Shared bel...
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 80
Build Relationships in Diverse Ways
 The world has gotten quite complex – Facebook, Linkedin, etc.
 Remember the 6-degre...
 Don't ask directly for a job - networking is not a job fair; it's an
opportunity to gather potentially useful informatio...
 How you do anything is how you do everything
 Be a class act
 Be impeccable in your words
 When in doubt check
 Prac...
Drop out of the ‘Ain’t it awful club’. No one wants to
hear your complaints [except those who are in your
inner circle]
...
Can we take a picture
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A NETWORKING EVENT
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Planning effectively for a networking event
3 Phases Pre-Event, The Event, Post Event
Pre-Event
- Why are you going,
- Wha...
At the Event
 - Be pleasant
 - Smile and make eye contact with others
 - Enter the room with confidence
 - When you st...
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 90
At the Event
 - Do not pass out your business cards like confetti
 - Ask someone for their card first
 - Focus on makin...
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 92
Listen!!!
 Ask a question and wait to get an answer
 Do not interrupt! Its rude. It says what I have to say is more
impo...
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 94
Post Event
 Start building the relationships
 Do what you promised to do. E.g. Call, set a time to get
together right aw...
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Mastering the art of conversation and
meeting people anywhere
 Every master was once a disaster
 Hone your social skills...
How to make instant connection and build
rapport with anyone
 Ask a thoughtful question
 Ask what you can do to help
 G...
Don’t let your business card end
up in the trash can!
 Clearly define what you do best.
 Tell a story
 Smile and make e...
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 101
Nurturing your Network and setting targets
Want to or committed to? 99% or 100%
The #1 reason most people don’t get what...
The Power of Karma
Give outside of the giving season
Share tickets to games, concerts, plays, movies and sit
together.
...
Nurturing your Network
 Always be thinking about the other person, not
personal gain.
 Maximize access.
 Don't go for m...
Nurturing your Network
 Have the right mindset –
 Networking is more like farming than hunting.
 Have the tools to netw...
Is your Network Dying?
 We make ~2000 contact by age 35
 At any one time we can maintain 150 fairly good relationships
...
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More people own a
cell phone than a
toothbrush
- 60 Second Marketer
Taking Our NetworksToThe Net
•Now if the aim of networking is to connect with
likeminded professionals to help you achieve...
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What
Social
Can
Do
What Social Media Can Do
1. Build your personal and professional brand.
2. Have control over your brand’s perception.
3. C...
•Personal branding, then, is key to optimize your social networking – a
great personal brand is like a well sharp business...
•Do treat your profile as your professional brochure. Use an
appropriate-looking profile image and put in complete and up-...
•Don't let your profile sit inactive. Even if you only post an
update once a week, keep it alive.
•Don't treat LinkedIn as...
10 Things All Professionals Should Be Doing
1. Your desired outcomes?
○ Decision makers, Friends, colleagues, customers, o...
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Mistakes to avoid
 Resenting those who are successful
 Focusing on yourself and past accomplishments
 Asking someone fo...
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Networking Tips for Persons in Sales
 1) Be a Connector
 2) Show Up to Events Early
 3) Don’t Talk Product
/Service
 4...
Networking Tips for Persons in Sales
5) Send Your Staff
6) Have Memorable Cards
7) Set Networking Goals
8) Always Have...
Networking Tips for Persons in Sales
9) Don’t Have
Big Handouts
Networking Tips for Persons in Sales
 10) Do The Follow-Up
 11) Use LinkedIn To Follow Up
 12) Follow Their Business on...
Networking Tips for Persons in Sales
18) Talk To The Wallflowers
20) Prepare General Questions About Business
21) Take ...
Networking Tips for Persons in Sales
25) Network With Your Clients
26) Always Be Networking
27) Moving Pennies Techniqu...
Networking Tips for Persons in Sales
31) It’s Not Who You Know, It’s Who They Know
32) Describe Your Perfect Client
33)...
Networking Don’ts
1. Don't go to networking events with friends.
2. Don't try to meet everyone in sight; curate
connecti...
Networking Don’ts
7. Don't interrupt. Ever.
8. Don't be intimidated.
9. Don't be a card spammer.
10. Don't talk so muc...
Networking Don’ts
13. Don't hound the speakers.
14. Don’t hound the speakers
 15. Don’t Scan the room while you’re talk...
Networking Don’ts
18. Don’t get someone’s business card and misuse it
19. Don’t hit on someone
20. Don't be a product-p...
Let’s Talk…..
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What are some of the challenges you face in building your...
of NETWORKING
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 138
Summary - The 10 Commandments
For Better Networking:
1 Always have your tools.
2 Networking is more like farming than hunt...
Your action plan…
See it
Say it
Write itDo it
Review it
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 140
Next Steps
What will you do in the next 24 hours?
What will you do in the next week?
What will you you do in the next m...
Dr. Leahcim Semaj
www.LTSemaj.com
Dr. Sandra M. Palmer
www.DrSandraPalmer.guru
The Transformational Specialist
We offer tw...
10/20/2016 www.SlideShare.net/LeahcimSemaj2013 143
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Nfs3 workshop oct 2016 version c

Networking For Success 3
October 20, 2016

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Nfs3 workshop oct 2016 version c

  1. 1. 10/20/2016 WWW.SLIDESHARE.NET/LEAHCIMSEMAJ2013 1
  2. 2. 10/20/2016 WWW.LTSEMAJ.COM 2
  3. 3. Dr. Sandra Palmer Business Guru & Resultant Above or Beyond
  4. 4. Dr. Sandra Palmer... A results oriented visionary leader w ho capitalizes on business opportunitie s with a record of profitability. An author, educator, coach extraordi naire
  5. 5. Dr. Leahcim Semaj Intl. Keynote & Motivational Speaker Above or Beyond 876-383-5627
  6. 6. Dr. Leahcim Semaj... Noted among the leading Motivational Speakers, Creative Thinkers and Problem Solvers in the Caribbean. This Psychologist combines ancient wisdom with contemporary ‘livity’ to bring fresh insight to old human problems.
  7. 7. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 7
  8. 8. Objectives  Become a magnet for attracting the right people in your space  Create a master plan before attending any event and execute  Stop handing out business cards and make real connections  Become the go to person in your sphere of influence  Command any room the minute you walk in  Join any conversation at any event  Become the most liked person at an event 10/20/2016 8www.SlideShare.net/LeahcimSemaj2013
  9. 9. Objectives cont’d Be always warm and open to starting a conversation Make building and managing your network a part of who you are Take your networking to the net How to build a network See your career, business, practice and personal relationships take off 10/20/2016 9www.SlideShare.net/LeahcimSemaj2013
  10. 10. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 10
  11. 11. HTTPS://HBR.ORG/2016/04/5-MISCONCEPTIONS- ABOUT-NETWORKING
  12. 12. A good network keeps you informed. Teaches you new things. Makes you more innovative. Gives you a sounding board to flesh out your ideas. Helps you get things done when you’re in a hurry.
  13. 13. Misconception 1: Networking is mostly a waste of time. A lack of experience with networking can lead people to question whether it’s a valuable use of their time, especially when the relationships being developed are not immediately related to the task at hand.
  14. 14. Misconception 2. People are either naturally gifted at networking or they are not, it’s generally difficult to change that. Many people believe that networking comes easily for the extroverted and runs counter to a shy person’s intrinsic nature. If they see themselves as lacking that innate talent, they don’t invest because they don’t believe effort will get them very far.
  15. 15. Believe it and You Will See it if you believe that networking is a skill you can develop you are more likely to be motivated to improve it, work at it, and get better returns for your networking than someone with a fixed mind-set.
  16. 16. Misconception 3: Relationships should form naturally. One of the biggest misconceptions that people have about networking is that relationships should form and grow spontaneously, among people who naturally like each other. Working at it strategically and methodically, they believe, is instrumental, somehow even unethical.
  17. 17. Misconception 4. Networks are inherently self-serving or selfish. Many people who fail to engage in networking justify their choice as a matter of personal values. They find networking “insincere” or “manipulative” — a way of obtaining unfair advantage, and therefore, a violation of the principle of meritocracy. Others, however, see networking in terms of reciprocity and giving back as much as one gets.
  18. 18. One study discovered that views about the ethics of networking tend to split by level. While junior professionals were prone to feeling “dirty” about the instrumental networking they knew they had to do to advance their careers, their seniors did not feel the slightest bit conflicted about it because they believed they had something of comparable value to offer.
  19. 19. The difference came down to confidence or doubt about the worth of their contributions, with junior professionals feeling more like supplicants than parties to equitable exchange. My own research suggests that the only way to conceive of networking in nobler, more appealing ways is to do it, and experience for oneself its value, not only for you but for your team and organization.
  20. 20. Misconception 5: Our strong ties are the most valuable. Another misconception that gets in the way of building a more useful network is the intuitive idea that our most important relationships in our network are our strong ties — close, high trust relationships with people who know us well, our inner circle. While these are indeed important, we tend to underestimate the importance of our “weak ties” — our relationships with people we don’t know well yet or we don’t see very often—the outer circle of our network.
  21. 21. Our mind-sets about networking Affect the time and effort we put into it, and ultimately, the return we get on our investment. Why widen your circle of acquaintances speculatively, when there is hardly enough time for the real work? If you think you’re never going to be good at it? Or, that it is in the end, a little sleazy, at best political?
  22. 22. Mind-sets can change and do But only with direct experience. The only way you will come to understand that networking is one of the most important resources for your job and career is to try it, Discover the value for yourself.
  23. 23. WHY IS IT IMPORTANT? 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 23
  24. 24. What is Networking? Why is it important to anyone who wants to succeed Critical to personal, career and business development Successful persons create and nurture a network of contacts Your income can grow only to the extent that you grow I create my life versus what happens to me 10/20/2016 24www.SlideShare.net/LeahcimSemaj2013
  25. 25. What is Networking? Essentially, networking is getting to know people who can help you develop your career, business or personal prospects . You don't need to be a big shot or the most outgoing person in the world to network effectively. Its simply connecting with people 10/20/2016 25www.SlideShare.net/LeahcimSemaj2013
  26. 26. One simple rule  “It takes only a moment’s conscious decision to become a networker, with no interference to one’s daily routine.  All it requires is a slight shift in attitude, and adopting one simple rule:  Greet each new acquaintance with an openness to learn more about that person, a willingness to help, and an offer to stay in touch.” [Buzzy Gordon - http://entrepreneurs.about.com] 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 26
  27. 27. How big is your network? People you have known in the past People you know now People you will know in the future 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 27
  28. 28. Dunbar’s number  150 = the maximum number of people with whom we can maintain relationships  Hypothesis by primatologist Robin Dunbar that 150 is the maximum number of social interactions you can manage  It is the number at which groups start to break down  The number is higher or lower across different species of social primates 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 28
  29. 29. Map your network My Network Prof. Orgs. Universities Friends Suppliers Customers Colleagues 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 29
  30. 30. What are the benefits of networking?  A lot of good jobs never make it to the pages of a recruitment website or newspaper.  They get filled by word of mouth and the more senior the position, the more often it happens this way.  Even if the job is advertised, it helps to know someone inside the new organisation who can give you the inside line.  They may even end up interviewing you which will always make it a less stressful experience 10/20/2016 30www.SlideShare.net/LeahcimSemaj2013
  31. 31. What are the benefits of networking?  Access to their rolodex  Ability to genuinely helps others  Inability to network can hinder your performance on the job, in business and in personal life  In the end business is conducted through personal relationships  Cannot focus only on financial aspect 10/20/2016 31www.SlideShare.net/LeahcimSemaj2013
  32. 32. Operational • People who can help you get your work done • Often internal & current- focused Personal • People who can help you grow personally & professionally • Usually external & share common interests Strategic • People who can help you shape your future goals & direction • May be internal or external & are future-oriented 3 reasons for networking How Leaders Create and Use Networks by Herminia Ibarra and Mark Hunter HBR Jan. 2007 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 32
  33. 33. Networking vs. Relationship Building  The word “networking” is commonly used to describe the process of cultivating business relationships.  There’s nothing inherently wrong with networking, but it often has the connotation of being manipulative and self-serving.  Should we shy away from it?  No matter how good your service or product is you are in the people business 10/20/2016 33www.SlideShare.net/LeahcimSemaj2013
  34. 34. Not all network contacts are equal Networks contain a small number of people that have proportionately more influence over the network than others This 5-10% of individuals, called critical connectors by organisational anthropologist Karen Stephenson, occupy specific places within networks Ref: http://goo.gl/mWXgA 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 34
  35. 35. Hubs, Gate-keepers & Pulse-takers Hubs are directly connected to many people and, as a result, have the ability to disseminate information quickly Gatekeepers stand at the intersection between parts of the organisation, or areas of expertise Pulse-takers are the covert influencers within networks who are often more knowing than known, and they connect with others strategically 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 35
  36. 36. Your networking plan Map your network Identify your critical connections Engage and add value Develop & grow your network 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 36
  37. 37. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 37
  38. 38. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 38
  39. 39. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 39
  40. 40. Consider volunteering your services for organizations that align with your interests and values. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 40
  41. 41. Shyness researchers have found that people forget themselves and their anxiety more easily if they’re involved in activities that are helpful to others and give them a pre- determined role or job. For example, many self-described shy people don’t have any problem talking to strangers if it’s part of their job. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 41
  42. 42. Be yourself, at least for now. what is the “self”? If temperament and personality is 50% inherited, is your self your genetics? Is it the other 50% — the particular way you happened by chance to be raised? Is it an amalgamation of the millions of commercials you’ve seen on TV and online that has influenced your perspective in ways you’re not consciously aware of? 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 42
  43. 43. More importantly,  what if your self would like to sit at home in a sweat suit 24/7, playing video games, and eating chocolate? Should you still be “true to yourself”?  Rather than being yourself,  I think you should decide who you want to be, find an ideal, and act in accordance with it.  Take whatever you think is inherent to your personality and marshal it towards excellence. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 43
  44. 44. Implementation is simple: when you reach a point where you get tired of your shyness, say to yourself This is dumb! I’m just going to start acting confident.” And then you do so; act loose and relaxed, look people in the eye, and start talking to them. Works like a charm. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 44
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  46. 46. To Deposit in My Social Capital Account? 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 46
  47. 47. Nothing to deposit in my social capital account? Networking for Students Young entrepreneurs Graduates Early career professionals 10/20/2016 47www.SlideShare.net/LeahcimSemaj2013
  48. 48.  Take the role of the mentee  Believe in your vision and share it  Find your tribe  Use school connections to your advantage  Know your target and go out  Know where you fall in the pecking order  Ask great questions  Interview successful people and ask them to help other students by sharing their knowledge 10/20/2016 48www.SlideShare.net/LeahcimSemaj2013
  49. 49.  Use the classes you take – Get an A and others will take you seriously  Lead a group. Help others succeed  Go online and be credible – no one can tell you age except you state it or share a picture  Volunteer and deliver  Find opportunities to prove yourself before meeting with anyone in person 10/20/2016 49www.SlideShare.net/LeahcimSemaj2013
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  51. 51. THAT’S WORTH MILLIONS 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 51
  52. 52. Building a network that’s worth millions  What if you maintained contact with all the persons you had great relationships or interactions with since childhood?  What would that be worth over a life time?  Where do you start?  How to create a system that works for you? 10/20/2016 52www.SlideShare.net/LeahcimSemaj2013
  53. 53. RICH BELLIS 07.15.16 5:00 AM
  54. 54. won’t work at another. Just as your skills should evolve, so should your network.
  55. 55. Your career isn’t static—  In order to get ahead, some things have to change.  Your skills should evolve, and you should check periodically to make sure they’re keeping you competitive.  Even the way you use social media to find jobs and get your name out there should also change over time.
  56. 56. But what about people? We often think of our professional network as a continuously expanding thing. Meet someone new, add them to the list. The list gets longer, your opportunities get ever wider. It may not be that simple, though. Just as we discard some skills in order to pick up others, it’s smart to focus on different types of people who can offer you the most support depending on where you find yourself.
  57. 57. at each stage of your working life.
  58. 58. FAMILY CONNECTIONS AND ALUMNI GROUPS
  59. 59. When you’re just starting out New grads have found for generations, that family connections and alumni groups are still your best bet.
  60. 60. The alumni network is powerful,  In this day and age when people are so super-connected, alumni are more likely to lend a hand to a new grad in need than they might’ve been previously. It’s like your whole university becomes your fraternity.
  61. 61. School contacts can be especially useful at the graduate level When those people finally enter the workforce, they usually find the colleagues they’ve made at the graduate level to be their strongest professional resources.
  62. 62. A PROFESSIONAL RECRUITER AND A FORMER BOSS
  63. 63. The Changing View of Recruiters Recruiters used to be just for executive-level people and people in temporary jobs The stigma associated with headhunters is beginning to dissipate as younger workers begin reaching out for professional help.
  64. 64. The reason when you’re at an associate level, you’re really looking for that next step It’s really a numbers game—all those people are looking to move into that junior-manager role fewer factors may set them apart as there are among candidates for senior-level positions.
  65. 65. depends on where you want to go next.
  66. 66. Looking for a new employer? Then a manager that you’ve previously worked for who’s moved onto another company can be a great person to stay connected to.
  67. 67. Prefer to stay put? A senior person within your own organization who can serve as a mentor or advocate for you to start moving up is your best bet.
  68. 68. The key, in either case, Use those first few years to build relationships with people one or two levels your senior.
  69. 69. COLLEAGUES WHO’VE MOVED TO COMPETITORS
  70. 70. It’s at mid-career that the contacts outside your own company may begin to matter more for you, The people to focus are really going to be your peer group and your previous colleagues who’ve moved on, especially to competitors.
  71. 71. They want to know what you’ve already done This means they need someone who can vouch for the concrete results you’ve delivered in the past and how you did it. This means contacts who were right there with you when that happened.
  72. 72. PEOPLE YOU’VE PREVIOUSLY MANAGED
  73. 73. Once you’re at the upper reaches of the career ladder, it can be tempting to rub elbows mainly just with the other people there. But if it was your peers who helped you most around mid-career, They may not always be your most powerful contacts at senior levels.
  74. 74. You can’t devalue people who are less experienced than you Maybe someday they’re going to be the ones in a hiring position. You should stay in touch with the people you’ve previously managed If they’re now at another organization [that’s] looking for another high-level role to fill,  they can go to whoever it is in that C-suite and say, ‘Confidentially, my old boss at X-Y-and-Z would be a great fit.’" Of course, the prerequisite to benefitting in this type of situation is having been a good boss and mentor earlier on.
  75. 75. You can’t devalue people who are less experienced than you They’re creating innovative companies. They’re people who can offer even more senior people something to learn from. Maybe someday they’re going to be the ones in a hiring position.
  76. 76. Can we take a picture? 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 76
  77. 77. THE NUTS AND BOLTS 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 77
  78. 78. Many Options  Old school, college or university classmates, alumni  Family members and their friends  Professional organisations  Trade organisations  Professionals -doctor, lawyer or accountant, etc.  Club members or anyone else you meet socially  Civic and charitable organisations  Faith based organisations  Professors, advisers, coaches  Former or present work colleagues or bosses  Pick up a sport – golf, tennis, sailing, shooting 10/20/2016 78www.SlideShare.net/LeahcimSemaj2013
  79. 79. How to decide what to do and where?  What are you interested in?  What’s your passion?  What inspires you?  Shared beliefs, experiences – child with special needs, same faith, giving back (ability to do more with others)  Only works if you do the work – get to know people, work on projects, deliver 10/20/2016 79www.SlideShare.net/LeahcimSemaj2013
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  81. 81. Build Relationships in Diverse Ways  The world has gotten quite complex – Facebook, Linkedin, etc.  Remember the 6-degrees-of-separation principle.  Go to reunions  Join your alumni  Simply provide good service  Go after the # 2 person to reach a power broker 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 81
  82. 82.  Don't ask directly for a job - networking is not a job fair; it's an opportunity to gather potentially useful information.  Give and take - networking is a two-way exchange, there's no such thing as a free lunch.  Do the groundwork - research your contacts before meeting them and always follow up good leads or pass them on.  Think laterally – try to expand your network outwards, beyond your comfort zone or usual sphere of operation.  Patience is a virtue – getting involved in networking is being in there for the long haul; don't expect to land a plum job at your first meeting. 10/20/2016 82www.SlideShare.net/LeahcimSemaj2013
  83. 83.  How you do anything is how you do everything  Be a class act  Be impeccable in your words  When in doubt check  Practice uncommon appreciation  Better to say no than to break your word  Give more to get more without immediate benefit  Find a way to serve – Webinar, Blog, Newsletter 10/20/2016 83www.SlideShare.net/LeahcimSemaj2013
  84. 84. Drop out of the ‘Ain’t it awful club’. No one wants to hear your complaints [except those who are in your inner circle] Ask, Ask, Ask Act in spite of fears because it is not necessary to try to get rid of fear in order to succeed The informational interview 10/20/2016 84www.SlideShare.net/LeahcimSemaj2013
  85. 85. Can we take a picture 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 85
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  87. 87. A NETWORKING EVENT 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 87
  88. 88. Planning effectively for a networking event 3 Phases Pre-Event, The Event, Post Event Pre-Event - Why are you going, - What do you want to accomplish - Who will be there you want to see/meet? - What’s the dress code? Can you comply? - Am I current on what’s happening? - Can I be of service? - Be conversant in topics of interest to your target (sports, current affairs, music, etc.) 10/20/2016 88www.SlideShare.net/LeahcimSemaj2013
  89. 89. At the Event  - Be pleasant  - Smile and make eye contact with others  - Enter the room with confidence  - When you start a conversation do not hold the person captive , circulate  - Pick out the wall flowers standing by themselves nursing a drink and engage them 10/20/2016 89www.SlideShare.net/LeahcimSemaj2013
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  91. 91. At the Event  - Do not pass out your business cards like confetti  - Ask someone for their card first  - Focus on making a connection  - Ask great question – not ‘What do you do?’  - LISTEN  Be helpful by playing host  Focus on quality not quantity  Promise to follow-up 10/20/2016 91www.SlideShare.net/LeahcimSemaj2013
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  93. 93. Listen!!!  Ask a question and wait to get an answer  Do not interrupt! Its rude. It says what I have to say is more important  Don’t just wait to speak and formulate your thoughts  Pay attention  Put away the Smartphone  Do not try to show –off with the on-up manship or womanship  Make the other person feel important  Don’t flaunt your accomplishments  Become a master Listener and see your popularity soar! 10/20/2016 93www.SlideShare.net/LeahcimSemaj2013
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  95. 95. Post Event  Start building the relationships  Do what you promised to do. E.g. Call, set a time to get together right away. Do not delay.  Review the notes you made, shared interest  Determine how you can be of value  Keep in touch in a consistent way  Share - ideas, articles, tickets, products, lunch  Nurture the relationship 10/20/2016 95www.SlideShare.net/LeahcimSemaj2013
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  98. 98. Mastering the art of conversation and meeting people anywhere  Every master was once a disaster  Hone your social skills  Have something interesting to share  Keep abreast of current affairs and local happenings  Let the other person talk and really listen  Be pleasant and treat everyone the same  Make Relationship Building a Way of Life 10/20/2016 98www.SlideShare.net/LeahcimSemaj2013
  99. 99. How to make instant connection and build rapport with anyone  Ask a thoughtful question  Ask what you can do to help  Give them a reason to remember you.  Focus on quality not quantity  Ask what makes them happy, excited, lose sleep  Remember their name and story. 10/20/2016 99www.SlideShare.net/LeahcimSemaj2013
  100. 100. Don’t let your business card end up in the trash can!  Clearly define what you do best.  Tell a story  Smile and make eye contact  Say their name  Send an intro email on the spot  Talk about your passions  Give a genuine compliment 10/20/2016 100www.SlideShare.net/LeahcimSemaj2013
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  102. 102. Nurturing your Network and setting targets Want to or committed to? 99% or 100% The #1 reason most people don’t get what they want is because they don’t know what they want. Be committed to promoting yourself and your value Return phone calls immediately Connect people – refer and let your contact know Restore damage relationships – communicate, clean- up, apologise, forgive, be sincere 10/20/2016 102www.SlideShare.net/LeahcimSemaj2013
  103. 103. The Power of Karma Give outside of the giving season Share tickets to games, concerts, plays, movies and sit together.  Lunch, dinner, breakfast. Celebrate others’ success every chance you get –  promotion, national award, children’s success Determine how you can be of value 10/20/2016 103www.SlideShare.net/LeahcimSemaj2013
  104. 104. Nurturing your Network  Always be thinking about the other person, not personal gain.  Maximize access.  Don't go for meaningless "numbers".  Systematize it.  Always be connecting.  Dedicate real and meaningful time.  Be a hybrid.  Above all else, be there to help people. 10/20/2016 104www.SlideShare.net/LeahcimSemaj2013
  105. 105. Nurturing your Network  Have the right mindset –  Networking is more like farming than hunting.  Have the tools to network with you at all times.  Listen and ask questions.  Small courtesies count a lot in today’s world  Make a point to meet new people.  Write notes on the backs of business cards you collect.  Be yourself.  Follow up! 10/20/2016 105www.SlideShare.net/LeahcimSemaj2013
  106. 106. Is your Network Dying?  We make ~2000 contact by age 35  At any one time we can maintain 150 fairly good relationships  People go away or grow away  What happens as we build new relationships?  How do we maintain old relationships?  Telltale questions you have a problem  You can’t afford this as traditional marketing is more expensive/less effective 10/20/2016 106www.SlideShare.net/LeahcimSemaj2013
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  110. 110. More people own a cell phone than a toothbrush - 60 Second Marketer
  111. 111. Taking Our NetworksToThe Net •Now if the aim of networking is to connect with likeminded professionals to help you achieve your professional goals while making meaningful contributions, then social media is the perfect vehicle. •Social media allows you to reach, anyone, anywhere, anytime. It possesses the astonishing capability to create a one-to-one personal connection with virtually anyone – the wonders of the perfect cold message or email. 10/20/2016www.SlideShare.net/LeahcimSemaj2013 111
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  116. 116. What Social Can Do
  117. 117. What Social Media Can Do 1. Build your personal and professional brand. 2. Have control over your brand’s perception. 3. Connect you to employment/leadership opportunities 4. Increase thought leadership & influencer status. 5. Create business opportunities – partnerships/funding. 6. Help you be heard, and promote your skills. 7. Give valuable insight into your market and competition. 8. Help you listen & gain feedback to sentiments in real-time.
  118. 118. •Personal branding, then, is key to optimize your social networking – a great personal brand is like a well sharp business suit – it makes you look good. •Before going to any event use social media to do a bit of research on your prospects – the people you would like to meet. •Keep consistency across all your profiles, when you show people who you are they will believe you. •LinkedIn is the best network for networking as it allows each of us to display digital resumes for the perusal of prospects. A FewTips For Effective Social Networking 10/20/2016www.SlideShare.net/LeahcimSemaj2013 118
  119. 119. •Do treat your profile as your professional brochure. Use an appropriate-looking profile image and put in complete and up-to-date information.This will be your first impression for many. •Don't blanket connect. Before you ask for a connection, learn about the candidate. Be ready to explain why they should connect with you. •Do get intentional testimonials and endorsements that speak to your actual skills. •Do reach out and make meaningful connections.Take the time to find common ground based on your profiles and consider how you can bring reciprocal value. •Do get intentional testimonials and endorsements that speak to your actual skills. LinkedIn Dos…. 10/20/2016www.SlideShare.net/LeahcimSemaj2013 119
  120. 120. •Don't let your profile sit inactive. Even if you only post an update once a week, keep it alive. •Don't treat LinkedIn as a chore. Dedicate real time and effort to make the most of your connections, and you'll establish worthwhile, long-term relationships. •Don't create verbiage combinations that no one understands. •Don't hog the conversations in groups or make it your personal soapbox.You should always consider others and bring value with every post. LinkedIn Don’ts…. 10/20/2016www.SlideShare.net/LeahcimSemaj2013 120
  121. 121. 10 Things All Professionals Should Be Doing 1. Your desired outcomes? ○ Decision makers, Friends, colleagues, customers, others etc. 2. Choosing your platform(s) 3. What help do you need? 4. What to post? 5. What not to post? 6. When to post? 7. How to engage? 8. Response time 9. Gathering new insights and information 10.‘Google’ your name monthly to test your strategy. 1. – (of the first 100 hits, how many did you directly influence?) 10/20/2016 www.LTSemaj.com 121
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  123. 123. Mistakes to avoid  Resenting those who are successful  Focusing on yourself and past accomplishments  Asking someone for help when you have not spoken to them in ages.  Over sharing personally or professionally  Talking too much  Promoting several things at once 10/20/2016 123www.SlideShare.net/LeahcimSemaj2013
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  126. 126. Networking Tips for Persons in Sales  1) Be a Connector  2) Show Up to Events Early  3) Don’t Talk Product /Service  4) Find More Networking Events  Chambers of Commerce  Business Networking Groups  Mastermind Groups  Meetup.com Groups  Charity Events  School Board Meetings  High School Sports Games  Local Youth Sports Events  City Government  And check out local event sites like Eventbrite, Eventful, and Patch.com
  127. 127. Networking Tips for Persons in Sales 5) Send Your Staff 6) Have Memorable Cards 7) Set Networking Goals 8) Always Have Your Card to give if asked. However, you can always ask for theirs.
  128. 128. Networking Tips for Persons in Sales 9) Don’t Have Big Handouts
  129. 129. Networking Tips for Persons in Sales  10) Do The Follow-Up  11) Use LinkedIn To Follow Up  12) Follow Their Business on Twitter and Facebook  13) Follow Up Via Email  14) Phone Call Follow Up  15) Read “How to Win Friends and Influence People”  16) Remember Names and Use Them Often  17) Join a Networking Breakfast Group
  130. 130. Networking Tips for Persons in Sales 18) Talk To The Wallflowers 20) Prepare General Questions About Business 21) Take Notes on Business Cards 22) Identify the Connectors 23) Keep Expectations Low at First 24) Don’t Take Yourself Too Seriously
  131. 131. Networking Tips for Persons in Sales 25) Network With Your Clients 26) Always Be Networking 27) Moving Pennies Technique 28) Disappearing Cards Technique 29) The Elevator Pitch 30) Talk About What Excites You
  132. 132. Networking Tips for Persons in Sales 31) It’s Not Who You Know, It’s Who They Know 32) Describe Your Perfect Client 33) Keep a Networking Journal 34) Be Memorable
  133. 133. Networking Don’ts 1. Don't go to networking events with friends. 2. Don't try to meet everyone in sight; curate connections instead. 3. Don't forget to follow up. 4. Don't waste time with sales-oriented people. 5. Don't be a stalker. 6. Don’t doubt your ability to improve with practise.
  134. 134. Networking Don’ts 7. Don't interrupt. Ever. 8. Don't be intimidated. 9. Don't be a card spammer. 10. Don't talk so much. 11. Don't be subtle. Be explicit. 12. Don't ask to "pick my brain."
  135. 135. Networking Don’ts 13. Don't hound the speakers. 14. Don’t hound the speakers  15. Don’t Scan the room while you’re talking to someone 16. Don’t ask them who they know 17. Don’t pull out your resume
  136. 136. Networking Don’ts 18. Don’t get someone’s business card and misuse it 19. Don’t hit on someone 20. Don't be a product-pusher. 21. Do not, under any circumstances, ditch a conversation partner for someone more ‘important.’ 22. Don’t fail to thank the organizer(s)
  137. 137. Let’s Talk….. 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 137 What are some of the challenges you face in building your network?
  138. 138. of NETWORKING 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 138
  139. 139. Summary - The 10 Commandments For Better Networking: 1 Always have your tools. 2 Networking is more like farming than hunting. 3 Understand where you are in the pecking order 4 People remember engaging people 5 The law of Karma is real 6 The little things count for much. 7 Grow Your Quality Network 8 Have a Good Business card strategy 9 Keep it Real - First Impressions Last 10 Close the circuit - Follow up! 10/20/2016 139www.SlideShare.net/LeahcimSemaj2013
  140. 140. Your action plan… See it Say it Write itDo it Review it 10/20/2016 www.SlideShare.net/LeahcimSemaj2013 140
  141. 141. Next Steps What will you do in the next 24 hours? What will you do in the next week? What will you you do in the next month? 10/20/2016 141www.SlideShare.net/LeahcimSemaj2013
  142. 142. Dr. Leahcim Semaj www.LTSemaj.com Dr. Sandra M. Palmer www.DrSandraPalmer.guru The Transformational Specialist We offer two options for transformation. Above where you are presently, or Beyond your wildest dreams 10/20/2016 142
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