Networking for Career Success

LOSE THE SCHMOOZE:

NETWORKING WITH GENUINENESS…
GENUINENESS
AND WITHOUT THE FEAR AND
LOATHING

Presented by: Cami Ressler, M.Ed., Managing Director,
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BR Solutions LLC
Business Women’s Forum
April 12, 2010
12

© 2010 BR Solutions LLC. All Rights Reserved.

TODAY’S OBJECTIVES

 Conquer the fear and loathing of networking
 Recognize networking is a lifetime process fundamental
for career and business success
 Learn to reframe networking as teaching and giving
 Provide you the tools to:
 Join groups, handle introductions, make the conversation flow, and
exit groups
 Telling your story
 Takeaway Tip: Take the information you learn
today and make it your own
d d k i

Networking i
N t rki is
scary. It's
stressful. It's got
g
a bad name.
What we're
really talking
about here is
making
connections. Tell
y
your stories.
Leave a few tips.
Learn new I Hate Networking!
information.
i f i

WOMEN AND NETWORKING

KNOWLEDGE IS POWER


WHAT IS NETWORKING?

What it is…. What it is not….

 An authentic  An opportunistic
conversation practice
 Finding/Sharing  Self-serving in nature
common i interests  Lacking a genuine
 An information sense of connection
exchange
h  Being a salesperson
l
 Thought of as lifetime  Just exchanging
relationships business cards
b i d

MY DEFINITION OF NETWORKING

“To develop in the networking process
To
mutually satisfying, authentic long-term
relationships.”
relationships ”
 Authenticity is all about humility about yourself and
appreciation for others.

 The key to a mutually satisfying relationship is being
transparent.


FOOD FOR THOUGHT

“One of the factors most critical to success in any kind of
y
networking, whether for a job search or business contacts, it to
think about what you have to offer others while networking.
Before going to any networking meeting, whether a group
meeting
event or a one-on-one meeting, you need to give serious
thought to what and who you know that might be useful to
g y g
others. Be prepared to share ideas and contacts. You don’t
have to solve the other person’s problem, but you should walk
way ffrom the meeting with an understanding of what would
th ti ith d t di f h t ld
be helpful to the people you talked to.”

- Clara Hurd Nydam, ExecuNet Meeting Facilitator, Wisconsin


FACING THE FEAR


CONQUERING THE FEAR AND LOATHING

 Ask Questions about Your Fears. Are they valid?
Q y
 Do the thing you fear most and the death of fear is certain.
– Ralph Waldo Emerson
 Resist the popular notion that networking is all fake
sincerity and pushy behavior
 Modify Your Expectations to Suit Your Needs – Think
Exercise
 Remember most people are nice want to connect too
R b l i
 Goal of Networking: Make a connection and lay the
foundation for a long-term relationship
long term

HANDLING REJECTION
Dear Professor Smith:
Thank you for your letter of March 16th. After careful consideration I
consideration,
regret to inform you that I am unable to accept your refusal to offer me
an assistant professor position.
This year, I have been particularly fortunate in receiving an unusually
large number of rejection letters. With such a varied and promising field
of candidates, it is impossible for me to accept all refusals.
Despite the University’s outstanding qualifications and previous
experience in rejecting applicants, I find that your rejection does not
meet my needs at this time. Therefore, I will assume the position of
assistant professor in your department this August. I look forward to
seeing you then.
gy
Best of luck in rejecting future applicants.


CAREER MANAGEMENT
MANAGEMENT:
NETWORKING FOR A
LIFETIME


UNIVERSAL TRUTHS

P
People d b i
l do business with people they know, like,
ith l th k lik
and trust.

 Employers hire people they know, like, and trust.
C
Common Questions:
Q ti
Can she do the job? (Competence)
Will she d the j b (Trust)
ill h do h job? ( )
Is she a fit for my organization/business?


CAREER NETWORKING –
JUST THE FACTS
J

A Harvard study found that almost 80% of all
y
secured jobs in the last 10 years were the result
of networking.
In that same study, 35% of those jobs did not
exist until the networking began.
40-50% of open jobs are filled by candidates
referred to the organization by current
g y
employees.
Career experts estimate that at least 75% of job
openings are never advertised.
Sources: Wetfeet-Online Resource, 2007, Caltech, October, 2007 email, and http://www.careermag.com/articles/almost-
© 2010 BR Solutions LLC. All Rights Reserved. 75-of-jobs-are-never-advertised-how-can-you-tap-into-this-hidden-job-market-3772-article.html

THE SEARCH REALITY
Filling a Job Vacancy
g J y

Job Seeker
Source Se d g
Sending Perspective
p
Networks 1st Unsolicited
1st Resumes
“Low Risk”

Search 2nd Applying to a
2nd Firm Posted Job

3rd
3 d Posting an 3rd Using Effective
Ad and
Unsolicited Networking
Resumes Strategies
Employer
Perspective
Source: Adapted from Richard Nelson Bolles, What Color is Your Parachute, 2009

During the course of a lifetime, you will
lifetime
likely make 12 – 15 job changes,
and at least 3-5 career changes.
d l 35 h


WHAT ABOUT YOU?

FINANCIAL
HOSPITALITY EDUCATION
SERVICES

1.
1 Intern 4. Temp Agency 8.
8 Managing Director
2. Coordinator 5. Graduate Student (N)
3. Brand (N)
Manager ( )
(N) 6.
6 Career Counselor
7. Asst. Director (N)

AUDIENCE POLL

 How many of you have secured a job
through networking?

 How many of you secured a job through
networking for a newly created position?

 Did the job referral lead come from a man?
From a Woman?


Research indicates that the glass ceiling is
firm.
firm And the reason why may surprise
you. It’s not your gender, it’s your
network.
k


GLOBALLY PERCEIVED EFFECTIVENESS OF MEN
AND WOMEN AT BUILDING RELATIONSHIPS

© 2010 BR Solutions LLC. All Rights Reserved. Source: One Step Ahead of 2011 – A New Horizon for Working Women, Accenture


AUTHENTICITY


KNOW THYSELF

 What is your purpose?
 5 Major Accomplishments

 If you had unlimited resources and power, what would you do and
how would you use them?
y
 Honor your strengths
 “I’ve never met an effective leader who wasn’t aware of this talents
and working to sharpen them.” – Wesley Clark, Former NATO
Supreme Allied Commander
 Honor yourself and abilities
 I can learn to network effectively. I have built long-term
relationships.
 I control and can choose my thoughts, feelings, and beliefs.


PUT YOUR BEST FOOT FORWARD

 There are four qualities at the foundation of a g
q great
impression, and fundamental for real relationships:
1. Trustworthiness
a) We identify predictable behavior;
b) We infer character traits from that behavior; and
c)
) We acquire trust
trust.
2. Caring
3 Humility
3.
4. Capability
Character = Trustworthiness Caring, Humility
Trustworthiness, Caring


 Your Physicality: Owning Your Space
 Project Your Voice: Practice speaking confidently
 Confident posture: Open, when sitting leaning
forward
 Eye contact: Looking somewhere on the person’s face
or directly in the eye
 Firm handshake: Web to Web



 We do search for one particular sign on a
p g
new face. What is it?
 A Smile


# 1 CAPITALIZE ON STYLE

 Appreciate how personality & mindset affect the ability to
build l ti hi
b ild relationships
 Identify personal style
 Introversion versus Extraversion
 Communication Styles
 www.keirsey.com, free temperament sorter and report
 I t i i versus extrinsic motivators quiz – see h d t
Intrinsic ti i ti t i handout
 Clarify attitudes toward networking
 Previous networking experiences
 Misconceptions
 Based on fear or reality
 Your attitude

 Re-frame networking as teaching & giving

#2 TAKE A STRATEGIC APPROACH

 Use Your Head but Follow Your Heart
Head,
 Focused, Flexibility
 Research research, research
Research, research
 Plan agendas to achieve maximum value from events/encounters
 Know how to convey your story*
 What did you come to the event to learn?

 Who did you come to meet?

 Open-Ended Questioning – “How did you get into this field?”

 Thank you’s – “Thanks for agreeing to send me that article
on…
on ”


CAMI’S EQUATION: YOUR STORY

Me + Who/What I Work With = What I Do and How I
Can Be of Service

1 Me: (Hi, my name is…. and I m a…)
1. (Hi is I’m a )
2. Who/What I Work With: People, Data, Things, Ideas
( oa d o
(Board of Directors a d Executives in Co
ecto s and ecut ves Community u ty
Banks)
3. What I Do and How I Can Be Of Service (Evidence):
( )
 Teach directors how to serve on boards
 Help people find jobs
 Help companies hire people

#3 BUILD RELATIONSHIPS FOR SUCCESS

1. FOCUS - I know what I want.
2. TARGET - I know exactly whom I want to
approach.
3.
3 DEFINE - I k know what I h
h t have t offer.
to ff
4. ALIGN - My existing resources and relationships are
contributing to my success.
g y
5. APPROACH - We’ve met and they know
who I am.
6.
6 BOND - We are friends.
friends
7. RENEW - I keep current with the interests and desires of
my friends.

© 2010 BR Solutions LLC. All Rights Reserved. Source: Online 4.9.10, Keith Ferrazzi, The Invisible Man

# 4 LEVERAGE SOCIAL INTELLIGENCE

 Three Questions
 Who are you?

 What do you do?

 What are we going to talk about?

 Joining Groups and Introductions
 Don’t Take the Elevator (Best/Test) – see handout.
Don t
 Making the Conversation Flow
 Use Examples and Stories to teach about expertise, experience,
p p , p ,
talents, and interests
 Exchanging Business Cards and Follow-up
 #1 Piece of Advice: Keep Notes

# 5 ASSESS OPPORTUNITIES AND
DELIVER VALUE

 Analyze and select networking areas that reflect your
goals
 Chambers of Commerce, Online networks, Professional
Associations, Conventions, Referral Groups, F2F
 Decide if a specific g
p group/opportunity meets y
p pp y your needs
 Ask questions designed to learn about others & develop
relationships
 Be alert for opportunities to connect your contacts &
provide access to resources, talent, opportunities


NEW NETWORKING RULES

1. Mind-Set BEFORE skill-set/Plan and Prepare

2. Be a good conversational host and find common ground.
Listen, really listen – EARS*
1. E = Encourage Your Partner (Head Nods)
2. A = Acknowledge Your Partner (Paraphrase, Restate)
3. R = Respond to Your Partner (Comment, Ask Q
p ( Questions))
4. S = Save What’s Being Said (Storing Pieces of Information for Later)

3. Look for what you can GIVE rather than get (Liberty Mutual –
y g ( y
A helping hand is contagious)

4. Join things because you want to

© 2010 BR Solutions LLC. All Rights Reserved. *Source: EARS, Make Your Contacts Count, pg. 122, Baber and Waymon

NEW NETWORKING RULES

5. Read. Stay current on the latest trends and ideas.

6. Always lend a hand when someone you know is in a transition.

7. Don’t hurry the process. A healthy relationship satisfies both
p
partners. Mix of business and personal information.
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8. Have good boundaries about what you can give and what you
can’t. Be good for your word, sincerity


ONE FINAL PIECE OF ADVICE

LOOK TO BUILD QUALITY RELATIONSHIPS

 Be Genuine  Be Positive
 Connect the Right Way  Plan Ahead When
 Don’t Wait Until You Attending Meetings
Have To  Be Active/Get Out of
 Careful About Filters Your Comfort Zone
 Be Likeable  Follow-Up On The
ll h
Contacts Made


CONTACT INFORMATION

Cami Ressler, M.Ed. Managing Director
, g g
BR Solutions LLC
1017 Mumma Road, Suite 302
,
Lemoyne, PA 17043
Phone: 717.731.1700
ressler@bybelrutledge.com
Linked In: http://www.linkedin.com/in/camiressler
p


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