2. Networking ABCs Tony Dye August 20, 2015 Free Powerpoint Templates
Previously we covered making a COMPANY target list and finding contacts for those companies. Now let’s move into some networking ideas
Free Powerpoint Templates

3. Do you OWN your job search?

4. Highly Informal Evening
Let’s adjust to the needs
We’ve been a lot of places over the last few weeks. Where is everyone in their search?

5. Never assume! So, I’ll ask: 1) Do you know what you are looking for (at least generally)?, 2) Do you have a target list of companies? And how to keep expanding it? 3) Do you have target contacts and now how to keep expanding that list? 4) Do you have a good system for keeping up with your various data items? 5) Do you have a basic networking document.
Tonight’s focus: how to network. Unless we need to change!

6. Suggested “quick” pitch
Hi, I’m Joe Smith and I’m looking for a Sales Management position. I’m focused on technology companies with 200 or fewer employees in Northwest Atlanta, such as: Corus360, MailChimp, or PossibleNOW.
Do you have a “quick” pitch? Less than an elevator pitch. Something you can say without sounding rehearsed?
Questions

7. Networking: What is it?
Discussion: Is a LinkedIn connection networking? How about a phone call? Or do you have to be face-to-face?
Think RELATIONSHIP, not contact.

8. How’s your memory?
Do you remember everything important about each person you meet and network with? If so, congratulations. If not, be sure you have a system! Think Customer Relationship Management (or Contact Management), or Knowledgebase.
Quick test: when did you first meet Dan? Me? (Anybody remember how I describe myself?)

9. Managing Contacts
Have only one place to manage, or at least one *master* place
Think CRM when creating contacts.  How much do you know about the person, company, etc.?
Is LinkedIn part of your strategy?  Would you want LinkedIn to be the master contact holder?

11. Does your system work when you are mobile
Does your system work when you are mobile? Do you keep whatever you learn “on the fly?”
Can a SmartPhone be your primary contact management?
Synchronization. Of the details! Backup!

12. I use Outlook (mostly). Plenty of other systems
I use Outlook (mostly). Plenty of other systems. Pick one and thoroughly exploit it! Use the notes!

15. Making Contact Finding Connections
Are you ready?
10 second pitch? Check!
Target company? Check!
Specific [former emp.] contact name? Check!
Know what to say? Discussion
Know how to make contact? discussion
Story

16. Discussion You are NOT contacting to ask for a job!
You ARE seeking information and advice
You have some affinity (right?)
You will keep it short
Don’t even think about sending your resume or giving it to a new connection
Networking, not asking for a job!
How to

17. How to connect Best: letter, then call, then in person
is usually a poor alternative, but very appropriate for some recipients
<see my site for a handout if needed>
A nice letter of introduction. A call a few days later. And repeat calls. All refer back to the letter. That gives you a good excuse for your call!
Letter

19. Dear Mr. Clapton:
I am writing to you because of your technology leadership position and knowledge of business in the Atlanta area. [We’ve previously connected on LinkedIn] I am on a career search and speaking with knowledgeable people, such as you, to gather information to help me determine the right fit with an organization.
Please understand that I am not applying for a position with your organization nor do I expect you to know of any opportunities. I am going about my career search in a way I believe will result in better-than-conventional possibilities.
I have been involved in the computer industry for over 20 years. Early on I was involved in programming and development of early networks. Blah, blah, blah…

20. <continued> 
Blah, blah, blah… At this point in my career I am exploring new opportunities where I can make a real contribution.
I would like to meet with you briefly to discuss business opportunities in the Atlanta area and to learn how {YourCompany} has managed to excel in a very challenging economy. I will also be asking for some advice and feedback.
I will call you on {Day}, {Date}, in the early afternoon, to set a convenient time to meet. I will come prepared and be brief. I very much look forward to meeting you.

21. MAKE the calls Don’t forget or wimp out! Script it
Prepare for voice mail
Repeat

22. Excuses I’m shy I’m an introvert I don’t do well on the phone
Etc., etc., etc.
“Get over it.” (I did – all the above are MY excuses)

23. What about face-to-face. What should you have with you
What about face-to-face? What should you have with you? How should you dress? What if you’ve never met the person before?

25. ABC – 123 Network Meeting
ABC: A: Industry or Sector B: Role C: Culture & Environment (where I thrive!)
123: THREE (and only three) significant skills And three “stories” to match
If you ever have the opportunity to meet Hal, you’ll likely enjoy him. If you want a document on ABC-123, me

26. The network meeting (Hal’s suggestions)
PLAN the Meeting!
Total of 20 minutes. Not 30, certainly not over. Plan it, control it.
Build rapport – articulate what we have in common
Brief history, only long enough to establish credibility
Ask the question: What would you do if you were me?
me if you’d like this as a one-page document

27. Network Meeting Then follow-up: Why or why not?
Who would you talk with next?
How do you know “next” person?
How can I reach “next” person?
Finally, how may I help YOU?

28. Questions? Simple enough? (Easy is different :-)
Preparation: plan, script, automate
Practice with friends – accountability

29. My Network (as of 12/2014) (are we connected?)
Note: My network grows by roughly 8,500 each day, even if I don’t do anything!

31. Tony Dye TonyDye@Gmail.com @TonyDye TonyDye.com
Thank You
Tony Dye
@TonyDye
TonyDye.com