Network Brilliantly for Business & Professional Growth...Build a relevant LinkedIn network 3. On...

Network Brilliantly – for Business & Professional Growth

Thursday, January 19, 2017

By Dana Manciagli Networking and Career ExpertTrainer, Columnist, Author, Coachwww.DanaManciagli.com

AS FEATURED IN:

Global Career & Networking Coach and

Instructor

What you will learn…

© 2016 by Dana Manciagli

1 2

What is

networking and

its importance

3

How to develop

a great job

search

networking plan

3

Types and

techniques of

networking

4

Tricks and

mistakes in

networking


The Challenge

4

Networking for

professional success…it’s in

pretty bad shape

Don’t be Brad


Elizabeth worked with Brad 5 years ago and they have not kept in contact.

Brad recently learned that Elizabeth is now the CEO of one of his target

companies

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Hey, Elizabeth, how are ya? I just learned that you are at

Compass Company. I would like to pick your brain about

opportunities with your firm. Let’s do coffee. What time works for

you?

Cheers, Brad

Is this you?


Pamela and Sharon, both sales executives, went to an evening

networking event hosted by the local Chamber of Commerce.

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The event started at 6:00 p.m. but they got there at about 7:00 p.m.

Together, they got a drink,

found an empty table to stand

at, and talked about “life.”

Sharon met one interesting person in the

drink line and Pamela bumped into an ex-

peer from a prior company as she was

getting her coat to leave.

On the way home, they both agreed it was a terrible waste of

their time.

Poor Charles


Charles is 42 years old, new to Chicago, and has a big quota to fill!

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He is trying to meet new prospects and develop a pipeline.

f

He’s spending all day either on his

computer or calling the switchboard of

the target companies in Chicago, trying

to reach someone to talk to.

After six months, he is

frustrated and insecure about

his ability to meet his numbers.

Conclusion


All of the above have one thing in common.

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They have not learned how to network for business

success.

They don’t appreciate the need

for preparation, professionalism,

and a process.

So here is the solution

for networking…


Solutions

Here are 4 steps to

network for business

success.

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Networking Step #1

1

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Have a Networking Plan


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1. Have a Networking Plan

Your

Mission

To identify people who can…

…help you learn …help point you

to resources

…introduce you

to someone


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You have a Networking

Plan handout!

Handout in the “Handouts” section of this Webinar

Get ready to do the work!


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Build your targeted networking plan

Business Goal(More people in target companies, new

target companies, lead follow up)

People I know(Those who could help you learn or grow in

some way, point you to resources, introduce

you to someone else, or mentor you.)

New People to Find(Titles, names)

A.

B.

C.

D.

E.

F.

Current & past peers

……………………….1.

2.

3.

4.

5.

6.

Friends & Family

………………………………

Current & Past Managers and Mentors

…………………………..

Peers or Friends in other organizations

………………………………

Contacts from industry organizations

……………………………..

Customers, partners and competitors

…………………………....


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How to find strangers to connect with

Face to Face Networking – Big Events or

One-on-One

It is not always easy, comfortable, or interesting to

meet total strangers.

You will make some mistakes and feel awkward or

silly at times.

Dive in. You will learn with practice.


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Events that tie to your professional goal

Seek out industry events that tie to your business goals

Special Interest Groups, or SIGs

Annual or quarterly industry awards

Live monthly or quarterly events

Dinner meetings and presentations

Online Community Forums

1

2

3

4

5


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Your local U.S. Business Journals

You can find

multiple

networking

opportunities in

your city’s

Business Journal

in 42 cities across

the U.S.!

Special YANG Discount: http://tiny.cc/YangBJ


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2. Online Networking (LinkedIn)

Online networking with total

strangers is the most under-

utilized form of connecting,

and the type you NEED to

use while job searching.

LinkedIn is

your most

important

resource for

Networking


The Challenge

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I have a LinkedIn profile

and connect with people I

know…now what?

Let’s clear some basics


1. Will you submit my credentials to the EMPLOYEE REFERRAL

SYSTEM?

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3. On LinkedIn, search for college or graduate school alumni who

work at the company. They are highly likely to help you.

A. Name

C. Photo

D. Headline

B. URL - customized

E. Location

G. Contact Information

H. Experience

F. Industry

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Search and Connect with Total Strangers


1 The “Advanced” button is now your best

friend…

…search companies and people

22

Narrow your search…


By geography

By industry

(keywords)

By title

By company

5 Key LinkedIn best practices


1. Will you submit my credentials to the EMPLOYEE REFERRAL

SYSTEM?

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work at the company. They are highly likely to help you.

1. Build a professional LinkedIn profile

3. Build a professional reputation

4. Conduct great research on LinkedIn

2. Build a relevant LinkedIn network


work at the company. They are highly likely to help you. 5. Move your LinkedIn Connections to “In Real Life” (IRL)

conversations

LinkedIn Role-play

scenario:

• I’m a NEW Manufacturer’s Rep for 10 lines

• My “territory” is to get our brands into online marketplaces such as Amazon

and specialty online distributors.

• Need to find the BUYERS of my products: starters, alternators

• I have a target list but I need NAMES of the buyers and build a pipeline

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Steps to Connect with Total Strangers


1. Check your own network

2. Advanced Search for new names

3. Build your target list, prepare your introductions

4. Make Connections

Connect professionally w/customized message

Wait for them to accept your connection

Use their e-mail address to request a meeting

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DON’T Use LinkedIn For…


E-mailing

Setting up meetings

Following up on meetings

Broadcasts to your connections


Networking Step #2

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Ask for Help with a Purpose

2


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Project a confident, prepared professional

Get over the awkwardness, shyness, and the embarrassment

of asking for connections to help you sell.

Change the way you present yourself.

Use your well-rehearsed “pitch” when at group networking

events, meeting strangers, reaching out to cold

relationships.


Networking Step #3

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Rehearse and prepare yourself

for great networking

3


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Prepare for that first impression

From the strong handshake and eye contact, the first words out

of your mouth, all the way to the closing handshake and smile.

In front of a mirror or in your mind, practice

what you will do and say.


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Here is a Short Check List

1

2

3

4

5

6

7

Pad and pen for note-taking…don’t EVER go to a meeting without it…and use it!

Company brochure, flyer.

Business cards—with your contact information and social media links.

A list of your target prospects, alliances, companies, target positions, target

industries, etc.

The right attire. No perfume, cologne, cigarette smoke, bad breath, or body odor.

If via phone, script a voicemail message, battery power for your cell, etc.?

A watch. If you asked for 30 minutes, it’s your duty to watch the clock and end on time.


Networking Step #4

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Follow up immediately with

every network contact

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This is where bad form turns ugly


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Networking or “connecting” is the process of

building a two-way relationships for the long

term.

When an executive or sales professional

either doesn’t follow up multiple times or

disappears, it’s called “using.”

Rules for following up


34

At the end of every day or beginning of the next day, thank

everyone who connected with you.

In your thank you note, include some insight about the meeting

(from the notes you took!) and have a next step, such as, “I will

keep you posted about my progress…”

All people who have helped you want to know how

your business effort is going. Consider them part of

your advisory board or team and keep them updated!

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2

3

Rules for following up


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When you meet an interesting, relevant, or helpful

person, here are some recommendations on how to

follow up:

4

Bing or Google their name—you can find additional information to help you

Write a formal email within 48 hours, indicating that you enjoyed meeting them

Send a LinkedIn invitation

Follow the person on Twitter.

Enter the information into your Outlook Contacts


Tricks

#1 Trick for making

networking like

breathing

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1. Get into a rhythm


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Get into a rhythm or pattern every time you meet someone

new, either face-to-face, via phone, or online.

Capture their information in a contact AND connect with them on LinkedIn.

Put a date in your calendar to follow up with them.

Put another date in your calendar to follow up with them again.

Send them a thank you note within 48 hours.

Send other thank you notes if someone else connected you to this person.


Mistakes

Some common

mistakes in

networking

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1. Dominating the conversation with your agenda


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Remember! You are there to listen and learn. Identify the

key individuals then follow up them on the next day.

Naturally, if they ask, “What kind of business are you in?” then

you have your well-prepared, short version all ready.

Say 3 short things then stop talking.

“Be Interested, Not Interesting”


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2. Asking them to email you or to follow up

Don’t ask them to email you.

Period. You drive!

YOU are the product that you are selling and YOU need

to drive the network process, even when selling.

Take accountability and say “May I send you an email

proposing some times for us to talk again?”


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3. Not dressed appropriately for networking

Some networking events are business attire or business

casual. However, since you are the job seeker, you need

to be sure you are on the formal side.

When in doubt, dress formally. First impressions do

count, so I prefer you look like a great candidate than be

underdressed.


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4. Bugging or annoying your contact

If you contact someone 3 times and

they do not respond, then you should

stop. The “Law of Threes”.

At an event, don’t follow someone

around or dominate their time.

Wait a few weeks and try one more

alternative approach.


Homework

Homework

Assignment

47


1. Prepare to network

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Build your Networking Plan. Use the template handout.

Assure your LinkedIn profile is 100%

Have business cards, pad, pens, and a portfolio.

Have a clear goal when asked “what are you interested in?”

Register for networking events.


2. Set aside specific time for networking

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Put the time in your calendar.

Use the time to make new LinkedIn contacts, cold call,

follow up on people you have met, and attend new

functions or online discussions.

Connect with me everywhere!

DanaManciagli.com or [email protected]

DanaManciagli

@DanaManciagli

DanaManciagliCareerCoach

CutTheCrapGetAJob

082113 50

http://www.danamanciagli.com/

Network Brilliantly for Business & Professional Growth...Build a relevant LinkedIn network 3. On...

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