Networking
How to make professional connections
that work
Anne Clinton
Hiba Dabis
Goals for today
• How to approach recruiters and potential
contacts
• Build on-going relationships
• Practice your pitch
Personal Experiences
• Work in pairs
• Take 5 minutes to consider:
– Your own experiences of networking
• What has worked for you
• What has not worked
• What do you want to get out of the session?
Why is it useful
• Access to opportunities Hidden job market
– 70% jobs found through networking
– 60% all job openings never advertised
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Builds confidence
Opens doors
Raises profile
Provides Information – insider’s view
Expands contacts – access to other networks
– Everyone you meet is only 4-5 people away
• Improves chances for speculative applications
– A referral generates 80% more results than cold call
• Good preparation for interview
Some thoughts
• Good networking is simply the development of
mutually beneficial relationships
(Steven DSouza)
• While company loyalty might be on the decline, it
appears interpersonal loyalty is on the rise.
(Lou Adler)
Networking Myths & Gripes
• Networking is only for extroverts and I’m shy
• Shy people are extremely effective at networking because they ask people
about themselves and listen well
• People will be annoyed if I ask them for help
• How would you feel if…
• The only people worth networking with are those who can offer you a job
• Making meaningful connections with people can lead to introductions and
insider tips
• Small talk is awkward and I don’t like to schmooze
• No one likes a schmoozer! Be genuine and honest, and feel free to talk
about things other than the weather
• Networking is selfish
• Develop your approach. Learn about the person before you ask anything
of them. DON’T ask for a job – ask for an informational interview
Networking Truth
• The goal of networking should be to help other
people. It’s far more important to understand
their needs before you tell them about yours.
Activity
• Write down a simple but genuine problem or
challenge you are facing. E.g. I don’t know what to do this
weekend, I can’t find the time to go to the gym, I don’t like attending
networking events
• Go around the room, and spend 2 minutes to
introduce yourself to people, and discuss your
problems. Make sure you offer at least one
solution to their challenge.
• Do this with 2-3 people
Getting started
Typical evening event
Typical evening event
You will never see more
than 6 types of group
Individuals
Open Couples
Closed Couples
Open Trios
Closed Trios
Bigger Groups
Preparing for a networking event
• Research – organisation, individuals you might
meet
• Decide what you want out of the event –
Specific information? New contacts?
• Prepare your pitch/introduction:
– Quick description of who your are/what you do
– 30 second cv
Networking - basics
• Get the dress code right
• Cultural awareness – body language, eye
contact, space
• Positive introductions, invitations, next steps
• Opportunity to talk in more relaxed setting
Getting started
• I notice that your company is involved in….
• You seem to focus on area x, I’ve taken a
course in (relevant topic) and have some
experience in ...
• What led you to join?
• I’ve looked at your online application and am
interested to know what you are really looking
for in the motivation question…
Elevator pitch
“An elevator pitch is a concise carefully planned
and well practiced description about you that
anyone should be able to understand in the time
I would take to ride up an elevator”
Standard Bank’s skills seminar 2012
Pitch perfect
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Scenario One
Your name or area of
expertise
How you help
What you do
Why you’re different or the
best
A call to action
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Scenario Two
Your name, background
What you are doing now
Your career goal
What help you need to
meet you goal (specific)
How much of their time you
need
A worked example...
Hi, I'm Lisa, Lisa B. Marshall. [My name]
I’m a communication expert who helps people improve their public
speaking, interviewing, networking, and web communication. [my
area of expertise, and how I help]
I offer workshops, keynotes, and consulting. I'm also host of a weekly
podcast called The Public Speaker and I recently completed an
audiobook on interviewing skills, called The Public Speaker's Guide to
Ace Your Interview. [what I do]
My programs are packed with research-based content that is very
practical, actionable, and fun. [why I’m different or the best]
To listen to the free podcast, or hear a clip from the interviewing
audiobook, or to learn more about my services, visit
www.lisabmarshall.com. [my call to action or what I want you to do]
Light, Camera, Action!
• 5 minutes to work on your pitch individually
• Get into pairs
• Each member will have a chance to practice
their pitch
• Each listener to provide 2 good points and 1
area for development
Ending
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It was a pleasure to meet you
Thank you for your time
I won’t take up any more of your time
Get details/business card (if appropriate)
If you have details follow up with thanks
Awkward exits
Follow up
• Jot down notes on way home/immediately after
Easy to forget finer details of conversation
• Select useful information
Prioritise, refer to original objective, get rid of spam
• Send email with hook!
Jog their memory, common ground, timing
• Build your Black Book
Organic, organised, order for future
And remember…
Don't become the sort of networker who only
contacts people when they are looking for a job
– that's not the way to build lasting, successful
relationships.
Successful networking is an
ongoing career activity
Guardian careers blog
Other resources
• www.kintish.co.uk
• www.lse.ac.uk/careers - General advice; How
to network effectively Echo 360
• http://adamsalamon.wordpress.com/2007/08
/15/creating-your-30-second-pitch/
• http://www.quintcareers.com/elevator_speec
h_dos-donts.html
Networking – who, where
family & friends
department,
institution, peers,
alumni
guest speakers,
visiting fellows
employers
Networking on-line
• Build a professional presence:
– Differentiate from personal
– Profile; key words
– Keep up to date
• Research potential contacts
• Connect with alumni and others – start with
‘warmest’ contacts
On-line presence
• “Everyone’s career will be understood by what
we say through online communication such as
facebook, email, twitter…so learn to be
digitally articulate and literate…”
Charlie Beckett, POLIS Director, LSE
Employers & social media
• 19% - Social media
strategy
• 35% - working out how
to maximise it
• 60% who don’t use
social media want to
start
• Linked in; Twitter,
Facebook
Source: CIPD
Online reputation
Informational interviews
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Prepare thoroughly
Research industry, organisation and individual
Short time sufficient
Choose approach which works best for you and
context:
– Prepared pitch
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Dress appropriately; arrive promptly
Ask well prepared questions
Etiquette – offer to pay
Personalized thank you note
Informational interviews
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Open ended questions
Actively listen and show you understand
Be enthusiastic, positive and professional
Make brief notes
Ask if they have any other appropriate contacts
Thank them for their time
• After
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Follow up on any information gained
Act on any new leads/info
Keep in touch if appropriate
Formal thanks (handwritten?)
Some thoughts
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How did you get started in…
What do you enjoy most
What are the challenges
How did you get into this field?
What is a typical day like?
If they have spoken at an event:
– You mentioned that - you have not always worked in
x…how did you get into it?
– When you said there is a huge amount of chance in
the industry at the moment - what do you think the
drivers are behind this?
Some thoughts
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What’s it like to work in this industry
What’s your role like on a day to day basis
Who are the key players
Which skills are most relevant
What are the baseline requirements
What is your background
How did you progress to your current role
Have you any advice to offer someone starting out in this
industry/professions
• Is there anyone else you would recommend I speak to?
• What do you wish you had known at the start of your
career?