Navigating Networking for CHYP

Editor's Notes

• #3: Networking is Hard to Teach: Because of A. The variety of experience and comfort levels in the room - How many in here are in sales or fundraising? - How many in private sector? How many in public sector (Ed, NGO, or Non Profit) B. Regardless of your occupation, everyone understands the importance of networking otherwise you wouldn’t be here or affiliated with CHYP. We all network in search of:- Jobs - Talent for programming - New Business Opportunities - Partnerships - Fun - Shaping The Future - Advice & Mentorship 3) Custom Designed Content: Therefore, I have worked to custom design content for you all that I hope will be relevant for everyone in the room today  A. For beginners, I will offer useful frameworks and concepts to reduce your anxiety and increase your chances for success   B. For seasoned vets, I will offer some valuable resources and new perspectives that can take you from good to great C. To achieve this goal, we will focus on three (3) main areas:1) How to Connect: Securing conversations with people you want to meet & How to Maximize the Conversations when they take place2) How to Prepare: Doing the self-reflection and research necessary to be memorable and inspire support 3) How to Win: The premise of this program is simple – With the proper preparation, both internal and external, anyone can make the connections necessary to advance their career and life D. Adapting to different networking settings: We will discuss strategies that help you take full advantage of Dinners/Luncheons, Networking Receptions, Quick Encounters, Informational Interviews, and Everyday Life.   E. We will also learn and have fun in the process
• #4: Some of you are here because you know you should be networking, but still aren’t entirely comfortable with the processPeople that have nerves are:1) Unsure of themselves2) Afraid of how they’ll be perceived by others3) Don’t want to be phony 4) Unsure these people can actually help 5) I don’t want to beg strangers for help 6) I don’t know what to say 7) I’m not an outgoing person8) My work and talent should and will speak for itself 9) I’m a self-made person 10) It just feels uncomfortable1) You don’t have to be outgoing in order to be a great networker. It’s OK to be nervous. But it’s self-sabotage to avoid it 2) No One Wants to Feel Awkward: So try your best to stop “dreading” the networking process. This energy will seep into all of your conversations and reduce the likelihood that you’ll be engaging enough to generate interest and new relationships3) D.B.W.: Don’t be Weird. Don’t overcomplicate networking. Just think about all the ways in which you wouldn’t want to be approached and try doing the opposite when interacting with others. Those who are a little more introverted and shy, though, may want to be more open-minded about proactive strategies that feel somewhat uncomfortable, but enhance their overall probability for success The way you develop greater comfort is through:1) Planning2) Preparation3) Practice (Live – meaning failure is part of the process)Remember B.A.I.T “B”: A Believer: You must have confidence in your story and preparedness so that you can maximize these interactions. Similarly, you have to assume that people are inherently good and want to be helpful. Even if you have a few bad interactions along the way, you must always feel optimistic that your next champion is right around the corner“A.”: Be Authentic: Don’t try to emulate someone you feel is an outstanding networker. Develop your own style. Your Voice, Your Opinions, Your Personality. That being said, each of us possesses various strengths & weaknesses, but we all have the ability to always bring Energy & Enthusiasm.  “I”: Be Intuitive: Feel The Energy. Notice what energizes them. Go where they want to go. Re-direct only when appropriate and don’t force your agenda. Remember, this is a long term relationship. You don’t have to accomplish every goal right now. Every conversation doesn’t have to be amazing and it’s not always you at fault if it falls flat. “T”: Be Thoughtful: In Your Questions, Responses, & Follow-Up about their career, industry, company, etc. Learn to become an efficient story teller as well. Most importantly, always believe in Your Ability To Connect with others no matter what your style. If you’ve practiced and prepared, you will be effective
• #5: 1) Know Your Story: If you’re looking for a job/transition, be able to frame your experiences thus far in a way that resonates with the key skills and characteristics typically associated with their field. 2) Assess The Environment: We will discuss strategies for navigating a variety of networking settings. Also know the environments in which you thrive so you can create opportunities to engage in more of them. Lastly, focus on a development plan so you can begin improving in those formats in which you feel less comfortable. They won’t just go away.   3) Learn Their World: Company, Industry, Career, Social, and Family when appropriate. We will discuss Resources for market research and Utilizing the G.R.I.T. framework as a navigation tool. If you are pitching a product/business, be sure to focus on how your product can actually solve a problem for their organization. To accomplish this, you must first do an effective “diagnostic” assessment in the beginning of the conversation. You should only make your ask, request, or pitch in the end. Sometimes the soft pitch otherwise known as planting the seed is much more effective than the hard sales pitch
• #6: PRACTICE YOUR PITCH (INTERACTIVE EXERCISE) - Tell me about your background/walk me through your resume - Why this company?- Why this industry? - Why this function?
• #7: You must tweak your story and expectations to fit each unique networking environment
• #8: Non-Responders: They don’t even bother responding to your inquiry emails Apathetics: They reluctantly meet with you and, even when they share their time, don’t seem interested in being very helpful Champions: They love to help people. They have an interest in you. They make introductions. They are enthusiastic. Most Common Complaint: People don’t respond to me. Typically, you’ll see about a 30-40% response rate. This is good when you consider most sales representatives are doing well when they generate 5%. Don’t take it personal. They’ll get back to you when they can. If not, it’s time to move on to the next contact!
• #10: Gather market intelligence before the conversation:Use the Marketing Industry’s 3 C’s concept to guide you: Learn about their1) Customers2) Competitive landscape3) Company/product value propositionAnd environment beforehand. This research and resulting insight will equip you with a deeper understanding of the business, converse like a peer, build rapport faster, and increase your chance to create opportunities.
• #11: Annual Reports: Letter from CEO will help you understand strategic priorities, company 10K will help you understand key investments, stories about business/product success will provide invaluable contextGoogle News: Will send you email alerts with latest news about your companies of interestTwitter as a news resource: Sign up for any product, industry, company, and region that you’re interested in and let your time-line provide you with all the updates & articles you need to stay informedTriangle Business Journal: Use local resources like TBJ to learn about rapidly growing organizations, key policy changes affecting business, and investments made by some of our core corporate partners
• #12: Every conversation doesn’t have to be special or amazingChanging the networking paradigm: Genuine interest in getting to know people instead of only striving to get something from others. No one owes you anything. You have to earn someone’s interest. No referral does not mean interaction was pointless. Relax. There are more fish in the seaNetworking is a long-term game, not a short-term strategy: This is what makes the interaction feel more personal, real, & less transactional “G” UIDANCE: Focus your request initially on trying to secure information and making the contact feel special, important, intelligent, and experienced. Being considered an “expert” or “interesting” isn’t reinforcement that many receive on a daily basis from their own organizations. You doing so can create instant appreciation and interest in helping you. Focusing on information also reduces the reservation they may have about you trying to sell them something “R” ECOMMENDATIONS & REFERRALSHow do I convert the conversation into something meaningful?  Focus on building rapport in the beginning and saving your requests or “asks” for the end“I” NTELLIGENCE: Secure information about their Career, Company, and Industry“T” RANSFORMATION: Transform that conversation into a key connection. Transform that introduction into a business opportunity. Transform that stranger into a champion, 
• #13: Being good @ Receptions (Need image for receptions)1) Set your objectives: I.E., 2 quality contacts per hour, have fun, meet a certain person)2) Be Topically Diverse: What’s going on in the world: local, national, world. Business, sports, your space, culturally. Quick scan of Twitter, CNN, Herald Sun, News & Observer3) ICE Breaking Questions: What type of activities do you do outside of work. What do you do in your spare time?4) Remember: Everyone desperately wants to avoid feeling awkward so don’t feel so nervous. As long as you follow BAIT & GRIT you will be fine5) Why So Serious: It’s after-hours. Have fun. 6) Have a plan: Mine is 2-3 quality conversations per hour. You can be more conservative or aggressive7) Concentrate on Quality, not quality: In regards to your conversations8) You don’t have to stay the whole time9) Study the org/event and get a feel for who might be in the buildingBring a “wing-man/partner”: Divide an conquer the event (Wedding Crashers). See a familiar face and smile. Dap up and split up. Set a time to meet up afterwards.Be in the moment with each person. Be authentically engaged. Eye Contact. Interest. Enthusiasm. You never know who the person really is or who they are connected to.
• #14: What do you do when you no longer want to continue the conversation but don’t want to be rude? The next slide shows some networking exit strategy favorites
• #15: 1) Let’s not ruin a good thing: Hey, this conversation has been great. Would you mind if we exchange information and make plans to get together at some point soon? 2) Let Me Help You: Make an introduction to someone else so you can politely leave them to meet each other while you move on 3) Let’s Team Up: “Hey, this conversation has been great, but I’d also like to meet a few more people before I go. Would you like to join me? 4) The VIP Treatment: “I don’t want to monopolize your time and I know there are a number of people you also want to meet so let’s stay in touch.” OR “There’s someone I want to meet and I think they’ll be leaving soon. Can we finish this conversation a little later?” 5) Drink & Dash: Excuse yourself to the restroom or to “refresh” your drink 6) Sorry, I have to take this: An urgent phone call or text alerting you that you have to respond immediately
• #16: Being good @ Meals (Need image for meals)1) Introduce yourself to the entire table when you arrive. Enthusiastically greet and invite new arrivals as they approach table2) Meet the neighbors to your left, right, and directly across from you. Think about the safety presentation airline attendants make about locating your exits!3) Engage your neighbors one by one4) As you’re eating, listen for conversations to jump into like double dutch jump roping5) Exchange business cards at the very end of the interaction6) Relax7) Show curiosity more than salesmanship8) Be a facilitator. Not a dominator9) Table-wide conversations are rare so don’t feel the need to force it
• #17: 1) Research: Utilize aforementioned market intelligence tips to efficiently research the person (Linked In/Personal Website), company, and industry2) Share Your Objectives: Disarm your potential champion by stating up front what you’re hoping to get out of the conversation. Remember, no hard core asks at this point3) Investigate: Don’t dominate the conversation. Remember B.A.I.T (Thoughtful). Ask thoughtful questions and provide thoughtful solutions. 4) Consult: When appropriate, share thoughtful insights, resources, and recommendations
• #18: 1) Using Linked In Groups to expand your network. Groups allow you to send direct messages to individuals of interest without trying to connect with people prematurely. This feature does not require Linked In Premium2) Using Linked In “Similar” feature: Type a company name of interest in the search bar. The results will show you a company listing that has the “similar” option available. Pressing this button will showcase a number of organizations, many of which will be fairly unknown to you. These organizations can then be considered as future employers, customers, or partners
• #19: 1) Networking is very much like sales in that long-term relationships take time to build 2) 80% of sales are made on the 5-12 contact3) Only 10% of sales people make more than 3 contacts4) The same can be said about networking outreach5) 5 Contacts doesn’t mean 5 conversations:A. First contact is the inquiry email asking for a coffee/lunchB. Second contact is the meeting itselfC. Third contact is the follow-up messageD. Fourth Contact is the check-in message you send after a couple of monthsE. Fifth Contact may be your meeting that happens 4-6 months after your first meeting
• #20: 1) Never Eat Alone: Try to have one networking conversation every week or at least 2 per month. These can also take place with your co-workers given that must of us don’t develop relationships that go beyond surface level with our colleagues2) Outlook is Your Friend: Operationalize your outreach and follow-up so you don’t have to trust your memory. Set reminders in outlook post-networking meetings to be set for weeks and months in advance.3) You don’t have to be that guy: Who borderline harasses people with follow-up emails and calls that make you not want to be helpful. Speak when you have something thoughtful to say or a great update to share. Otherwise, just let things settle a bit before reaching back out.