Networking - Everything That You Wanted to Know

Networking
Everything you wanted to
know but, are afraid to try
Presented by Mark Troncone, MBA, PMP®, CBAP®, ITIL v3®, CSM®
For people in career transition

What this Presentation will Cover
 Why do we Network?
 Networking “Facts of Life”
 The Networking “Golden Rule”
 The 7 Common Networking Mistakes
 Networking Best Practices
 Networking Preparation 101
 Networking over the Telephone
 How to network effectively in an open forum
 The networking one on one meeting with someone in
transition or a friend
 Networking for results with someone who is employed
and develop a networking “Godfather”
Networking techniques for people in career transition

About Me – Mark Troncone
 PMP® Certified – Project Management Institute
 CBAP® Certified – International Institute of Business Analysts
 CRM Certified SCRUM Master® – SCRUM Alliance
 Certified ITIL v3® - ITIL Foundations – IT Service Management
 MT Associates - Active career transition mentor
 MBA - Management, BS – Marketing, AS - Accounting
 Work experience:
 Save the Children
 TransAct Technologies
 Starwood Hotels
 Affinion Group
 Hewitt Associates
 Wachovia Bank
 Bayer Pharmaceuticals
 Reader’s Digest
 James River Corporation

How I Learned this Life Skill
I do not have a PHD, HR experience, have not
written articles, or own a career coaching firm
 I attended various presentations on this subject
 I spoke to people at various networking groups
 I asked questions during one on one networking meetings
 I formulated my own Networking Strategy (many times)
 I continued the process of refining my Networking Skills after receiving
feedback and evaluating what worked vs. what did not work
 I determined what was and what was not effective and created a
successful approach that anyone can use

My 7 Step Employment Strategy
How To
Win the Game
called
“Find A Job”
Self
Evaluation
-10 Questions you
must ask yourself
before you Start
your job Search
Search
Organization
Plan
- Organization plan
Spreadsheet
- Accountability Plan
- Weekly Outline
Employment
Search Info
- Research Target Co’s
- Employment Web-Sites
- Recruiters
- Networking Groups
- Informational Web-Sites
- Libraries
Employment
Tools of the Trade
- Resumes - Elevator Speech
- Cover Letters - Marketing Brochures
- Business Cards - Value Proposition
- Marketing Plans - Thank You Letter
Networking
Skills
- Over the Telephone
- Networking Groups
- One on One
- Develop Target Company
“Godfathers / Godmothers”
Interviewing
Skills
- Preparation
- Via the Telephone
- Via Video Conference
- Knowing the Interviewers
Personality Type
- Recruiters
- Face to Face
- Follow-Up
Offer &
Acceptance
- Receive an Offer
- Negotiate Salary
- Accept Offer
- On-Boarding Plan
1.
2.
3.
4.
5.
6.
7.

What are my goals for you
 To help make you a better networker
 To memorize and use the Networking Golden Rule
 To help you understand the three doors of networking that
you MUST enter
 To remove any fears that you have about networking
 To help you capitalize on networking do’s and avoid
networking don’ts
 To help you recognize to 8 to eliminate
 To make people search you out and want to network with you

What is mans Eternal Question?
Why Do We Network?
To Make Contacts
But even more important than that……

To Build and Develop
Mutually Valuable
Lifelong Relationships

Networking is about Building the
Relationship
To Succeed You Must Realize…
 Networking is a never ending on-going process.
 You should continually network, even if employed.
 It is important to stay in contact with your network.
 You should constantly strive to build your network.
 Why? - Chances are you will be in transition again at some
point in your career – your network, and the efforts you
made to build it, will become invaluable for helping you find
your next career opportunity

Why is it necessary to Network
0
10
20
30
40
50
60
70
80
5 % Jobs
found through
On-Line Ads
15% Jobs
found through
Recruiters
80% Jobs
found through
Networking
Employment Facts of Life
Where should you focus?
Focus your efforts where there is
the greatest potential for success
– Networking!
If 80% of jobs are found through networking,
then Networking is a key skill that you will
need to master and use as a job search tool
There has been a recent shift in
how we search for employment

The three Networking Doors
you must enter to Succeed
Door 1
Networking -
To make a
Contact via
Telephone or
Group Setting
Door 2
Networking -
During a
Scheduled
One on One
meeting
Door 3
Networking -
With a contact
given to you for
one of your
Target Companies
Enter
You start the
process of
Networking

The Networking Golden Rule
Time + EfficiencyTime + Efficiency
== VALUEVALUE

7 Common Networking Mistakes
1. Asking the contact for a job or expecting them to find you a
job – this is the number 1 mistake!
2. Focusing only on yourself – networking is a two way street
– creating a mutually beneficial relationship
3. Not being prepared - for a meeting or event
4. Not knowing your audience – if you don’t it’s your loss
5. Not listening or paying attention – keep eye contact
6. Not following up after the contact is made – a must!
7. Not staying in touch with the contact – to solidify the
relationship and make it grow – the # 2 mistake!

Networking Best Practices
 It’s About Them: So ask “How can I help You?”
 Be Respectful: Pay attention, listen, and give eye contact
 Be Helpful: Offer advice, insight, experiences, contacts
 Build the Relationship: Networking success is based on
relationships, the relationship must come first, then your
agenda can be addressed
 Invest the Time: When you take the time
to get to know someone and let someone
get to know a little about you (other than
the fact you’re looking for a job),
they will be more willing and able to help
you.

Networking Best Practices – cont.
 Stay Real to Yourself: Remain who you are and only do
what feels right for you. When you are genuine, people feel
it, and you will be able to build a real lifelong lasting
relationship with them.
 Reality Check: Do Not assume everyone you meet will
have a job lead for you or be able to connect you with
someone you want to meet. Helping people will pay big
rewards – Good Deeds Beget Good Rewards.
 Relax: Invest the time to build the relationship. Don’t think
you have to tell everyone in the first 30 seconds that you’re
looking for a job. Let it come out naturally by relaxing a little
and getting to know the other person

Networking Preparation 101
 Business Cards – containing:
 Your Name and Job Title and a “Hook”
 2 -3 “Key” Skills – Bulleted
 Contact Information (email, LinkedIn, home/cell phone #)
 Your 30 and/or 90 Second Introductions
 Who I am (start to build your Personal Brand)
 A stated “Hook” to elicit – “tell me more”
 What I do with 2-3 Key Skill-sets
 The Value I bring to a company is…..
 What the results for the company are…..
 What I am looking to do next… with 3 target companies
 A Marketing Plan
 Including target companies – (a one or two sided)
You need the following tools to Network:

Networking – Entering Door 1
Remember your goal when entering this door is to:
1. Meet a Contact – via a:
o Telephone Conversation
o Networking Group
1. Ensure that both of you can lend value to the other
2. Get the Contact to agree to meet you for a one on one
networking discussion
3. Schedule the meeting

Networking over the Telephone
Have no fears – I’ll make it easy for you
Myth 1 - you do not need to have a background in sales
Myth 2 - you do not need prior telephone solicitation experience
Myth 3 - you do not need prior networking experience
Reality - if you ever have spoken to anyone over the phone
in your life, you have all the experience you’ll
ever need
Let’s break it down

Networking of the Telephone
 Start by making a list of 20-30 people you know or
wish to connect with
 Have a script ready – (next slides)
 Relax have fun – it’s someone you know
 Always make “small talk first” – it’s the chemistry
connection and “ice-breaker”
 Remember your asking them for help - not a job
 Have your Day-Timer ready – to schedule
an appointment or check for open dates
 Have your Marketing Plan ready

Networking Telephone Script –
Bad Example
Hi XXXX,
This is Joe Smith how are you? (some small talk). I just got laid
off from XYZ corp. I can’t believe they did that to me! Is there
anything available where you are? Give me your email address
and I’ll send you my resume. If you see anything on your job
board let me know, thanks a lot, I really appreciate it.
Mistake 1 – I asked him/her to find me a job
Mistake 2 – I pinned them against the wall to do it

Networking Telephone Script –
Good Example
Hi XXXX,
This is Joe Smith how are you? (Make small talk 20-30
seconds). I know that you’re aware of the recent downturn in
the economy and the effect it has had on the job market.
Well, XYZ was not immune to that and unfortunately I was
caught up in a recent downsize. I’m not calling you to find
me a job, I feel confident my strategy will achieve that.
However,, I was wondering if I could meet with you for 10-15
minutes and review this strategy in order to benefit from any
ideas, advice, or suggestions that you could offer. I would
really appreciate it – how does next Tuesday sound?

Networking over the Telephone –
Takeaways & Good Habits
Takeaway 1 – I asked him/her for help - not a job
Takeaway 2 – I told them why they are important to me
 Always suggest a day/time (assumptive selling
approach), if they counter offer - accept it.
 Let them know that you value their experience,
industry knowledge, or the fact they had worked
with you in the past and know your key skills.
 Call them the day before to confirm the meeting
 Use this time to solidify the relationship between you two
 Use this relationship to gain valuable information and contacts.

Networking in a Group Setting
 Some people find this scary if not frightening!
 View it as a fun way to meet new contacts
that might be the person who helps you
find your next job
 Usually the “Guest Speaker” offers
pertinent information and strategies to
help you – and you can meet them
 Believe it or not it is one of the easiest
venues to meet and connect with people…
If you know how to “work the room” to
your advantage

Networking in a Group Setting -
Preparation
 Know the audience or what is the focus of the group
 Bring Business Cards
 Copies of your Marketing Plan
 A small notebook
 Have your 30/90 Second Introduction rehearsed
 Dress Appropriately – first impressions count
 Have a Name Badge ready
 Your Full Name – print clearly (or have printed)
 Your Occupation and Industry – most people do not do this
 Place on your RIGHT lapel area Not Left side

Networking in a Group Setting –
Preparation cont.
 Come in with a plan of what you want to accomplish:
 Who you want to meet
 How many contacts you want to get commitments from
 If the attendance list is issued beforehand:
 Make sure that you complete your section of the sign in sheet
with as much detail as possible about yourself
 Make a list of the people you wish to meet, ask the meeting
organizers to introduce you to them.
 Have a positive attitude. Use this time to leave a lasting
impression of yourself (your brand) to others
 Arrive on Time – if not 10-15 minutes early

Networking Effectively in a
Group Setting
 Get a “feel” for the room – relax
 Get coffee or refreshments (if offered)
 Take a few minutes to get the layout of the room
 Ask who are the meeting organizers – make note
 You want to meet them before the evening is over
and introduce yourself
 Observe who has a group of people around them –
probably someone you want to meet
 Look to meet 6 quality people per hour – It’s not hard if you
know what to do.

Networking in a Group Setting –
Bad Habits to Avoid
1. Spending too much time with people you know or sitting with
people you know – Hey you’re there to meet new contacts
2. Thinking “small talk” is wasteful – it’s not – it’s an “icebreaker”
3. Not listening – it can be your downfall!
4. Thinking you can only speak with people that have been in similar
industries or positions that you have had experience in – not true
5. Looking for people with name badges with similar job professions,
titles or colored (job function) dots – I call them “Dot Darters”
6. Not building the relationship first – always do first, then seek
help
7. Thinking the event is for you and only you alone – it’s about
them

Group Setting
OK - Time to test the water – Jump In!
 Locate, find, or just walk up to someone, introduce
yourself and ask “How can I help You?”
 I assure you that these 5 little words will be
your gateway to networking happiness
 Basically you are prompting them to give you their introduction
 Listen for vital signs – Industry type, work experiences, key skills,
search objective, common interests and – target companies!
 As a rule spend no more than 10 minutes with any person – that
means 5 minutes for you and 5 minutes for them – it will
determine if you will commit to meet later
 It forces you to be concise, focused, and to staying on point to zero
in on your purpose – to meet a quality contact

Group Setting – cont.
 If you feel that this person would be someone that could lend
value to network with:
 Get there commitment to meet you for a more in-depth exchange
of ideas and agree on a appointment
 Exchange business cards – or contact information
 Use their business card to write any follow up items agreed upon:
• Calling them on a particular day/time
• Information to send or receive from them
 Thank them and let them know you’ll be contacting them
 Seek out the next person and restart the process
 Follow-up with everyone you met – the NEXT day

The 8 to Eliminate – People you
will meet in a Networking Event
 The “Blackjack Dealer”
 Is on a mission to hand out as many business cards
in the least amount of time as possible – they lead in
with their business card instead of a handshake
 The “Card Vacuum”
 Is on a mission to get as many business cards in the
least amount of time as possible – they ask you for
your card before the handshake
 The “Resume’ Relater” or “Biographer”
 Want to tell you every facet of their life story - usually
from their 1st
job and hand you their resume’ in lieu of
a Marketing Plan – be patience
 The “Drama King or Queen”
 Want to tell you their woes, fears, and sorrows – this
one is painful – ouch!!!!!

The 8 to Eliminate – People you
will meet in a Networking Event
 The “Jaded Ex-Employee”
 Spiteful for being downsized – they are way too negative
– they still are carrying the pain – walk away
 The “Shell-Shocked Ex-Employee”
 Cannot believe they were downsized – has no clue
why they are even at a networking event - in a fog
 The “Butt-in-ski”
 Come over while you are speaking to someone and either
“butts into” the conversation or stands there waiting for
an opportunity interrupt you – tell them “in a minute”
 “Ricochet Rabbit”
 All over the place, a combination of any or all of the
previous types – the absolute worst!

And the best one of them all…
The Experienced Net-worker
 When meeting this person you want to throw
your arms around them
and give them a hug
 They get the process and give their elevator
speech when you ask “How can I help
you?”
 Definitely someone you want to know and
network with – invest the time
 Now you ask for their Business Card

I am not saying that the previous “types” of net-
workers are bad or should be avoided… But….
 Realize that time is of the essence – you must weight
how much of it you want to spend on any one person you
meet – it’s a judgment call – just be careful
 Be able to recognize fairly early the “type” of net-worker
that you are speaking with and adjust your approach
accordingly to make your interaction worthwhile
 Once you know the “type” of person, then you can use the
questions on the next slide to make the conversation
more effective and time efficient – or decide to move on

When you meet one of the other types of net-workers ask
them 2-3 of these questions to give a gentle hint to bring
them back on point and speed up the process:
 So tell me about yourself?
 Where do you see yourself working next and why?
 So where did you last work or your last position?
 What do you think are your key skills/strengths?
 Have you identified any target companies yet?
 Where have you recently applied for employment?
 Can you share with me your search strategy?
 What is the key value you bring to a company?
After asking 2-3 of these questions and they keep veering off,
kindly excuse yourself and move on – don’t waste time

1. Have a One on One meeting a Contact – via a:
o Telephone Conversation
o Face to Face Meeting
1. Get to know each other more in-depth
2. Convey valuable information to each other
3. Exchange contacts at Target Companies
4. Schedule a follow-up meeting

One on One Networking Meeting
 Now that you have met someone what do you do?
 Call or email them to confirm the appointment
 Send them a copy of your marketing plan and ask them to
send you theirs
 Prepare, Prepare, Prepare:
 Review their “LinkedIn” profile
 Review their Marketing Plan and have questions ready
 Get to know them – past employers, their skills, hobbies,
common LinkedIn contacts or groups, and colleges
 Review their LinkedIn contacts and make a list of the
people that you want them to introduce you to

 Either pre-send or bring with you an agenda. Review the
agenda with them when you sit down, get buy in, and add
anything else that the other net-worker wishes:
 Introduce yourselves and review Marketing Plans
• Must feel comfortable to introduce them to future contacts
 Review current career search processes
 Share any good recruiters
 Exchange any and all current job information
 Review LinkedIn contacts that you want to meet
 Share effective networking groups and employment web-sites
 Review target companies (exchange contacts for at least 2)
 Review follow-up items

 If a contact is given to you – ask the person if they can
introduce you to them – via email or phone call – this
is a “a Warm Transfer”
 After the meeting:
 Send a thank you email listing “To Do’s”
 Follow through on items assigned
 Reply to net-worker after each meeting that
they gave you a contact for – with results
 KEEP IN TOUCH!!!!!!! and Build the Relationship -
That’s what Networking is all about!

Have a One on One meeting with a Contact at a Target
Company – via a: Telephone Conversation or Face to Face Meeting
The main purpose of networking with someone who is
employed is to effectively develop a:
Networking “Godfather”

Networking with a Target
Company Contact
 Remember, this is a contact that was given to you during
a networking meeting with:
 Some in transition
 Someone you know
 Another contact in the work force
 If they were “warm transferred” and the employed
contact accepts:
 Contact them and ask them for a convenient time to
meet - it can also be done over the phone
 If the employed contact was not warm transferred send
them the following email:

Dear Mr./Ms. XXXXX, (LAST NAME OF PERSON AT THE COMPANY)
My name is YOUR NAME and I had the pleasure to meet with CONTACTS NAME
who forwarded your name to me. Recently, I was employed at XYZ Corporation in
CITY ST, where I was an YOUR LAST TITLE within the XXXXXX Group. I have
begun the process to research other industries where my experience and skills might
be applicable. CONTACTS FIRST NAME suggested that you might be able to lend
some insight into CONTACTS COMPANY as a company and how it relates/differs
from my background.
I would like to speak or meet with you, at your convenience, for 10-15 minutes in
order to gain information, review my skills and experience, and to gain
suggestions/advice as you deem beneficial. I wish to assure you that my goal to meet
you is for informational purposes only and not to use this time as a job interview per
se.
My schedule is fairly open either early mornings or later afternoons. I look forward to
meeting/speaking with you and appreciate your concern in this endeavor. I will follow
up with you next Friday if I do not hear back from you by then.
Regards,
YOUR NAME

Networking One on One Meeting -
Preparation
 Research the company
 Recent news, Company financials, their Competition
 Products and services
 Key officers
 Company history etc.
 Research the person you will be meeting
 On LinkedIn – look for common contacts, colleges, interests, past
employment
 Google them to learn more
 Contact other people that might know him/her
 Have an agenda prepared – this is your game-plan of what you
want to review with them – but do not show it to this person –
it’s what you want to accomplish

Networking One on One Meeting
– Preparation cont.
 Ask the person how to dress - if not known assume formal
business attire
 Look up directions to the company
 Arrive early – but enter about 5-10 minutes before
 In the lobby talk to the receptionist – a wealth of information
not to be ignored
 Observe corp. grounds, office appearance, noise, cubicles,
company awards, colors, artwork – ask yourself “would I
like to work here?” – start formulating an opinion about the
company

 Give a firm handshake, introduce yourself
and thank the person for meeting you.
 Small talk – relax – let them dictate the
pace but remember you told them 10-15
minutes (it usually lasts – ½ to an hour).
 State your introduction, key skills, past employment, the value
you bring to a company – 1 or 2 examples etc.).
 Show this person your Marketing Plan and review it.
 Review your current career search strategies and ask for
advise and/or suggestions.

 Ask this person questions:
 Their employment and experiences
 About the company:
• It’s culture
• The work environment
• Employee training programs
• Company challenges in the future
• What they look for in the people they hire
• Significant accomplishments/successes
• What he/she would change if they could
• What they like about working there etc.
 Relate job experiences that you have accomplished

 Tell them your desired career/search objective
 Ask them to review your target company list
 Ask for contacts – at least 2
 Any similar businesses that they could refer you to
 Ask them if they would be willing to review your resume
(what stands out good – or raises a red flag)
 Ask them if they know of any recruiters that they can refer to
you
 Any certifications/education that you should acquire to be
more marketable in the industry/field

 Ask them if their company employs your type of
position/title – if so…
 What is it called (sometimes the title is different)
 What functions/roles do they perform
 What systems/software do they use
 What are the key skills they need to be successful
 What area/department are they located within
 Who do they report to (organizational chart)
 Can they introduce you to the person in charge of this
department – to continue the process

Remember this process accomplishes 6 goals:
1. To gain important information about the company for your
knowledge
2. To see if this company would be a cultural fit for you
3. To see if this company does have your position - if so what
does this role do – and do YOU have these skills
4. To meet other people within the company in your realm
5. To “Brand” yourself to this person – leave an indelible
impression upon them of your skills and experience
6. To gain valuable advice/suggestions from this person to help
with your career search efforts

At the meeting conclusion –
Do not forget to do this!!!
 Thank the person for taking valuable time out of their
busy day to meet with you
 Ask for their business card and give them yours
 Make the statement “Is there anything that I can do
for you, because I believe in returning the favor” –
this endears you to them – it goes a long way!

Before Leaving Close the Deal
Ask this person the most 3 important questions!!!
1. Can I link with you on LinkedIn?
2. Is there anyone else you can introduce me to within the
company that I can have a meeting like this?
3. If I see something on your company’s web-site in the future
that I feel is in line with my skill-set, can I email the job
requirements to you along with my resume and can you
forward it to the hiring manager?

If they answer YES
You just had a
GREAT
Meeting and developed a
“Godfather”

 Send a “Thank You” email to the contact
 Reinforcing your skills/attributes
 Re-mention any key takeaways from the meeting
 Follow up on any “To Do” items
 Send a hand written “Thank You” short and sweet within a
week
 Let this person know any outcome of a contact, recruiter
or other suggestion that they gave you
 Keep in touch periodically – once twice a year –
remember networking is about……..

BuildingBuilding
thethe
RelationshipRelationship

QUESTIONS?
Tell me what you think
mtroncone73@yahoo.com

Networking - Everything That You Wanted to Know

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