Greg Reynolds

Director, Client Development

Dise & Company

216-752-1700 ext 110

greynolds@diseco.com

 

Networking For (Your) Life

 

It’s not What you know or Who you know…It’s Who knows You

 

Eight Tips to Effective Networking

 

Tip #1

The key to developing an effective network is developing relationships

·         Develop a personal contact list

o        The average person knows 600 people (Bureau of Labor Statistics)

·         Use discretion and judgment when:

o        Connecting with new people in your network

o        Connecting new contacts with people in your network

·         Give freely of your time and resources without expectation of a return on your investment

·         The more you give the more you will get back

o        If you network (help others without expectation of a pay back or being able to call in a favor it is amazing how much comes back to you

 

Tip # 2

Your network is everywhere

 

Examples of Networking Sources

 

·         Professional Associations

o     If you are not a member can you go as guest?

o     Get involved

·       Former coworkers

·       Non profit boards

·       Friends/Social contacts

·       Family

·         Church

·         Childhood friends

·         Professional recruiters  (Headhunters)

·         Athletic boosters

·         Customers

·         School functions

·         Suppliers

·         Alumni association

·         Health club

·         Golf/bowling leagues

·         Neighborhood

·         Former bosses

·         Banker

·         Attorney

·         Barber/Hairdresser

·         Insurance Salesman

·         Financial Planner

·         Civic Organizations

 

 

Tip #3

How to network at professional meetings

 

Choose Your Best “Targets” At Professional Meetings

·         Do your homework

o        Who/what types of people are you trying to meet?

o        Who typically attends the group functions?

o       What are your goals/desired outcomes?

 

 

 

 

Networking Etiquette at Professional Group Meetings and Social Functions

·         Print your name on the name tag (BIG letters, perhaps first name only)

o        Name tag on the right

·         Always have business cards (Exchange with everyone, but ask permission)

·         If it is an after hours function, watch the alcohol intake and skip the

hors d’oeuvres

o        Loose lips sink ships.

o        Don’t have to do a balancing act with drink and plate when eating and for handshakes

o        Don’t have to worry about talking with your mouth full.

·         Do not try to source people for contacts or information at meetings or functions

o        If you meet a person of interest, ask if you can follow up with them to schedule a meeting

·         Think in terms of making multiple new contacts

·         Try not to linger/sit with friends unless they can help introduce you to others

·         Make a game of it

o        Business function - see how many business cards you can collect

o        Social function – see how many people you can meet

 

Breaking the Ice

·         Do not hunt in pairs

·         Don’t cluster with the same people at meetings (particularly the ones you see at work every day

·         Be prepared to answer the “second question” (What do you do?)

·         Show a sincere interest in others

o        The more interest you show in others the more they will like and want to help/get to know you

o        Ask questions about them

·         Exchange business cards (Ask for their permission)

o        As quickly as you can after you meet the person, jot down information on the back of their card

o        Students and professionals in transition should have business cards

 

Follow –Up (For people you want to develop a relationship with)

·         Phone and speak with or leave a voice mail expressing how glad you were to meet

·         As a follow up to voice mail, send note/email scripted identical to your voice mail

·         Is there any information that you can share with them which would be of value?

·         Schedule follow up contact on a regular basis  (Cup of coffee, a drink after work, lunch, etc.)

·         As your network grows a regular email note is of value

 

Tip # 4

Remembering a new contact’s name no matter where you meet them.

 

When you meet them, repeat their name three times.

§         You: “Hi my name is Bob Networker.

Them:  “Hi I’m Mary Newperson”

(1) You: “Mary, I’m Glad to meet you.  Is this your first NAPM Meeting?”

Them:  “Yes, it is, but it seems like a really great group of people.”

(2) You:  “It really is.  So, Mary, What type of work do you do?”

Them:  “Well, I work as a supply Chain Logistics Manager.  I used to be in Procurement but I got promoted last month.

(3) You:  “Well Mary, isn’t it interesting how many ways we can change titles to say the same things?

Them:  “Yes, it’s really amazing.

 

 

 

Tip # 5

How to Enhance or Build on Your Existing Network

Think in terms of Three Groups, four people per group

Group I

·         Think of four people who have touched your life personally or professionally (If you have lost touch with them, it’s even better)

Group II

·         Think of four people you may have met early in their career or are just starting their career that you were impressed with and perhaps have lost touch with.

Group III

·         Think of four people you have met personally or professionally in the last year that you would like to know more about or that perhaps could serve as a mentor to you.

 

Get contact information for each person and call one person from each group per month per quarter as follows:

·         Group I.  Call them and say, “You know, you really touched my life at a really important time and I just wanted to call and thank you.  If you don’t mind I’d like to stay in touch and call you from time to time to see what’s happening with you and perhaps we could even get together periodically for coffee or lunch.”  Follow up once a quarter.  Schedule it.

 

·         Group II.  Call them and say, “You know I was really impressed with you when we met and I just called to catch up with you and see if there was anything I could do to help you with either personally or professionally.  I’d like to stay in touch with you and want to encourage you to call me whenever I might be able to be of help. Follow up once a quarter.  Schedule it.

 

·         Group III.   Call them and say, “I really enjoyed meeting you and was hoping we might get together or talk on a regular basis.  I believe you must have a lot of insights into our profession and I was hoping I might use you as a sounding board when I am faced with situations or critical career decisions.  Could we schedule a coffee, breakfast or lunch on a regular basis?  Call at least once per quarter to follow up.  Schedule it.

 

Why is it good if you have lost touch with someone on your list?  It will force you to connect with other people in your mutual network.

 

Tip # 6

Get a mentor.  Be a mentor.

 

·         No matter where you are in your professional career you can always benefit from a sounding board or coach.

·         Think about creating a Board of Directors for,  “You, Inc.”

 

Tip #7

Find ways to “touch”/ stay connected to your network.

 

·         An occasional phone call to key contacts in your network.

·         Group emails for holiday wishes

·          An article of interest to individuals or potentially everyone in your network.  (Not the urban legends) 

Tip # 8

Start a professional online networking group

 

·         A Yahoo Group for exchanging information about policies, procedures, referrals for product and service providers, etc.

 

Final Tip of the day

·         When buying Human Services view the services as if you are going to be purchasing them for yourself