Making Networking Effective – Your Timing is Everything

Your timing of delivering your story makes all the difference of whether or not a meeting is successful or not.  A story or pitch is only effective once you’ve fully engaged the other person.

WHY THEY WANT TO BE THERE

“Interested, but need to be engaged” is what I call people who have agreed to network with you.  They agreed to network because of a mutual connection or desire to help, so they are interested.

You want them engaged from the start; therefore you must begin the meeting by showing them why they want to be there.  We all have self-interest and desire to be appreciated.  We also know when those two elements are fulfilled; we are far more likely to engage in whatever activity lies ahead of us.

While not scientific, the chart below will illustrate where to put your attention to get the most of a meeting.

Let’s slice up the meeting into four sections and

Initial Impression: It starts with simple professional courtesy, being on time, etc., but it continues with setting the stage by establishing why you wanted to meet, expected outcome and that you are looking to network with them.

Selling Phase: The initial impression you want to set is that there is a good meeting ahead, which gets their interest.  Now you want to stoke that interest, by beginning with them and using the 80% rule by offering help from your network via connections or information and understanding if there are other areas you can help.  During this time you do not focus on yourself at all.

Telling Phase: The connections and help you offer have opened the door for you to make a very simple pitch.  The pitch should be the 2-3 important messages that want your connection to remember after the meeting.   To make a message about a skill or experience memorable is to accompany it with an outcome or important lesson.  If someone would like to learn more about any of the 2-3 message, they will ask.

Remember to always watch your networking contact’s eyes and body language.  Take a tip from my experience, just because I thought a point was compelling it does not mean everyone does.  I’ve tried using a different way to explain my message.  At the first sign of a loss of interest, it’s time to move to the close.

Close: To send your contact with motivation to help, close the meeting with your follow-up actions.  Most people will respond with their own actions, if they do not, it’s not a cause for worry.  Once a meeting starts to finish most people begin to think about the rest of their day.

Changing your contact from ‘interested’ to ‘engaged’ will make the world of difference.

Hope this helps.

Mark

http://TwitJobs.net The Career Community

Keeping Your Back Away from the Wall

One of my practices for effective networking: Keep your back away from the wall.

Why? It’s one of the best methods to minimize your distractions.

There are two reasons why I’m writing on a topic that most people would think is pretty obvious: minimize distractions. The first reason is important. The second reason is just killer.

FIRST: Because distractions can repeatedly sneak up on you during a meeting, it’s not always obvious for the candidate.

Most of us out networking spend a fair amount of time in coffee shops. It’s a natural part of the experience to take in your surroundings, watch interesting people, etc.

It happens almost every time I meet a fellow candidate, they don’t even realize their gaze has wandered. I’m talking about total professionals with impeccable resumes, references, etc. – yet several times during our meeting their gaze is elsewhere.

SECOND: When speaking, the candidate’s eyes are fixed on me, because they are focused on their pitch. Their gaze wanders when I’m speaking. Ouch.

After awhile, it becomes difficult to tell if I’m a total bore or are they oblivious to their level of distraction. I have to admit I’m relieved to hear the candidate mention what they are looking at so intently. At least it makes me feel less of a bore.

In my view, each meeting represents your one and only chance to make a sale. Don’t let some odd looking fellow get the way.

The ability to make the sale is most often judged by your ability to show that the meeting is truly a ‘networking’ meeting. If can achieve that, it sets you apart from the other people who have networked with the same contact.

You just cannot get there if you are not focused on the person – especially when they are sharing their insights with you.

Face the wall. Take notes. Keep eye contact at all times (though don’t make it a staring contest). Do whatever it takes to keep your focus.

Next time you go to coffee with a friend, face the wall. See how much more you focus on them and count how often they look elsewhere and when.

This is a lesson from the networking trail, where the obvious is not always so.

Good luck today.

Mark

www.candidateschair.com – Tools, Seminars and Advice from a Candidate’s viewpoint to help get past job search roadblocks and keep your spirit strong. Please take a visit.





http://TwitJobs.net The Career Community

A Job Search’s Most Valuable Asset

It’s one of the most difficult perspectives you and I must adopt in job search: Time is your most valuable asset.

It sounds crazy, as it feels completely the opposite; given the long days you have during search.

Let me share a few observations about time, from my own search, and how not managing this valuable asset will impact the time you spend in search.

3 - 4 Hours: Time dedicated per ineffective networking meeting. Add up the time for the following actions: Get the contact, set up the meeting, prepare to meet, travel to meeting, meeting, travel home and follow-up.

These hours were ineffective, when I allowed myself to ‘just’ network and not really have a good plan on how we could mutually benefit from meeting. I know there is always the ‘wild card’ that the person will have a good connection, but generally this is not the case.

15 - 20 Hours: Time dedicated per chasing job opportunity where I had limited chance. Time used: Researching the opportunity, preparing your submission, finding contacts in the company, preparing for the interview, travel to interview, interview(s), travel back home, and follow-up.

Before investing in time to pursue a role where you partially match the company’s needs, try to figure out if you have a realistic chance (use your network to help). Due to connection, I made the final round on a couple roles, but from the start I had a limited chance. Yet, I dedicated time as though I did, because I did not assess the opportunity due to have a good connection.

The ugly math: Chasing three clunker networking meetings and a ‘poor fit’ role will cost you 24 – 32 hours of time that could be used toward finding a job. The amount of time could be easily more, especially with interviews.

The simple solution: Make a plan for every week (See http://candidateschair.com/tools/ - for “Organizing Your Search Week”) and then rate the value of each meeting (See “Daily Point System”). Even if you don’t want to track points, use the tool to help you judge the value of a meeting.

Time is your primary investment during search. Invest wisely.

Good luck this week.

Mark
www.candidateschair.com – Tools and Advice from a Candidate’s viewpoint to help get past job search roadblocks and keep your spirit strong. Please take a visit.


http://TwitJobs.net

Moving to a smaller firm – getting ready for success

A frequent conversation I have with fellow candidates is the desire to seek employment in a smaller firm due to expected greater, ability to influence the outcome and generally less office politics. (Bonus: If you are in a start-up, you can add the expectations to wear jeans and use an Mac vs. a pc).

Having myself both worked in a 60,000 employee firm and a 4 person firm, there is truth in that you have more influence on the outcome.
To help you get prepared for possible networking/interviews, here’s a few of my lessons.

One: You have to be honest about your strengths and weaknesses. My colleagues learned what I was good at and what I was not in quick fashion, and I did the same with them. The sign of a good team is that you figure out how to compensate for one another.

Two: You do not have a big team to back you up. As CFO, I have gone from designing our chart of accounts to pitching for $2 million of investment in the same afternoon. I’ve also designed pages on our website and developed our initial social media strategy. You just need to be ready to work above, at, below and alongside your title.

Three: You need to think like an owner. In a small firm, business gets down to the bare essentials: Client needs, sales levels, spending and available cash/capital. You have to watch each like a hawk and understand what drives each one.

Four: The good news: A small team that talks often. The bad news: You talk often. You need to keep up your outside network to make sure you get an unbiased opinion of your strategy, etc.

Like all my posts, consider my ideas as a place to start. If you start looking at a smaller firm, sit down with a few colleagues who have made the transition to help you prepare.

Good luck this week.

Mark Richards

www.candidateschair.com – Tools and Advice from a Candidate’s viewpoint to help get past job search roadblocks and keep your spirit strong. Please take a visit.


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Polish Still Matters

I recently met with two professionals; both are incredibly competent in their fields and offered excellent advice.

The first professional has truly worked on their delivery – sitting up straight, punctuation, self-confidence and keep remarks to the point. As you might expect, the second professional was less so.

Here’s why it matters.

ONE: Effectiveness - The meeting subject was similar in complexity, yet the second meeting took nearly twice as long and only completed 50% of what we set out to complete. I found myself pulling the meeting back on course or clarifying points because of meandering answers.

TWO: My focus – I was so distracted by their behavior, that I found myself thinking of the next meeting, even thought I needed to complete this topic.

THREE: Time – Had it not been mandatory, I would have moved on.

In job search, we focus a good deal of time on the message and content. So simply make sure you are matching that content with delivery.

Delivery is more than words, but the entire package of how you present yourself. This is why I pointed out the different elements above; because each has an effect on the person you meet.

Working on your delivery is where a good friend will come in handy. Just go to coffee, don’t tell them the intent, after a half-hour ask them how you are doing.

Sure, chances are you’ll be on best behavior, but consider it practice. Trust me; having done this exercise, you’ll get some good feedback.

Good luck today!

Mark Richards

www.candidateschair.com
Job Search from a Candidate's Perspective - Advice and tools for search organization and networking

Candidates Chair LinkedIn Group:http://www.linkedin.com/groupRegistration?gid=2328268


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The Best Method to Learn - Teach It

To discover how to improve your search, I recommend accepting any opportunity to speak about or teach others about networking and job search.

In order to deliver a concise presentation, you need to distill your experience into a few key concepts. Your explanation of these concepts are pure gold to your fellow candidates.

But here is what you will discover during the process of distilling and explaining - a greater sense of clarity within your own search.

I have given 30+ presentations on different areas of job search. With each presentation, I was able to reshape my approach to networking and search - by taking away activities that were ineffective or inessential.

Some discoveries will be bigger than others, but all will save you time - which is one of your most precious commodities in search.

Even in a recession there are jobs available, its a matter of how effective you are finding them - trust me, if I can land one during a recession, anyone can.

So take this lesson - no, better yet, give a lesson.

Good luck today.

Mark Richards
www.candidateschair.com
Job Search from a Candidate's view - advice and tools

Fellow candidates - Please join my LinkedIn group "Candidates Chair" and teach others.


http://TwitJobs.co.uk - Jobs Fed Into Your Life

Networking Meeting – What’s Interesting and What’s Relevant

Here’s how I rated my networking activity:

- Getting an introduction – Interesting
- Setting up meeting – Interesting
- Preparation for the meeting - Relevant
- Having the meeting – Interesting
- Actions following the meeting – Relevant

The preparations before and actions following are where to focus your attention as they have the most benefit toward getting results.

Here are three tips to help you:

One: Schedule time on your calendar to prep for a meeting – I cannot emphasize how important this is.

Two: Spread out your follow-up across your week. Try to avoid waiting until Friday to send all your follow-up notes, by then you are usually tired and less effective.

Three: Record all of your prep and follow-up. As your networking continues, trust me that things tend to run together you cannot remember everything – no matter how good your memory!

Here is the tool I developed during my search, to prep and follow-up:
http://candidateschair.com/wp-content/uploads/2009/03/networking-meeting-checklist.pdf

Hopefully, this will serve as a good starting point for making something work for you.

Good luck today!

Mark Richards
www.candidateschair.com
Job Search from a Candidate's Perspective - Advice and tools for search organization and networking

Candidates Chair LinkedIn Group:
http://www.linkedin.com/groupRegistration?gid=2328268


http://TwitJobs.co.uk - Jobs Fed Into Your Life

12 Expectations of Job Search - To keep you more productive

Before I begin this post, I am going to break my cardinal rule about giving more than 3 -4 pieces of advice at a time. But the list I am going to give was built from literally dozens of colleagues, so think of this as advice from lots of folks.

Regardless of your search progress, I found these were areas where others and I stumbled. So learning to have expectations that align with what you will encounter may help you stay more productive. Many of these you know already, but could be a good reminder.

#1 – Get ready to meet loads of people
If you treat networking like any task you did at work, expect to meet loads of people. I was a networking rookie, but I hit 100 networking meetings in no time.

My week #1: I met five people, each gave me three names, so in five days, I generated twenty potential meetings.

You can see where this is going. 3 X 20. That’s 60. Of course, not every contact you get works out (see Expectation #5), but you’ll fill your calendar quickly. Your biggest challenge will be managing getting the right type of meetings.

#2 - Confessions of a rotten networker
When I worked, I did not make networking a priority in my calendar. Sure I did some, but I mainly filled my day with everything else. My help to individuals in transition was even less. Obviously, I have learned and changed.

As you reach out, you’ll find loads of people like I was: Never through transition, low value on networking, etc. The people can help you; just get ready to guide them.

#3 - Networking creates value beyond yourself
Your full-time networking offers a great deal of value to both yourself and the people you meet. Simply because you are out there making connections while they are in the office. You are keeping up to date with the new tools, networking groups, etc.

Don’t go into a meeting with your hat in your hand, you are bringing something of great value to the table.

#4 – Welcome to the Sales Department
Here is the biggest mistake I made in my search – I should have assumed the practices and behavior of a Rainmaker. Because in the end, a search is about making a sale: that you are the one for the job.

From what you sell, who to sell to, how to get decision makers, etc. – the practices of a good sales person are very helpful.

#5 - 80% network, 20% recruiter
This statistic is helpful to set your expectations: 80% of jobs come through networking and 20% through recruiters. Understand the company’s hiring practices for the position you seek. But in general, it is networking, especially with people who know your skills that make it happen.

#6 – The continuing stigma of being in transition
100% of resumes present people in the top 10% of performers. Of course, we know that’s not true. Problem is you cannot always tell who is telling the truth.

Sadly, some people deserve to be in transition, while others had no choice (sale of firm, etc.). Problem is you cannot tell when you read the resume or meet them.

The risk adverse will simply avoid any one in transition – so use your LinkedIn recommendations from your peers and bosses at your last firm, there’s something to be said when people make them so public. Also, find people who know you well to make introductions or call on your behalf

#7 – Expect the reject
No matter how strong the referral or relationship, some people will simply not respond. There are a myriad of reasons over which you have no control or no knowledge of when you reach out to them.

Be professional and persistent, but if they do not respond after three tries, just move on.

#8 - No one but you to get it done
From the start, you need to assume control every aspect of the search, you can rely on others, but be responsible for every aspect.

You plan, you schedule, you meet, you take notes, you follow-up, you find a job!

#9 - Things people forget when they are in transition
In short, they forget what its like to be busy at work. People tend to send long e-mails, expect immediate call backs, getting a meeting scheduled this week, include more detail that you would have ever read when you were working.

Keep it short and compelling. If you intrigue them, they will ask for more!

#10 – Climbing over the 100-day networking wall
In my work with fellow finance executives, I often see ‘100 Day Wall” – where people who are starting the networking from scratch hit a point of frustration from a lack of results.

So if you are in a similar situation, expect to hit that wall. But trust me that those 100 days of networking are going to pay off soon.

#11 - Trying to enjoy the trip
If you simply focus on being out of a job, you will miss the experiences that can make networking an enriching experience. When will you ever take this much time to meet so many people again, so enjoy your contacts’ experiences.

One of my favorite is John Geenan. John is a financial planner/wealth manager, but his is also a Jack Nicholson impersonator (www.looklikejack.com) . Our lunches together have been more fun than I can tell you.

#12 - It’s not all new out there – more in common than you might think
Don’t be tentative in expressing ideas, etc. , if you do your research, you will realize that there is more in common between businesses than you will expect. Look beyond the industry jargon and regulations, and focus on their business model (e.g. how do they make money).

There are 2-3 key principles that drive a business. Sort those out before you meet someone – it will be worth the investment.

Good luck today!

Mark Richards
www.candidateschair.com
Job Search from a Candidate's Perspective - Advice and tools for search organization and networking

Candidates Chair LinkedIn Group:
http://www.linkedin.com/groupRegistration?gid=2328268



http://TwitJobs.co.uk - Jobs Fed Into Your Life

TXT MSG Networking leads to XME

It easy to use the short messages of Twitter, texting, blackberry, etc., as the standard for communications. But when it comes to networking, when being clear matter most, we often speak or send e-mails or that only communicate

incomplete thoughts. (Okay, I know that was a cheap parlor trick)

A few years ago, I saw Edward Tufte (www.edwardtufte.com), who is an expert in communication of information. He spoke about how he disliked Powerpoint bullet points – because it limits on communication.

I found that is what is going on today. At more networking meetings than I care to remember, I find myself asking questions not for more information, but simply to clarify what I heard. Excuse me? Sorry, XME?

I am the first to tell you to avoid excessive detail when networking. Be you must be clear on the key points you need to communicate (see my post “The 3 Question Test after Networking”).

My recommendation: Write out your key pitch. Taking a lesson from Mr. Tufte, it can be more than 30 seconds, if done well. Also, it’s still called networking, not Twittering, for a reason.

Ask a friend to listen to your pitch to help call out incomplete or unclear thoughts. I know it can be a bit embarrassing to ask a friend sit through the pitch. But, it’s well worth the time and effort.

Good luck today!

Mark Richards
www.candidateschair.com

Job Search from a Candidate's Perspective - Advice and tools for search organization and networking

Candidates Chair LinkedIn Group:
http://www.linkedin.com/groupRegistration?gid=2328268

http://TwitJobs.co.uk - Jobs Fed Into Your Life

The 3 Question Test after Networking

At the conclusion of a networking meeting, my goal for the person I met is be able to answer three questions about me:

1. What are the top 2-3 unique skills I possess?
2. What job am I seeking?
3. What connections do I need?

I adapted this style after asking several people these questions. The result was mixed. So I took a new approach to the meetings, I tried to deliver these items three times.

To eliminate interference to this message, I eliminated details around my career. I found it was unrealistic to expect a busy person (with loads of other items on their mind) to sort out these points as I droned on about how I did this or that.

As I look back at my 600+ networking meetings, no one has ever said to me “I’m looking for a self-starting thought-leader who led a cross-departmental team and saved at least $2 million through an integration project”. I get something like “I want a CFO who has international experience in the service industry”.

Help your contact help you - Keep your message simple and repeat it so it sticks in their mind. Leave the details to your resume, LinkedIn profile, blog, etc.

Good luck today!

Mark Richards

www.candidateschair.com
Job Search from a Candidate's Perspective - Advice and tools for search organization and networking

Candidates Chair LinkedIn Group:
http://www.linkedin.com/groupRegistration?gid=2328268
Candidates sharing job search tips with one another

http://TwitJobs.co.uk - Jobs Fed Into Your Life

Targeted Company List – Avoiding unnecessary referrals

A list of your targeted companies is a great tool in a networking meeting to help your contact think of referrals.

Organize your target list to avoid getting referrals you cannot use. If someone opens up their book, the last thing you want to tell them is that you already have a contact or if they send them after the meeting, you cannot use them (But still meet with them! You don’t want to be know as not following up on referrals).

So here’s a way to set expectations by organizing the list into 3 categories:

One: Need connections - in all departments

Two: Currently connected - but need contacts in targeted department

Three: Currently connected in department

For #2 and #3, I listed who I met. So if someone could offer me a higher connection (e.g. their SVP trumps my VP) or within my targeted department.

For help in building a targeted company list – please see the example: http://tinyurl.com/ybufogv

Good luck today!
Mark Richards
www.candidateschair.com
Job Search from a Candidate's Perspective - Advice and tools for search organization and networking

http://TwitJobs.co.uk - Jobs Fed Into Your Life

Investing in Your Search Look - Funny story of my mistake

Your look is part of your story – your appearance makes an impression.

The first thing I did when I lost my job was plan my finances. As part of it, I allocated money to update my wardrobe to ensure I would present a professional look.

Then I made a boneheaded ‘finance guy’ (which I am) mistake – I saw ‘free’ business cards. So I walked into a meetings looking sharp and one of the key ‘leave behind’ items was cheap. The point came home when someone pulled out the same ‘free’ card that he had just received. It was not from a fellow job seeker, but the person who walked his dog. Enough said.

So invest in your entire look, first impressions are still important.

Good luck today!

Mark Richards

www.candidateschair.com
Job Search from a Candidate's Perspective - Advice and tools for search organization and networking


http://TwitJobs.co.uk - Jobs Fed Into Your Life

The Question that Ends a Meeting Quickly

“So tell me what your company does?”

When I get this one, I start thinking about what else I need to do today. Why? Despite having LinkedIn, ZoomInfo, Company websites, etc., it tells me that this person across the table has not even taken 5 minutes to do a simple search.

See the tool “10 Questions to Understand a Company” (visit www.candidateschair.com) – whether your contact is a CEO, CFO, lawyer or banker – you can use these questions to understand what they do.

If you are meeting a service provider (lawyer, banker, etc.) most of them have extensive websites with explanation of services, biographies, etc.

Use your time for discussion to understand their background and clarify issues about the business. The more you move beyond chit-chat, the more you connect and find out ways to make yourself memorable.

Remember that this person will be likely networking/meeting with a dozen more people – so being memorable is important.

Good luck today!

Mark Richards
www.candidateschair.com
Job Search from a Candidate's Perspective - Advice and tools for search organization and networking


http://TwitJobs.co.uk - Jobs Fed Into Your Life

Keeping your expectations in check

One of my biggest challenges is trying not to think like a finance guy (which I am), as it can taint my view of a situation. If I start to think about all the financial issues I’ll need to address – it’s over and I’ve missed the bigger picture.

The same thing can happen in interviews or networking meetings if you set too many expectations in advance.

It’s natural to assume the type of questions to expect, possible networking contacts, work style (based on position), etc. These are great tool for planning, but not as a checklist for the meeting.
To help get the bigger picture about someone, start the meeting about them. Ask them about their background, views on the company’s growth plans, their business, etc. Their answers will most certainly open up new directions that you can take the meeting.

Early in my networking, I asked a lawyer about his background. His career had more anything but typical. He had left being a partner to join a start-up, moved around the country, wrote a book, etc. – nothing like my expectations. Nor were the referrals he could offer – because he had a much different relationship with people than their lawyer. I made ultimately 52 connections from his initial referrals (yes, I tracked my networking – I am a finance guy).

Use your expectations to help you plan. But allow for discovery in the meeting.

Good luck today!

Mark Richards
www.candidateschair.com
Job Search from a Candidate's Perspective - Advice and tools for search organization and networking


http://TwitJobs.co.uk - Jobs Fed Into Your Life

Getting the most out of recruitment fairs

We have all experienced visiting recruitment fairs and wondering around aimlessly for an hour and a half before leaving empty handed and still jobless. Without a plan and a list of objectives recruitment fairs can be overwhelming and unproductive and leave you feeling exhausted. By preparing beforehand you can make the most of visiting a fair and come away with more job hunting experience and maybe even a job:

- Research what companies are going to be there

Before you visit the fair browse through all the exhibiting companies. Make a note of what companies may interest you and research into current employment positions they are offering (i.e. check their company website for any availabilities and job requirements). Ensure you thoroughly understand their business and brain storm any questions you want to ask them when you meet them at the fair.

- Make an appointment before hand

It could pay dividends to think ahead and try and arrange an interview with the exhibiting company. Call up the business (try the human resource department first), explain your interest in working for them and then push to organise a meeting at the fair. Make sure that you have a set of planned questions to ask them during the meeting so you make the most of your individual time with them.

- Bring plenty of CVs

Always make sure that you have a pile of pristine CVs ready to give to prospective employers. It may also benefit you to print some business cards, and if you can bring a laptop so you can email the business then and there with all the relevant documents. By ensuring that they have both an electronic and paper copy of your CV ensures they are aware of your interest.

- Bring a notebook

Make sure that you have means to take notes about each company you approach. You can jot down contact details, reminders, or general thoughts you had about certain companies as well as anything new you have learnt that may help your job search in the future.

- Practice your interview skills

Use the fair to practice your interview skills. At recruitment fairs you have the chance to talk to an abundant of prospective employers about employment. This offers a great opportunity to gain interview experience. Don’t be afraid to approach recruiters and get talking to them. It will help to build confidence as well as knowledge and improve your chances of impressing future employers.

This blog post was brought to you by 77Academy. To find out more about our exclusive ten week new media marketing training and placement programme go to www.77Academy.com


http://TwitJobs.co.uk - Jobs Fed Into Your Life

Networking Meetings – Tips that helped me be more effective

Welcome to September – we officially re-engage the networking season as people come off summer holidays. Here are a few tips I’ve picked up in making my meetings a more productive:

One: Start each meeting by stating the purpose for meeting - sets the table for the whole meeting

Two: Do a time check after you state the purpose - so you know how much time you have

Three: Save the idle chit-chat to the end, they have agreed to meet and help - use the time wisely

Four: Start with how you can help them - to show this is a true networking meeting

Five: Do your homework - try to have 2-3 contacts that may help them

Six: Keep your pitch short - treat it like a commercial. Get them interested to learn more

Seven: Use a Marketing plan - a great tool to help express the role you seek

Eight: You take all the notes - confirm the actions each of you agreed to - starting with your own

Nine: They pick up the Blackberry or close their notebook - the meeting is done. Says thanks and close it down.

Ten: Send the follow-up note within 48 hours. Put your name in the e-mail title – they will remember you.

Nothing too fancy here – but helped me get loads of connections (a couple hundred!).

Good luck today! (and this month!)

Mark Richards

www.candidateschair.com
Job Search from a Candidate's Perspective - Advice and tools for search organization and networking


http://TwitJobs.co.uk - Jobs Fed Into Your Life