REFLECTION SUNDAY- By Obuogo Steve, covering for Douglas Logedi Are You Networking or NOTworking? Networking has almost become synonymous with job hunting. However, networking is still just one letter away from NOT working if done incorrectly. If you are not getting the results you want out of your networking efforts then I thought I’d share my networking MUSTs. 1. Don’t Wing It! Prepare an Approach List in advance by requesting an attendee list and or the guest list from the event organizers prior to the event. Identify at least 5 ‘must-approach’ contacts. Then search LinkedIn and Google for their photos so you’ll recognize them quickly. It will also be helpful to learn about each of their personal career paths so you’re able to talk more about them and less about yourself in the beginning. Also look for common contacts/connections (perhaps someone you both know can offer a pre-introduction). Depending on the job you want (and how badly you want it) you can even reach out to people through LinkedIn who work for your target company and who currently have the same position you’re seeking. Look at their backgrounds and reach out to them preferably by phone (but email may also work). Ask them about how they found their job and have them tell you about the top priorities they’re currently facing. Another good question to ask is what traits it takes it takes to be successful. Notice I suggested you ask about traits rather than background or skills? Traits will often trump experience because traits can’t be trained. So if you’re lacking experience then this is a good place to drive the conversation to give yourself a fighting chance. Since you’re talking at peer level you can also ask if this person knows of any openings either in his/her company…or at any other company. You never know, this person might be getting courted by a recruiter about a job elsewhere. 2. Build an Elevator Pitch That WORKS Today’s recipe for your elevator pitch at a networking session should be: 15 seconds - share a very brief summary of your background peppered with a few significant accomplishments 30 seconds - share an example of how a company benefited by your contributions 2 seconds – closing statement We’re in a new era in talent acquisition that requires a reshaping of the elevator pitch. Traditional interview coaching grew up through the generation X where stressing one’s accomplishments was mandatory. However, accomplishments focus on individual victories and today’s post-recession companies are fighting to galvanize their talent with people who are in it for the greater good. This shift in priority towards contributions rather than individual accomplishments requires a new shift in language and presentation. Therefore, it’s vital that an elevator pitch balance accomplishments with contributions 3. Resumes Are Only Bait, They Arent the Hook If you want better results at networking events then be sure you bring a sharp hook. Most people think their resume is the hook. Nope, your resume is merely bait. A hook is a clear call to action. Do you have a job opening or do you know of a job opening? So an elevator pitch should include a short closing statement at the end such as, “I’m not sure if you’re looking for someone like me but would you know someone who is?” This is polite and direct. It also takes the heat off the person with whom you’re speaking by allowing them to think about other options for you besides their own firm. Keep in mind that job hunting doesn’t happen in a vacuum. You never know what the other person knows about within their own company or elsewhere that might work out for you. 4. They Ask for Your Resume? Caution Will Robinson! Exercise caution when someone at a networking event asks you for a resume. Your primary agenda when networking for a job is to find out who’s truly hiring, what they are looking for and, if you’re really working it, an interview appointment. So take advantage of this “buy signal” by finding out if the person is asking because there’s a bona fide opening available or simply to end the conversation (it happens). If there is a real opening then dig to find out why it’s available (points to their sense of urgency), the name of the direct report and lastly, try to find out a little more about the role (assuming you’re talking about something specific). Keep the primary agenda in the forefront of your mind so you don’t leave with wishful thinking just because someone asked for your resume. 5. Don’t Overstay Your Welcome The ideal conversation should be 10 – 15 minutes long. Keep the agenda in mind; find out who’s truly hiring, what they’re looking for and get an interview scheduled. With that said, spend about 5 – 7 minutes asking questions about the other person. If this is a target contact from the Approach List then there should be enough information from your research for a good, rapport-building conversation. This questioning approach shows social graces, a genuine interest in the other person and most importantly, doesnt come across as a job seeking beggar. Invariably, the other person returns the favor by asking about the job seeker. Insert elevator pitch with a contribution example and the close - “I’m not sure if you’re looking for someone like me but would you know someone who is?”. This should take another minute. Then the next 5 minutes of the conversation can go in one of two directions. If the person has an opening then ask more questions about what’s important to this person regarding this role and get an appointment on the calendar if possible. We all have smart phones, right? Don’t allow yourself to get interviewed on the spot. As tempting as it might be, you’re not ready to interview yet so avoid it at all costs. Get the appointment and move on to the next target contact. But if the person doesnt have an opening, then see if they’re aware of anyone or any other company who might have one. Again, no more than 5 minutes max should be spent here so move on. Your polite yet clear sense of urgency to make the most out of your time at a networking event leaves the powerful impression that you’re in demand. Remember, it’s more important to gather as many names as possible than it is to have one lengthy conversation. In my experience, networking conversations that last too long can just as disastrous as dates that last too long. I live by “always leave them wanting more.” Leave them intrigued to get to know you better. Then set up a time to talk later. As you see, theres method to the madness of networking when done effectively. Hopefully this will help you elevate your game. Best of luck in your search! REFLECTION SUNDAY- By Obuogo Steve, covering for Douglas Logedi
Posted on: Sun, 20 Apr 2014 03:00:00 +0000
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