Exploding Networking Myths
Lacy Nelson, M.Ed., PCC, CMC Associate Director, Executive and Alumni Career Services
Vanderbilt Owen Graduate School of Management
Why do I have to network? • I’m not good at meeting new people. • I don’t know what to say. • I’m embarrassed to admit that I’m looking for work. • I don’t want to bother people. • I don’t want people to think I’m taking advantage of them. • I’m too busy to attend meetings.
Networking is Like An Awkward First Date! Why do I have to go through all of these meetings? Isn’t this being fake, inauthentic, dishonest? I just want a job!
You Are Already A Networker Have you ever: Asked someone about a restaurant, a city, doctor, school, book, movie, directions, etc.? You have exchanged information with someone who was happy to give advice and information.
Today’s Agenda • • • • • •
Why Networking? (Do I HAVE to Network?) What is Networking? So.. How Do I Network? Before You Get Out There Sample Networking Conversation At Owen, We Take Business Personally
Yes, You Have to Network! § § §
More than 80% of job opportunities are found through networking Companies prefer to hire someone “known” to them On-line resume selection systems don’t “know” you and your application can be tossed
Yes, You Have to Network! • Networking gives you more control over your career • You can learn about a company’s culture, salary structure, benefits, leadership and employees
Networking is NOT: § Calling your friends to ask them for a job with their company § An endless cycle of cold calling § Attending events and handing out your cards § Taking advantage of people § Sending out multiple copies of your resume Networking Video
Networking is: • Building Relationships • Exchanging INFORMATION • A Process of Give and Take • A Way to Get Your Message to the Market • A Way to Gather Information About Your Target Companies
Networking is: • Obtaining advice • Leaving a lasting impression • Obtaining referrals to continue expanding your network
Why Would Someone Want to Network With You? • Humanitarian Reasons • Self-Serving Reasons • Parental Reasons • Ego Reasons • Expansion of their own network • Get this person off my back
On Average, It May Take § 10-15 contacts to generate one formal interview § 5-10 formal interviews to generate one solid job offer
Evaluate Your Networking Skills Think about a Recent Professional Event or Social Event That You Attended and Answer
Yes or No:
Evaluate Your Networking Skills • Did you come to the event dressed appropriately to present a good image? • Did you initiate a conversation with at least 10 people? • Did you introduce yourself using good eye contact, a sincere smile, a firm handshake and a brief introduction of who you are?
Evaluate Your Networking Skills • When conversing, did you listen closely for common interests and special needs? • Did you convey enthusiasm and interest in the person with whom you were speaking? Talk about you or talk about them? • Did you find someone you know and stay with them the entire time or did you mingle?
Evaluate Your Networking Skills • Did you make a point of introducing any person you talked with to anyone else? • Did you exchange business cards? • Did you follow up with a significant contact with an email or telephone call? • If this was a business event, did you research to gather information about the group, speaker or members prior to the meeting?
Where Do You Go To Network? • • • • • • • • • •
Owen Alumni Personal Contacts Association Meetings Business Networking Meetings/Meetups Social Events Community Service Groups School (if you attend class OR sign up for a class) Your Child’s School (Parent meetings, etc.) Sporting Events Any Group Who Shares An Interest of Yours
So… How Do I Network? Create Answers to the Following Questions: § What kind of work do you do? (no jargon) § What do you want to do? § Why are you looking? Why do you want to leave your company? § What companies are you targeting? Buy personal business cards: Kinkos/FedEx, Office Supply, vistaprint.com
So‌ How Do I Network? Create a Marketing Plan: A Marketing Plan is a one-page outline of your targeted job titles, your Summary Statement from your Resume, an organized list of competencies, and a list of companies that you wish to target. View a sample at owen.vanderbilt.edu, click on Alumni Resources
So… How Do I Network? How to use the Marketing Plan: § Use it to stay focused and on track § Take it with you to your networking meetings to help your contacts help and advise you § Add to your list of target companies
So… How Do I Network? • Create a List of People You Know and Begin With Them (friends and classmates) • Ask to set up a time to meet for a short discussion • I’m NOT asking you to find me a job • I’d really appreciate your advice
Networking Pointers Use the S-M-A-R-T Approach: Summarize your Message Share you Marketing Plan Ask Questions Ask for Referrals Trade Information
Networking Pointers § Successful job seekers spend 25 to 35 hours a week in job search § If 80% of jobs are found through word of mouth, how much time do you want to devote to networking per week?
At Owen, We Take Business Personally § Vanderbilt Business Network § Small by design for relationship building § Competitive & collaborative, not cutthroat § Vanderbilt Alumni network and relationships across the globe
At Owen, We Take Business Personally § We want to connect with you and help you determine a path for your career. § Degree programs: Executive MBA & Americas MBA § Non-degree programs: Executive Education
§ Schedule a personal consultation today at VanderbiltExecutive.com § Thank you!