COMM 2232

Communication for Career

Development
Week 3
NETWORKING

When youre in a room full of people you dont

know
Do you:
Talk first
Wait until someone else talks first
Leave the room altogether

NETWORKING
developing and keeping relationships with others.
Involves:
staying connected to people to learn about new ideas,
services, advancements, and job openings
Most successful when done consistently over time

Benefits of developing
personal contacts:

learn about openings that arent advertised

you become a specific person with an

identity, not just a face in the crowd

Your Network*(4)

Family

Friends

Associates

Classmates

Professionals ex. doctors/lawyers

Members of associations you belong to

Former coaches

Expanding Your Network

Consider everyone you meet as a
potential contact
hairdresser/barber, coffee barista, etc
everyone knows someone else

Expanding Your Network

Key point is to spread the word about what you are
looking for and what you can do
Ask questions, start conversations, ask your contacts if
they know other potential contacts

When to Network

Personal networking

Direct approach

random conversations

initiate conversation

include statements

and ask if the person

about your career

has contacts in your

goals

field of interest

Networking Cards
can make on computer using blank business card
stock
name, address, phone number, email address,
website, education, several key words that identify
your top skills

Networking Cards
JONATHON SANDERS
645 Main St., London ON N2L 3H5
519 242 1047
jsanders@internet .ca
Hospitality Management Diploma
Customer Service Front Desk Bartending Serving
Experience Excellent Microsoft Office & Computer Skills
Smart Serve Certified Valid CPR Bilingual

IN PROCESS # 3

Dos and Donts

give as much as you get

keep contacts informed of job search progress

follow up on leads/names you are given

be professional

expand your contacts

be clear about what you are looking for

Dos and Donts

include all types of people

dont be afraid to ask for advice and

assistance

your network is not a job search firm

dont be discouraged if people are too busy to

help

dont be shy; be assertive

dont pass by opportunities to develop your

network

CONVERSATIONS

Have an AGENDA
All conversations need a topic or they die.
You need an AGENDA for your networking
conversations
Base your Agenda on:
What you have to give.
What you want to get.

Have an AGENDA

Use your Agenda to extend your Elevator Pitch

into a longer conversation

Networking
2 sides to networking: Giving & Getting
Focus on what you can give.

You have control over this.

Giving changes relationship from associating

with people to interacting and exchanging
with them.

Giving builds trust and shows your character

and competence

Reciprocity Principle
When you give, people give back even more
so
Give first and give freely

Networking

What do you have to give?

What you have to

give*(5)

Methods - Can you make life easier for your contacts with
expertise
or information?
Opportunities - Can you alert people to an opportunity?
Resources - Can you offer someone or something - article,
information, contact
Enthusiasm - Are you excited about something?
Expertise - Do you know something useful to your contacts?

Networking

What do you want to get?

What you want to

get*(6)
Results - outcome you want

Expertise - information you need

Access - contacts, referrals
Leads - ideas for where to look for people and information

Who Are You?

Are you good at
remembering names?
How do you do it?

Remembering Names
Repeat the first name
Its nice to meet you __________
Ask for last name again or confirm it
Your last name was? Whats your last name again? And
your last
name is _____
Ask a question or make a comment about the persons
name.
Do you like to be called Jennifer or Jenny?
Thats an interesting name, it sounds _____
Do you know where it comes from

Who Are You?*(7)

How do you get people
to remember your
name?

Teach Your Name

Double Dip
Im Bob, BobSchafer
Separate and Articulate
pause in between saying 1st and last name
Make your name memorable
spell it out if that helps, or say something about
your name

Teach Your Name

Have a (corny) HOOK
Hi Im Carmen Southwick and I make dreams
come true.
How so?
Im a wedding planner

Who Are You?

What do you do if you
forget a name?

Forgetting Names

shake hands and say your name so they

reciprocate

try and remember what you talked about

when you met - say that and your name

ask a friend to remind you

dont worry about it and carry on

conversation

What Do You Do?*(8)

What can happen when this question is

asked?

What Do You Do?

You give your occupation, title, industry or
employer
the other person says, oh, nice
the conversation dies.

What Do You Do?

TV Screen metaphor:
What is going on in your partners head when
you are talking to them? Static or Excitement

What Do You Do?

You want people to say tell me more not oh,
nice
What is the one thing you want your
conversation partner to know about?
Use Best/Test Formula when asked
what do you do?
(Similar to the Elevator Pitch)

Best/Test
Best: what you do best
Test: testimonial, short description of you
succeeding at what you do best

Best/Test
Dont use jargon, unless you are sure the
other person knows what it means. Outsiders to
your field may still prove valuable in connecting
you to insiders.
Tell your talent not your title - tell what you
do not what you are

Best/Test
Example:
Instead of saying Im a sonographer.
I tell people whether its a boy or girl (BEST)
Last week I told a couple they were going to
have triplets (TEST)

Best/Test Variation
Answer the question what do you do? with a
question
A: What do you do?
B: Has your bank ever put your money in
someone elses account?
A: Yes/No (Doesnt matter the response)
B: Im working with a bank to make sure that
never happens

Do I have the best

answer
to
What
do
I
do?
Does my answer:

give a specific, positive picture of me

succeeding at what I want to be known for?

encourage people to say tell me more?

is my answer delivered in an excited, upbeat

way?

Whats New?*(9)
Answer with a SUCCESS STORY
A short, punchy story about a personal success.
Then ask a question to elicit a success story
from the other person
example
What are you excited about these days.

Ending a
conversation
How do you end conversations at group
functions so you can move on to more
people?

End with the future in

mind

Always assume youll see the person again

this was just the beginning of the relationship

Stick to your agenda - use I want, I must, I

need

I want to wander around and say hello to

everyone.

I need to see three more people before I

leave tonight.

End with the future in

mind

Ask if they know other people you should talk to

Take your partner with you to talk to other people

Introduce them to other people you think they should

talk to

Sum up and show appreciation for what you

discussed

Explain next steps - what will you do to keep building

the relationship - related to what you can give and
what they need

Shake hands and leave

Leaving a
Conversation
Let go of your partner after 5 minutes
Explain what you must do. Be honest.
Act on your agenda.
Veer off to talk with a referral.
Exit easily to another conversation by taking your partner with you
Note whats gone on between you and your partner. Sum up the
conversation and appreciate something your partner said or did.
Outline the next steps for your partner.
Walk. Shake hands and leave, purposefully.

Following Up

How do you reconnect with people

you meet to continue to build the
relationship?

Following Up

Effective follow-up begins with a good

conversation

learning whats on your partners agenda

will give you ideas on how to follow-up

Suggest a follow-up at the end of the first

meeting

It takes 6-8 meetings to establish a

networking relationship

Reopeners
excuses to reopen a conversation
remind your contact of something you have in
common and invite them to meet up again

Reopeners

Refer back to when and how you met

Refer to a common need

Refer to proximity - live/work near each other

Refer to a common background

Appreciate your contacts contributions

Refer to a common acquaintance

Refer to time or money savers

5 Goals of Follow-Up
Aim for these 5 goals as you reconnect, follow up and stay
in touch
Teach your contacts:
1. Your name and how to reach you easily
2. Exactly what you do
3. To have faith in your ability to serve or supply them
4. What kinds of job opportunities you are seeking and what
you can refer to them
5. What kind of information you need

Follow-Up Methods
Face-to-face (best method)
Media - email, linkedin, - mix personal and
professional - share your accomplishments and
congratulate others
Go to an event together, hang out, go for a
walk
Organize a lunch
Share information your contacts need

REFERENCES
Baber, A., & Waymon, J. (2002). Make Your
Contacts
Count: Networking Know-How for
Cash, Clients, and Career Success. New York, NY:
AMACOM.

LINKEDIN