networking your way to a job

Relationship NetworkingConverting Conversations

into Connections

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About Michelle Author: The 11 Laws of Likability CEO: Executive Essentials providing

communications, hiring, & management training

Professor: NYU Stern Business School Clients: JPMorganChase, Morgan Stanley, Citi, GE,

Deutsche Bank, Columbia Business School, MetLife, Sony Music, Jazz at Lincoln Center, J&J, Hachette, Rutgers CMD, MoMA, and more.

Press: CBS Money Watch, Gayle King, Martha Stewart Living, NPR, New York Times, Working Mother, Real Simple, US News & World Report, MSNBC.com, USA Today, AOL, Hoovers, Forbes, & About.com.

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What are your networking tendencies?

Who?

What?

Why?

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Why Network? 90% of all executive level jobs come from

networking (Executive Registry)

51% of all jobs from networking (Career Xroads Hire Report)

89% of companies will use social networks for recruiting and 65% have successfully hired from social media (Career Enlightenment)

People are more productive and happier in their jobs when working with people they like

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A New Approach: Relationship Networking

What it is not: Manipulative Tactical Work only Strategic Short term About you

What it is: Authentic Natural Anything Personal Long term About the relationship

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What happens when it doesn't work?

Where does it fall apart?

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Common Responses…

Nothing to say No reason to reach out Don’t think they are interested Nothing to offer Don’t want to bother them No time Doesn’t matter

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Three Laws for Conversation

1. Curiosity

2. Listening

3. Similarity

When you don’t know where to start…

Start by being curious.

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Start and Keep it Going

Ask

• Use open phrasing• Leverage your curiosity

Extend

• Listen and probe• Listen and share

Connect

• Establish similarity• Seek next step …

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Three Laws for Conversion

1. Familiarity

2. Giving

3. Patience

Consider how applying these laws impacts what you talk about during the conversation.

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Increase Familiarity

The Law of Familiarity: People like who and what they know.

How to Do it:Light touchesLeverage TechnologyUse Social Media

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Technology Tools

Xobni.com

Google Alerts

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Use Social Media

Chat, status

Updates, answer questions, start group, join interest group

Share resources, retweet, comment

Don’t overuse social media. Stay in their mind – not in their face.

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Give First – and always ask

The Law of Giving: Do because you can – giving creates value.

How to Do it: Introduce Invite Inform

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Be Patient

The Law of Patience: Give it time – things happen.

It may help to remember: It comes back to you (or someone else) You’ll get a chance to help Friendships grow in time

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Questions & Answers

Question 1:

If you cannot connect to an influential person, how do you manage this kind of relationship?

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Questions & Answers

Question 2:

What are the benefits and pitfalls in using social media?

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Questions & Answers

Question 3:

Where do you strike that balance between promoting your personal brand and bragging about yourself?

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Questions & Answers

Question 4:

To what extent should I try to be funny while maintaining my authentic self?

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Questions & Answers

Question 5:

How do you build the relationship to the next level?

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Questions & Answers

Question 6:

How can you network efficiently?

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Connect With Me!

http://executiveessentials.org

http://www.facebook.com/MichelleTillisLederman

http://twitter.com/mtlederman

http://www.linkedin.com/in/mlederman

www.michelletillislederman.com

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