The why, who and how of
NETWORKING
@PresenterMentor
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The why, who and how of
NETWORKING
@PresenterMentor
The text in these cream boxes will provide
narrative for the less-obvious slides in this deck
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WHY?
WHO?
HOW?
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WHY?
WHO?
HOW?
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Why network? Because the world of work is
ever-more impermanent and insecure.
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Trusted
agency
From
within
Using
proven
people
Close
colleagues
Adver>sing
CVs
Why network? Because employers are more and
more using low-cost, low-risk hiring methods
Employer
Approach
Job-Hunter
Approach
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Adver>sing
CVs
Which means that more and more of the
available jobs are being filled invisibly.
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So you have to adapt your approach.
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After all, you are targeting a very,
very small number of people All
the
people
in
the
country
All
the
people
in
your
sector
who
know
you,
hold
you
in
high
regard,
and
have
the
authority
to
hire
you.
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WHY?
WHO?
HOW?
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We are surrounded by circles of people. Let’s
look at the most immediate circle ...
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Anthropologists tell us that most people have
a circle of about 30 people around them.
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And each person in your circle of 30 has ...
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… their own circle of 30 people around them.
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Extended family
Colleagues / Peers
So 30 x 30 people. Even allowing for mutual
acquaintances and crossovers – big circle!
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Strangers
Famous
strangers
Thought
leaders
Trade
bodies
Politicians Media Retirees
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This must be active! Your uncle up there might
know the very person you want to talk to ...
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STALKING
Bringing this real-world extended circle into
the virtual world of online networking.
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Linkedin - the 800lb gorilla of networking.
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Use it for smart searching – here we’re looking
at former Apple logistics employees in Ireland.
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You can build a picture of the org chart and,
more importantly, get a sense of the culture.
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Another vital tool - Twitter. Much neglected
when it comes to its value as a research tool.
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No content
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I read the wires so
I can be 12 hours
smarter than you
*
* (modern translation: Twitter)
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Look closely at your target’s Twitter presence.
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Who are they following?
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@ Replies
Following
Retweeting
Linking to
All of these can tell you so much about a person.
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After all, you are targeting a very,
very small number of people
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WHY?
WHO?
HOW?
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WHY?
WHO?
HOW?
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“Please sir, may I have some more?”
One view
of networking
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“I’m not leaving here until you give me
at least two more contacts to harass!”
The other
extreme
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Active, inquiring mind.
Functioning vocal cords.
Nice manners.
Everything after those
three is common sense
and diligent effort.
Effective networking is
a planned activity.
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In real-world (and virtual)
encounters, people will
make up their minds about
you in five seconds flat.
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The right room
Planned – targeting
Specific objectives
Sober / Clean
Dress sense
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Image: Andy Bounds, The Jelly Effect
How do you start talking to people? Who
can you approach? Look at their feet ...
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Open
group
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Open
group
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Open
group
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Closed groups = closed-off feet.Very hard to
break in to the group highlighted below.
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First five seconds …
First physical contact.
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So simple but so many get it so wrong ...
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There is nothing reassuring about a wet fish.
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Unless you are an actual princess, don’t do this.
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This is not a competition!
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Portraying a politician in
this film, John Travolta
out-Clintoned Clinton ...
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Great right hand.
Genius left hand.
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First five seconds …
Being memorable.
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This guy does it wrong. Say your first
name twice, not your surname.
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30-40 words
Conversation
8-10 words
Plan these out ...
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Networking is a planned activity.
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Speak : Listen
Ready for pauses
Don’t overpush
Graceful exit
Plan these out ...
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If you see this, you’re probably
talking too much about yourself ...
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ASK QUESTIONS!
What line of work are you in?
What do you think of this event?
Have you particularly enjoyed anything here today?
What brings you here today?
What’s the best thing about what you do?
What’s difficult these days?
Why / How have things changed?
How did you get into that in the first place?
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OBJECTIVE?
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Rowan Manahan
Managing Director
P: +353 1 230 1313
T: @PresenterMentor
FORTIFY
SERVICES
W: RowanManahan.com
A good, old-fashioned, exchange of cards?
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Let’s Link-in...
“Or, more typically these days ...
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How can I help?
“
The idea you should be planting in their heads.
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And you follow up – maybe not immediately,
but a tickle email, tweet, or Linkedin message ..
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After your greeting, your
opening words in any
networking call should be:
Is this a good
time for you?
Or by
phone ...
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Info / Ideas / Leads
Knowledge
Symbiotic
The cardinal rules: do not over-reach, don’t
back anyone into a corner, be helpful/nice.
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“
The deepest principle of
human nature is the
craving to be appreciated.
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WHY?
WHO?
HOW?
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NET
WORK
ING
People shy away from networking - not just
because it’s hard work (which it is)
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But because it is slow and laborious and often
frustrating. Take your time. It takes time!
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It can be intimidating, it can be irritating,
but it beats the hell out of going it alone.
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@PresenterMentor
PresenterMentor
@
Thagyewverramuch
Get going!