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Dr. Greg Segment Summary

Networking Your Way to the Next job

Dr. Greg Ketchum, 8/23/03

Most people know that networking is an important tool in getting a job and succeeding in your career, but many aren’t sure how to do it well. Calling someone to ask for help isn’t necessarily easy to do.

Statistics show that 65% to 80% of people get their jobs through networking. Being a great networker is especially important in tough economic times.

It’s not just your skills that make you successful in your career, it’s your rolodex. In fact, in many companies, having a great rolodex is one of the factors hiring managers look for. (old boy network)

To be an effective networker, you need to understand the fundamentals of the game. I’ll give you just a few.

  1. The best time to network is when you have a job. You have more to offer, more leverage.
  1. Networking is as much about helping others as it is receiving help. If you wait till you’re out of a job to get in touch, it makes people feel used.
  1. Networking is fundamentally relationship building.

On that last point, think about the qualities that characterize your best relationships; caring about the other person, sharing resources and mutual commitment. These are the same qualities that make for good networking relationship.

Action Steps
If you want network like the pro’s
, here are 3 action steps that will improve your networking skills and help you get that next job.

Step 1 - Develop a Plan
Define the goals you want to achieve from your network, the expertise you want to be known for, your target audience, and your message. Write it all down and practice saying it.
Step 2 - Develop Your Elevator Pitch
When you get someone on the phone you’ve got to be able to tell them who you are, how you got their name, what you do and what you want all in about 30”. Write a script and practice with a friend.
Step 3 - Be Polite and Always Offer to Help
Ask permission to use someone’s name to open up new doors, close the loop with folks who’ve helped you, and always ask how you can help.

Not everyone you contact will respond. If after a couple of attempts you get no response, move on.

If you’ve got work or career topics you’d like to see us address, just send me an email at drgreg@talentplanet.com.

®2004 All rights reserved. Gregory A. Ketchum, Ph.D.

Career Advice

Dr. Greg is the “KRON 4 (San Francisco) Workplace and Career Expert”

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