Executive Career Insights

5 Key Points To Pitch During An Informal Networking Meeting

Congratulations! Your networking efforts have paid off and you have landed an informational interview with a well-connected individual.

So how do you maximize this unique opportunity to market yourself, make a strong first impression and walk away with tons of information and maybe new personal referrals?

First of all, respect the person's time and willingness to meet with you - if you asked for a 20-minute meeting, make sure that you keep the discussion and conversation to 20 minutes.

Second, have a clear communication plan. Determine what information, insights, and tips you want to gain ahead of time and go to the interview armed with key questions.

Third, pay close attention to the individual's body language and level of interest in your conversation; if he/she seems distracted or has to rush through the interview, make a suggestion to reschedule for a more convenient time.

Here is a five-step approach to "selling" yourself within the first three minutes of the meeting:

Tactic #1: Establish and build rapport

Avoid making your contact feel pressured to help you find a job or job leads; instead emphasize that you are interested in getting advice and personal insights.

-- Explain what has prompted the meeting - either you are exploring new opportunities, thinking about changing careers, etc.

-- Don't forget to offer a helping hand to your new contact - it has to be give and take relationship.

Tactic #2: Give a brief synopsis of your background and career history

Don't bore your new contact with a step-by-step recap of your entire work history; zero in on key high-profile positions and projects you have been involved with.

-- Mention your college/university if new contact is an fellow alum and discuss any recent events that have influenced your impending job search or career change.

-- Express quick thoughts on the type of positions and/or careers that have caught your interest.

Tactic #3: Discuss your top strengths and personal attributes

-- Draw out aspects of your biggest strengths and related skills - give examples of how you are perceived by your boss and fellow colleagues.

-- Remember to use the same adjectives and phrases that others used to describe you all the time.

Tactic #4: Share the big wins

You want your new contact to walk away from the meeting with an impressive story to share with his/her friends and colleagues. Without heavy bragging, go over the top three achievements that make you proud.

-- Condense your career achievements in a storytelling, Challenge-Action-Results format.

-- Consider developing a Critical Leadership Initiatives document and offer it to your contact at the end of the meeting.

Tactic #5: Ask for plenty of advice

Take full advantage of the opportunity to get advice, direction and guidance from someone who is very experienced, knowledgeable in your target field.

-- Avoid basic, generic questions that only generate personal feelings rather than solid facts.

-- Be willing to listen to your contact's own stories about his/her career progression and achievements as this often leads into advice-giving mode.

-- Don't be afraid to ask for personal referrals and recommendations on local networking events, associations and groups.

Like any other interview, follow up with a thank-you note and/or email and make sure to keep your new contact in the loop as you make progress in your job search or career transition.

Feel Like You Are Always Talking To Yourself?

Whether you are determined to find your dream job or looking to make strides in your current career, by now you should have developed and maintained a solid, strategic network.

Have you taken a close look at your network lately?

Do you find yourself only attending events and making connections with colleagues and peers who are just like you?

Are you feeling like you are just talking to your own clones?

While it is important to recognize that everyone in your network will have something valuable to offer in terms of personal insight, career advice and connections - you are doing a great disservice to your personal/professional growth and development if your network is not diverse.

A broad, diverse network should have individuals who are:

-- Friends

-- Relatives

-- Neighbors

-- High school/College/Graduate school alumni

-- Professional advisors like lawyers, accountants, insurance agent

-- Current/former work associates

-- Former professors

-- Entreprenuers/consultants

-- Church/religious affiliates

-- Sorority/fraternity associates

and much, much more. If everyone in your network knows each other, just think about all the new, exciting and creative ideas and energy that you are missing out on.

What you can do today

-- Identify upcoming events, reunions and conferences you can attend to expand your network

-- Think about key individuals that are missing from your circle and start making efforts to reach out to them or others connected to them.

-- Take the time to learn more about people in your network, so that you can be a source of new introductions/referrals for them.

-- Volunteer for projects or work-related activities that move you beyond your comfort zone and expose you to new people.

Related posts:

Are you paying in forward with your networking?

Are You Paying It Forward With Your Networking?

You must live in a vacuum if you have not fully embraced about the importance and necessity of networking - whether you are actively seeking a job, moving your way up the ladder or just looking to expand your pool of contacts, networking activities should be a vital part of your career master plan.

Too often, professionals make the mistake of bringing a "whats-in-it-for-me" attitude to networking events and activities. If they don't see the beneficial results of the event within a couple weeks, they dismiss the event and throw out any business cards.

I can speak from personal experience that I am still benefitting today from professional and person contacts that I made several years ago and that I took the time to nurture and grow.

From volunteering to speak at a conference, taking the time to give career fair participants resume feedback or committing several hours a month to teach a class to transitioning military - simple favors that did not take a lot from me, have come back to me in the form of new business contracts, speaking engagements and referral clients.

So how can you pay it forward with your networking activities? Remember that networking is also about relationship building - take the time to really genuinely understand what someone in your network is looking for and make every effort to be a source of support and information:

• it could be an inside scoop new job
  
• a person referral
  
• some advice
  
• a critical piece of information
  
• a "must-read" book
  
• the name of an expert who can take them to the next level
• a recommendation on LinkedIn

A little effort on your part can go a long way with someone else in need!

Related posts:

Networking for job search and career management

Keep your network alive and kicking

Do you know where your network is?

Top 10 Best Practices for Steady Executive Career Progression

With all the information coming at you through blogs, Twitter, Facebook, Ping and every other source that you imagine - sometimes it is hard to filter through to what your really need at the moment.

Here are ten previous blogs that can still serve you well today that address key issues in the executive job search, personal branding, online identity and overall career management strategy.

Don't get so bogged down in your job search, so that once you land a job, you stop working at building your executive career.

Revisiting Resume Best Practices

A Strong Argument for Executive Cover Letters

Personal Branding - Truly the Only Way to Survive in Any Economy

How To Get Recruiters To Call You Back

Executive Interview Mistakes That Might Surprise You

How Do You Rank - Digitally?

Blogging To Save Your Career

Transform Your Wins Into "WOW" Accomplishment Statements

Powering Up Your Annual Performance Reviews

Networking for Job Search and Career Management

Executive Job Search Success: Part - Get to Networking and Connecting

No matter how you may dislike it or try to avoid it, the best way to power up your job search will be through extensive networking and relationships building. This aspect of your job search will bring you close to decision makers and more importantly will put you in touch with other professionals who have working relationships with industry leaders.

So while the call of the Internet may tempt with its wealth of online networking sites and social media tools, don't be misguided into conducting all your networking activities from your computer.

However, avoid randomly attending every event or party that you hear about to simply fufill your networking quota, take the time to review your list of target companies, determine the key people you want to meet and identify the activities and events that would bring you face-to-face with them.

In addition, think carefully about what you can offer another person in terms of resources, information, tools and other contacts. The best networking relationships are those that are built on a give-and-receive basis.

Here are a few tips to get you started:

1) Have a professional business card

Even if you are currently unemployed, it is critical that you portray a professional image by having business cards with your name, contact information and value-driven branding statement on them. Use vistaprint.com for easy-to-use, inexpensive stationery resources.

2) Have a strong 30-second pitch

In any networking event, beyond the word "hello", you will be asked about yourself and what you do. Rather than saying "Oh, I am in between jobs and looking for work", try something like this:

"Hi, my name is Sharon Smith. I am a Manufacturing Executive and have built a professional reputation engaging cutting-edge technologies that helped global manufacturing companies ABC Plastics, Newform Manufacturing, and TechNec Corporation achieve aggressive revenue growth and improve operating cost objectives."

3) Check out local networking and job search support groups

If you are looking to stay in your local area, there are often a wide number of networking events and breakfast meetings that you can attend - start off with your local Chamber of Commerce and explore others like local chapters of industry associations and alumni clubs.

4) Have a follow up plan

The goal of networking events is not to simply collect tons of business cards and talk to everyone in the room. If you leave an event with only three business cards, but it (the event) has put you in contact with people who can hand deliver your resume to a hiring manager or help you schedule an informational interview, then you have succeeded.

With so much activities going on in our lives these days, you have to make it a point to re-connect and follow up with target individuals within 48 hours after every event.

Have a hard time getting motivated? Invite a friend or colleague to accompany you to an event this week.

Executive Job Search Success - Part 5: Pursue Job Opportunities

The thousands of job openings that you can easily find online through job boards, recruiter listings and company websites attract thousands of applicants. So when you send in your resume, what are the chances that you will get an interview? Only about 2-3%.

Your job search efforts at this point should be focused on researching job "opportunities" - in other words, potential job openings that have not been advertised to the masses. Remember that in Step 3 of our executive job search success series, we focused on identifying target companies. Start by using that list of companies to find internal contacts for informational interviews.

1) Find internal contacts online
Maximize online resources like LinkedIn, Ziggs, Zoominfo, Corporatealumni, and Live.com to find existing or former employees at your target companies.

2) Review current press releases
Visit sites like prweb.com, prnewswire.com, bizjournals.com and Google alerts to monitor organizational changes, current events, internal promotions and expansions occurring at your top companies.

3) Have a solid email/phone script
Depending on whether you want to reach out by email or telephone, you need to have a brief, well thought out, value-driven introduction that would encourage the new contacts to have an informational, face-to-face meeting with you.

Note: If you have a strong network, you should see if any of your contacts knows the individual and get a personal introduction.

4) Develop a ROI-based cover letter
Another approach to uncovering job opportunities is to conduct a direct mail campaign, though this method can be more costly, you can generate initial responses and at least get interviews with key executives at interested companies.

Obviously, sending a "Do you have any jobs" letter will automatically get routed to human resources, why not use a compelling letter that helps companies understand why they should hire you and what immediate benefits you bring to the table.

5) Distribute and market a networking resume
In this phase of relationship building and networking, increase your chances of getting quick introductions and referrals by using a networking resume as follow-up to initial meetings and interviews.

6) Get found
As you are actively pursuing opportunities, new contacts and recruiters are going to "Google" you before they agree to sit down and talk with you. Make sure that you have a strong online presence and positive digital information. Develop and keep an updated profiles on LinkedIn and VisualCV.com; frequently participate in industry-related or company blogs and forums - recruiters and potential do pay close attention to all your online activities.

Keeping Your Network Alive And Kicking

Congratulations! You have made a connection with a key person in one of your target companies, but they are not hiring at the moment. The person has assured you that you are the right fit for the company and once the hiring freeze has passed, you should reach out again.

While it is a bittersweet victory - having a key inside contact at one of your target companies is truly golden in an executive job search. Well, once you have moved past the initial introductory phase, it is critical that you don't drop the ball.

So, how do you maintain the relationship and stay in contact without become a nuisance?

Remember To Give, So You Can Receive

Try this: I just read a very interesting article on global outsourcing and thought you could benefit from the information, should I send it directly to your email address?

Show That You Are Abreast On Current Affairs

Try this: I just heard on the television that one of your company's competitors is considering massive layoffs due to the economy, how do you think your company will be impacted?

Ask For Advice & Resources

Try this: I am considering engaging with an executive recruiter as part of my job search strategy, have you personally working with any firm that you would recommend to me?

Keep Your Contact Informed

Try this: I'm calling to give you an update on my job search progress and my success so far.

Show Initiative

Try this: I am actively looking to expand my network, do you mind referring me to any of your professional contacts that would benefit from talking with me?

Try this: I have another lead at ABC firm and I'm trying to get some information on that company...do you have any contacts there and know anything that I should be aware of?

Say Thank You

Try this: Thank you very much for the contact (information, resources, etc) that you provided me with last week. I have scheduled three informational interviews and will give you an update next week.

Do You Know Where Your Network Is?

It's December 23rd - Do You Know Where Your Network Is?

I have been beating you over the head with the notion of actively building and expanding your network of contacts and referrals - not only for job search activities, but also for ongoing career management.

Beyond the occasional "join my network" emails through LinkedIn and status updates through Facebook - assuming that you actually use those two social networks), do you know where your network is?

If you have been happily employed for many years, that is no excuse to neglect your network and take your personal and professional contacts for granted.

So how do you stay in touch with people throughout the year without being intrusive?

-- Make a list of birthdays and anniversaries so that you can at least send a card in the mail or an e-card. If you are close to the person, acknowledging their children's birthdays as well is not a bad idea. 

-- Make an effort to send out an email at least once a year just to check in - how are you, what's new, still at the same job, etc

-- Make sure to inform your contacts everytime you get a promotion, new job, interesting or high-profile project just to keep them abreast of your career progression. Remember to be receptive and congratulatory when the same information is sent to you

-- Make plans to meet in person with your top tier contacts every quarter if you live in the same city, state or regional area

--Make yourself available for recommendations or referrals when anyone of your contacts is seeking to make career moves

-- Make good use of Linked, Facebook, and Twitter to give everyone brief, but informational updates on your weekly activities

Over at the Wall Street Journal, read an interesting article on Ways Job Seekers Can Find Old Contacts

It takes more than building a network for effective executive career management, you have to go the extra mile to keep your network fresh and current.

Try A Networking Resume For Your Holiday Job Search Activities

Once Thanksgiving Day has passed, it seems like the entire world bursts into a frenzy of activities preparing for the holiday season. Over the next few weeks, your calendar will most likely be filled with invitations to personal and professional networking events and parties.

This is a great time to network with hard-to-reach individuals and maximize opportunities to attend open company events and special programs.

Before you start running around to every party and event you can find:

-- Create a preferred list of high-profile individuals or top industry professionals you would really like to meet; prioritize your party attendance accordingly.

-- Interact and connect directly (in non intrusive manner) with strong contacts who can play a vital role in your career development.

-- Make sure to collect a variety of business cards from attendees and follow-up with them after each event.

In addition to the normal exchange of business cards, distinguish yourself from the crowd this year by sending out a networking resume.

A networking resume is an innovative one-page document that provides readers with a quick snapshot of your career milestones, personal qualifications and job targets.

Overall, the networking resume is not intended to replace your executive resume—which should be two to three pages long depending on your experience—however, it can be effectively used as part of a structured networking plan.

Key components of a Networking Resume include:

Title Header: A branded title header prominently placed a top of resume (below your personal information) lets your contacts know who you are and the value you bring to any organization.

Executive Summary: A well-written executive summary will give readers an overview of your career path, years of experience and touch upon your career-defining achievements.

For professional and personal contacts who are reviewing your resume for the first time, this section provides them with talking points they can use when referring you to someone else.

Core Competencies: Incorporating a section for core competencies and areas of expertise allows readers to evaluate at first glance your industry strengths and management capabilities.

Using either a two or three-column table or simply listing keywords in a neat format allows this section to stand out in the resume.

Target Positions & Industries: Use this section of the resume to indicate the job titles for the types of positions you are seeking and the industries you would like to work in. For example:

Career History & Performance Milestones: This section of the networking resume will simply list your employment history and touch up on at least one (you can use more) high-impact achievement realized throughout your career. Because the document is limited to one page, this portion will be brief and concise.

When an initial request about your career goals and job history comes about, introduce yourself to Tier 1 and Tier 2 contacts with a networking resume. If your experience and qualifications spark a deeper interest, you can follow-up with a more comprehensive resume and cover letter.

Networking Resume Sample