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The Career Center East Carolina University 701 East Fifth Street Greenville, NC 27858-4353 Office: 252-328-6050 Toll Free: 800-391-0506

MAKING NETWORKING CALLS TO PERSONAL TARGETS CALL PLANNING AND OBJECTIVES 1st Objective:

Discover a need, challenge, or problem at their company.

2nd Objective:

Arrange a meeting at their place of employment.

3rd Objective: 4th Objective:

Get a referral to others inside or outside the organization who may be able to advance your campaign. Gather additional intelligence that advances your campaign.

USE AN APPROPRIATE INTRODUCTORY APPROACH It is important that you spend time renewing your relationship with your Personal Contacts because their willingness to help you is motivated by that relationship. Don't be in a hurry to get on with questions you have prepared. Spend time updating them on the changes in your life and show an interest in the new events in their lives. POWER GREETING Start by giving them your Power Greeting followed immediately by an open-ended question about the industry (i.e., "What would you say is the greatest challenge facing your industry today?") GATHER INFORMATION Ask open-ended questions that probe into the needs, challenges, and problems of : First the industry, Second their company, the division/department that interests you, Third specific business aspects, issues or concerns that relate to your area of expertise. As you identify issues, give SACs as examples of how you could help address those issues followed by another open-ended, industry specific probing question. Use Vault Poles and Power Closes as appropriate.

East Carolina University – The Career Center

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ASKING FOR A MEETING If your Targeted Personal Contact is a decision-maker, ask for a meeting to further discuss ways in which you could help meet their needs, or solve their problems (i.e., "You've been most helpful and really stimulated my thinking. I'd like to get together with you to talk further about these issues.") Hold off asking for referrals until you see where your meeting goes. If your Targeted Personal Contact is not a decision-maker, ask for a meeting at their place of business to give you a chance to see the facility and have the opportunity to be introduced to decision-makers (i.e., "You've been most helpful and really stimulated my thinking. I'd really like to come by and see where you work.") When setting an appointment with someone, don't ask IF you can get together, ask WHEN would be a good time to meet (i.e., "What's your schedule like later this week, would Thursday or Friday be better for you?") ASKING FOR REFERRALS\ Now that you have demonstrated an interest in the company, your objective is to generate contacts within the company to others who can advance your campaign. Ask your Targeted Personal Contact for referrals to decision-makers or other contacts they may have within the departments that interest you. Ask first for referrals to others within the industry (i.e., "If you were me, who would you contact to begin exploring opportunities with other companies in this field?") Then ask for contacts at specific companies (i.e., "Some of the companies I'm interested in include: Monsanto, Anheuser Busch, Ralston Purina, or PET Foods. What contacts do you have at any of these companies?") Ask for contacts who might know someone in the companies that interest you. (i.e., "If you were trying to generate a contact at Old Vienna, who would you call who might know someone there?") DON'T GIVE UP CONTROL OF THE REFERRAL PROCESS Since you are asking for help from your friends, it is common that they may want to make the calls, or pass out your resume for you. Unfortunately, when that happens, you have no way to control what is said about you, or no way to know if the contact is made. Instead of giving up control, tell your Targeted Personal Contacts you appreciate their help, but the best thing they could do is to invite you down to their facility and introduce you personally. That way you can control the impression you make to some extent. If they choose not to do that, DO ask permission to use their name when you make contact with the referrals (i.e., "Would it be alright if I used your name when contacting them?") DON'T FORGET TO ASK FOR ADDRESSES AND PHONE NUMBERS Asking a Targeted Personal Contact for the names and addresses of referrals saves you time and effort and will often tell you something about the type of relationship that exists between your Targeted Personal Contact and the referral. That information will make it easier to develop rapport with the referrals.

East Carolina University – The Career Center

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LET THEM KNOW YOU WILL KEEP IN TOUCH THROUGHOUT YOUR JOB SEARCH CAMPAIGN You will probably want to contact your Targeted Personal Contacts at several points throughout your campaign. You will feel less self-conscious about calling them several times if you get their permission to do so from the very beginning (i.e. "Would it be alright with you if I kept you informed throughout my campaign on how things were going?")

East Carolina University – The Career Center

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MAKING NETWORKING CALLS TO PERSONAL CONTACTS

CALL PLANNING AND OBJECTIVES 1st Objective: Get referrals to contacts in your targeted industry. 2nd Objective:

Gather additional intelligence that advances your campaign.

3rd Objective:

Renew your relationship with this Personal Contact in order to start them thinking about you and of ways to help you.

USE AN APPROPRIATE INTRODUCTORY APPROACH It is important that you spend time renewing your relationship with your Personal Contacts because their willingness to help you is motivated by that relationship. Don't be in a hurry to move onto the questions you have prepared. Spend time updating them on the changes in your life and show an interest in the new events in their lives. POSITIONING Make some statement to ease their concern that you expect them to offer you a job or know of a job opening. The focus here should be on developing contacts, not looking for jobs (i.e., "I want you to know that I don't expect you to offer me a job, or even know of any job openings.") Tell them what you expect of them (i.e. "I am calling to ask for your help in finding contacts in the fields that interest me.

GIVE YOUR COMPLETE POWER GREETING Followed immediately by asking them to review your cover letter with you (i.e., "I recently sent you a copy of my resume and a cover letter. Do you have that letter handy, I'd like to go over it with you?")

ASK FOR INFORMATION ABOUT THE FIELD Start by reviewing the functions and fields that interest you mentioned in your Personal Contacts Cover Letter. Follow with a general question asking about their knowledge of this industry. (i.e., "What can you tell me about these fields that might advance my job campaign?")

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ASK FOR REFERRALS There are three levels of questioning: industry, specific companies, and contacts close to the industry. ALWAYS ask for contacts at ALL THREE LEVELS. Remember, you don't know who your Personal Contacts know, so don't get too specific too quick. Ask first for referrals to the industry (i.e., "If you were me, who would you contact to begin exploring opportunities in these fields?") Ask second for contacts at specific companies (i.e., "Some of the companies I'm interested in include: Monsanto, Anheuser Busch, Ralston Purina, or Pet Foods. Do you know anyone who works for any of those companies?") Ask for contacts who might know someone in the companies that interest you (i.e., "If you were trying to generate a contact at Old Vienna, who would you call who might know someone there?")

DON'T GIVE UP CONTROL OF THE REFERRAL PROCESS Since you are asking for help from your friends, it is common that they may want to make the calls, or pass out your resume for you. Unfortunately, when that happens, you have no way to control what is said about you, and no way to know if the contact is made. Instead of giving up control, tell your Personal Contacts you appreciate the help, but it would be easier to make the calls yourself so that you could control the pace of your campaign. However, DO ask permission to use their name when making contact with the referrals (i.e., "Would it be alright if I used your name when contacting them?")

DON'T FORGET TO ASK FOR ADDRESSES AND PHONE NUMBERS Asking Personal Contacts for the names and addresses of referrals saves you time and effort and will often tell you something about the type of relationship that exists between your Personal Contact and the referral. That information will make it easier to develop rapport with the referrals.

LET THEM KNOW YOU WILL STAY IN TOUCH THROUGHOUT YOUR CAMPAIGN You will probably want to contact your Personal Contacts at several points throughout your campaign. You will feel less self-conscious about calling them several times if you get their permission to do so from the very beginning (i.e. "Would it be alright with you if I kept you informed throughout my campaign on how things were going?")

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OUTLINE FORCALLING PERSONAL CONTACTS CONTACT NAME _______________________________________ I.Introduction 1.Renew the relationship. (Write what you will say to get the conversation started.)

2."I want you to know that I really don't expect you to offer me a job, or even know of any job openings. I'm really just calling to ask for your help in finding contacts in the fields that interest me. (Write in your own words.)

II.Modified Power Greeting (Number as appropriate and write in any modification necessary for this Personal Contact.) _____. Background

_____. Benefits (3)

_____. Accomplishments (2)

III.Review with them your Personal Contact Cover Letter 1.Primary Functions 2.Primary Fields IV.Referrals The Career Center at ECU

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1.If you were me, who would you contact to begin exploring opportunities in these fields?

2.Some of the companies that interest me include (List 10 companies of interest):

What contacts do you have in these companies?

3.Who do you know who might know someone in any one of these companies?

4.If your company needed this type of product/service, who within your company would know who to talk to in order to obtain it?

5.Who do you know who knows lots of people?

Can I use your name in contacting them? V.Obtain Names and Addresses (Use additional paper) VI.Keep in Touch Would it be alright with you if I kept you informed of my progress throughout my campaign?

The Career Center at ECU

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PersonalContactOverviewObjOutline