How You Can Make Networking a Science
by Valerie Sokolosky Friday, November 06, 2009
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An author and executive coach, Valerie Sokolosky is a Certified Master Personal Brand Strategist who started Valerie & Company, a Dallas based international leadership development firm in 1981. Since then, she has become known as the expert in her field of strategic personal branding and professional presence.
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Networking is essential to advertising your personal brand – and, as you may realize, networking is sort of like power walking. If you wear light workout clothing and athletic shoes made for the terrain you walk, you almost glide down the track or path. If you strap on leg weights, step into steel-toed boots and pile on heavy coats, you’ll cover less ground and add time to your walk.
Here’s how to avoid moving in slow motion and how you can cover more ground in less time when you’re networking.
1. What’s your outcome? When calling on a member of your network or a targeted company, your goal is to achieve a certain outcome – like developing referrals, informational interviews or formal interviews. So, first pinpoint the outcome you need and then create a strategy, including the reasons your request should be granted, to help you achieve your desired outcome.
2. Develop a script: if networking is difficult for you, it’s because you haven’t had much practice. So, it’s time you did – practice, I mean. Take a look at your strategy and goals for a quick review. Then develop a script – if you have an elevator speech, start with that and tailor it to achieving the goal you’ve set. Your script will need an introduction, a purpose for the call, email or face-to-face visit, a “What’s In It For Me” from the standpoint of the person you want to speak to, as well as anticipated questions, rebuttals and objections – and your planned responses. At the end, ask for what you want…ask that person to help you make your goal happen.
3. Practice, Practice, Practice: After putting your script together, practice it. Use your family, your roommate...anybody who will listen and others who will be honest with their feedback. If you practice your script, you’ll be prepared to think on your feet...especially when you network with someone less than eager to work with you. You’ll also be able – whether you’re networking, interviewing or selling a product or idea – to get to the benefits faster and then asking for your desired outcome…and this is way better than rambling on and on...and on.
4. Ready for Your Debut: With script well in mind, your networking “butterflies” have lessened considerably. Now, start targeting your most sought-after target – the company you’d most like to work with or the client you’d most like to sign...or the job you’ve wanted forever. Find a way to get to the decision-makers and then ask for what you want.
5. Ongoing evolution: As you go through your script, collect the responses you get and make necessary adjustments to it. If you use certain words and get favorable responses, add those words to your script. If certain phrases or ideas get automatic rebuttals or objections, smooth these out.
6. Keep on learning: Never think about networking or going for job interviews or anything that has to do with selling yourself without bringing yourself up-to-date. These may be the latest trends, the most recent activities of a company or the latest and greatest in whatever field you may be in. Never stop learning…this is key to your success!
An author and executive coach, Valerie Sokolosky is a Certified Master Personal Brand Strategist who started Valerie & Company, a Dallas based international leadership development firm in 1981. Since then, she has become known as the expert in her field of strategic personal branding and professional presence. Valerie’s engaging style ignites the spark of enthusiasm in professionals to create a strong presence and personal brand that differentiates them and creates greater success for themselves, their teams and their organizations.
Here’s how to avoid moving in slow motion and how you can cover more ground in less time when you’re networking.
1. What’s your outcome? When calling on a member of your network or a targeted company, your goal is to achieve a certain outcome – like developing referrals, informational interviews or formal interviews. So, first pinpoint the outcome you need and then create a strategy, including the reasons your request should be granted, to help you achieve your desired outcome.
2. Develop a script: if networking is difficult for you, it’s because you haven’t had much practice. So, it’s time you did – practice, I mean. Take a look at your strategy and goals for a quick review. Then develop a script – if you have an elevator speech, start with that and tailor it to achieving the goal you’ve set. Your script will need an introduction, a purpose for the call, email or face-to-face visit, a “What’s In It For Me” from the standpoint of the person you want to speak to, as well as anticipated questions, rebuttals and objections – and your planned responses. At the end, ask for what you want…ask that person to help you make your goal happen.
3. Practice, Practice, Practice: After putting your script together, practice it. Use your family, your roommate...anybody who will listen and others who will be honest with their feedback. If you practice your script, you’ll be prepared to think on your feet...especially when you network with someone less than eager to work with you. You’ll also be able – whether you’re networking, interviewing or selling a product or idea – to get to the benefits faster and then asking for your desired outcome…and this is way better than rambling on and on...and on.
4. Ready for Your Debut: With script well in mind, your networking “butterflies” have lessened considerably. Now, start targeting your most sought-after target – the company you’d most like to work with or the client you’d most like to sign...or the job you’ve wanted forever. Find a way to get to the decision-makers and then ask for what you want.
5. Ongoing evolution: As you go through your script, collect the responses you get and make necessary adjustments to it. If you use certain words and get favorable responses, add those words to your script. If certain phrases or ideas get automatic rebuttals or objections, smooth these out.
6. Keep on learning: Never think about networking or going for job interviews or anything that has to do with selling yourself without bringing yourself up-to-date. These may be the latest trends, the most recent activities of a company or the latest and greatest in whatever field you may be in. Never stop learning…this is key to your success!
An author and executive coach, Valerie Sokolosky is a Certified Master Personal Brand Strategist who started Valerie & Company, a Dallas based international leadership development firm in 1981. Since then, she has become known as the expert in her field of strategic personal branding and professional presence. Valerie’s engaging style ignites the spark of enthusiasm in professionals to create a strong presence and personal brand that differentiates them and creates greater success for themselves, their teams and their organizations.
Recognized internationally, she is a sought after executive coach – having received the highly acclaimed position of vetted coach for several of the big four financial firms as well as for Women’s Leadership Exchange.
Over the last two decades Valerie’s firm has received front-page press coverage in the Wall Street Journal and is a respected resource for a number of national publications including Washington Post and Glamour Magazine. She recently served in a leadership advisory role as Publisher for Women’s Enterprise national news magazine and was monthly contributor for ten years to Southwest Airlines Spirit Magazine.
Valerie’s 8th book - Do It Right – is listed as a best seller on Amazon.