The Power of Business Networking
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The Power of Business Networking
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The Power of Business Networking
- 1. ! t! Cros oble on Gren Shar or ss Profe chool of ate AďŹli raduate S ss! e G Busin The Power o f Business Networking ! !
- 2. ABOUT THE WORKSHOP Whatâs more important, what you know or who you know? Over 44% of small business decision makers are using social networks to extract information about other businesses according to SocialMediaToday. Are you present or are you invisible?! ! This workshop is designed for the following learning outcomes: ! â˘âŻ Improve your personal and business social capital and inďŹuence! â˘âŻ Increase the value of your online presence! â˘âŻ Immediately apply techniques to your professional networking ! ! Key topics include:! â˘âŻ Building your inďŹuence! â˘âŻ Your networking style (exercise)! â˘âŻ Taking action for your business! ! Upon completion of the workshop, students will possess new techniques to build a powerful online and traditional network and use this network to boost company success.! ! ! The workshop is facilitated by Sharon Crost, an aďŹliate professor with the Grenoble Graduate School of Business and Social Business Manager with Hitachi Data Systems !
- 3. LEARNING OUTCOMES 1.⯠Improve personal / business social capital and inďŹuence! 2.⯠Increase the value of your online presence! ! 3.⯠Immediately apply techniques to boost your business networking results!
- 4. AGENDA 26 February 2014 10h00-12h30 1.⯠2.⯠3.⯠4.⯠5.⯠6.⯠10:00-10:30 Welcome, The Secrets of Networking ! 10:30-11:00 Building your Networking Capital! 11:00-11:30 Networking Exercise! 11:30-11:45 Building your InďŹuence! 11:45-12:15 Taking action for you and your business! 12:15-12:30 Questions and Answers!
- 5. ABOUT SHARON CROST As an enthusiastic business professional and educator, Sharon specializes in new strategies, tools and techniques to help businesses thrive in the online and social world. Sharon has spent the last three years in the U.S. leading Hitachi Data Systemsâ social business-- generating leads and developing loyal customer communities. ! ! She has won a gold award from the IT Services Marketing Association for excellence in social media marketing and was honoured as a Top 25 Digital Marketer in 2012 and 2013 by BtoB Online Magazine.! ! ! Sharon has lectured at the Grenoble School of Business since 2001 on social media marketing, customer intelligence and consulting strategies for graduate students, Executive MBAs and business executives from all major continents and has presented at prestigious conferences including Search Engine Strategies in New York , Marketing Now in New Zealand B2B Digital Edge and Blogwell. With dual EU/American qualiďŹcations, Sharon is currently based in San Francisco.!
- 6. More people know where their mobile phone is right now, than they know the whereabouts of their wife or kids! 92% ! of US recruiters have embraced social networks as part of their strategy (2)! 73 % ! of recruiters have hired through social networks (3)! Sources: 2, 3. Digital natives are more comfortable online! ! ! Vite Survey (US), http://recruiting.jobvite.com/images/survey_infograph-2012.png (accessed 8 September 2012 4. CareerBuilder.com 2012 Survey http://cb.com/UBp78K (accessed 8 September 2012) Picture Source: http://takingnote.learningmatters.tv/?p=5629 (accessed 23 October 2012)!
- 7. People buy from People (they know and like)! Networking is an essential part of building wealth.! - Armstrong Williams ! Networking is happening all the time (whether you know it or not)! You CANâT inďŹuence if you are not in the conversation!
- 8. 29% OF RECRUITERS FOUND SOMETHING ONLINE THAT LED THEM TO HIRE A CANDIDATE â˘âŻ Good feel for candidateâs personality â 58 percent! â˘âŻ Conveyed a professional image â55 percent! â˘âŻ Background information supported professional qualiďŹcations â 54 â˘âŻ â˘âŻ â˘âŻ â˘âŻ percent! Well-rounded, showed a wide range of interests â 51 percent! Great communication skills â 49 percent! Candidate was creative â 44 percent! Other people posted great references about the candidate â 34 percent! Source: . CareerBuilder.com 2012 Survey http://cb.com/UBp78K (accessed 8 September 2012)! !
- 9. EXPECTED TO BE FOUND"
- 11. NETWORKING AS A PRIORITY? â˘âŻ What are your top concerns about spending time business networking?! â˘âŻ About how much time on average do you spend a month networking?! â˘âŻ What do you feel would make you more successful in your networking activities?!
- 12. WHY BUSINESS NETWORKING? â˘âŻ Find business partners! â˘âŻ Develop business opportunities! â˘âŻ Find employees/ employers! â˘âŻ Develop connections! â˘âŻ Help others!
- 13. THREE PRINCIPLES ALL ABOUT YOU (Vous)! ! ALL ABOUT ME (Moi)! ! ALL ABOUT US (Nous)!
- 15. ALL ABOUT ME Have a plan! Know yourself and your âaskâ! Be visible! Develop your âbrandâ reputation!
- 16. ALL ABOUT US Connect (face-to-face and online)! Add value! Follow up!
- 17. THE DATING GAME ! Two Volunteers!
- 19. ACTIVE LISTENING â˘âŻ â˘âŻ â˘âŻ â˘âŻ â˘âŻ â˘âŻ â˘âŻ â˘âŻ â˘âŻ Listening with intention! Ask questions to assess the communicatorâs needs! Take notes on business card ! Paraphrase! Respect communicator! Desire to understand (vs. agree)! Open/non-critical! Note follow-up questions! Resist the temptation to talk talk talk!
- 20. GROWING STRONGER EARS â˘âŻ Why are you here?! â˘âŻ What are your needs?! â˘âŻ How can I help?!
- 21. ALL ABOUT ME!
- 22. WHO AM I? Who in this room already has an online brand?!
- 23. WHO AM I? YOU ALREADY HAVE A BRAND!
- 24. YOUR BRAND ! Source: David Armano http://darmano.typepad.com/logic_emotion/2008/06/brand-stairway.html?cid=117467004#comment-117467004!
- 25. WHO AM I? Google Yourself! ! Are you solid or invisible?! ! ! Are YOU impressed by what you see?!
- 26. BEST PRACTICE â JOHN ANTONIOS Grenoble Graduate School Student â Invisible a few years agoâŚ!
- 28. YOUR SWOT" Strengths, Weaknesses, Opportunities, Threats ! ! Strengths: What are your strengths?! What do others feel our your strengths?! What are your unique talents?! What is easy for you to do vis-Ă -vis your peers?! ! Opportunities: What are your opportunities?! What projects do you think would be fun to accomplish?! What are trends in your industry?! ! Weaknesses: What are your weaknesses?! Threats: What do others feel our your weaknesses?! What threats are in your way?! What tasks make you uncomfortable?! What risks are you taking that could have a high What takes longer for you to accomplish than your peers?! impact?! ! What weaknesses could impact your goals?! ! ! !
- 29. YOUR SWOT" Strengths, Weaknesses, Opportunities, Threats Strengths! Weaknesses! Opportunities! Threats!
- 31. PROFILE TIPS 1.⯠Keep your proďŹle updated! 1.⯠2.⯠2.⯠3.⯠4.⯠5.⯠! 6.⯠7.⯠Photo! Job results (not just titles)! Endorse others! Ask for recommendations! Congratulate, Comment, Share otherâs activity! Send emails with news and value-added content! Get your branded URL (if you havenât yet)! Participate in Groups !
- 32. LINKEDIN GUIDELINES LinkedIn: The Rules! Donts â˘âŻ Donât use it for mass-marketing! â˘âŻ Donât use it to spam group users! Dos â˘âŻ Do use it to show oďŹ expertise! â˘âŻ Do use it to raise brand awareness! â˘âŻ Do use it to build thought leadership ! â˘âŻ Do use it to build your personal brand (âŚand thus your corporate brand)! â˘âŻ Do set goals and a strategy (membership over a quarter, relationships built, connections made, etc)! â˘âŻ Do be careful of how company recruiters use it / use your groups!
- 33. NETWORKING YOU OR YOUR BUSINESS? PROFESSIONAL! YOUR BUSINESS! â˘âŻ Opinions are your â˘âŻ Speaking ON own! â˘âŻ Be human! â˘âŻ Speaking ABOUT your companyâs business! â˘âŻ Disclose your company! BEHALF of your company! â˘âŻ OďŹcial representative / spokesperson for your business! â˘âŻ Your content is reviewed / vetted by your company! PRIVATE! â˘âŻ Keep your private information private!
- 34. ALL ABOUT US ! How many chances do you get to make a ďŹrst impression?! ?!
- 35. YOUR PERFECT OPPORTUNITY What kind of opportunity are you looking for? ! ! Customers, Employees, Partners, Services, Resellers, Markets, Advocates, InďŹuencers, Projects, Innovation, Connectors?!
- 36. YOUR PERFECT OPPORTUNITY ! How many of you will shop before you buy?!
- 37. WHAT DO YOU LOOK FOR WHEN YOU SHOP? ! Great company / brand! Quality! Innovation! Technology! Design! Warranty! Support! Longer term relationship! People you like! Product features/functions! Satisfaction / return! Ease of doing business!
- 38. HOW TO SHOP ONLINE 1.⯠2.⯠3.⯠! 4.⯠Search online for types of people/opportunities that look interesting! Look at endorsements and ratings and comments in groups and online resources (LinkedIn or Glass Door for example)! Look at the âAboutâ or proďŹle! Connect to people that are in your area and ask them about their work !
- 39. MAKING âUSâ MATTER 1.⯠Frame the conversation in the terms of âwe, us, together, collaborative, joint opportunityâ! 2.⯠Provide ideas and alternatives! 3.⯠Follow-up eMail, phone, LinkedIn!
- 41. Do NOT Drink the Solution!
- 42. NETWORK⌠! Discuss your career goals â when you agree on a way to help your contact, share your âbusiness card solutionââŚ!
- 43. YOUR STYLE Direct Directly to business, identify targets, ďŹrm handshake, move on quickly if goals arenât met! Connector Appreciate connections, likely to follow up, likely to schedule a 1:1 dinner/ conversation, want to make sure all are comfortable! Outgoing Enjoys meeting people, sociable, may want to meet everyone, many âfriendsâ, may end up with a lot of business cards! Analytical Sit back and watch, approach cautiously, generally dislike networking as waste of time, may grab business cards but connect later by email!
- 44. YOUR STYLE Direct Annoy people, people stay away! Connector Gets moved out of the conversation! ! ! Listen to others, take a moment to breathe! Follow-up to get value from the connections! Outgoing Miss networking with right people.! Analytical Avoid or stay invisible! ! ! Have a plan, know what you want! ! Build a list of questions to ask, analyze responses!
- 46. PHYSICAL POSITION ! ! Near the registration! In front of the food table! With your colleagues! Aside with an interesting connection!
- 47. BUSINESS NETWORKING Image Credit: http://thesnapper.com/wp-content/uploads/2013/04/Networking.jpg!
- 48. PROFESSIONAL NETWORKING â˘âŻ â˘âŻ â˘âŻ â˘âŻ Word of Mouth! Friends/Business/Personal Contacts! Associations/Forums! Your marketing tools: ! â˘âŻ â˘âŻ â˘âŻ â˘âŻ â˘âŻ â˘âŻ CV/ResumĂŠ! Website, blog! Social networks! marketing material! success stories! references!
- 49. ELECTRONIC NETWORKING TOOLS â˘âŻ LinkedIn ! â˘âŻ Facebook! â˘âŻ Twitter! â˘âŻ Blogs! â˘âŻ Press Relations! â˘âŻ Local country networks! â˘âŻ Email blasts! Page 49
- 50. ELECTRONIC NETWORKING TOOLS Advantages â˘âŻ Keep in contact! â˘âŻ Find people/opportunities! â˘âŻ External validation! â˘âŻ Keywords, industries! â˘âŻ Contacts ďŹnd you! â˘âŻ Access to hiring companies! Disadvantages â˘âŻ Spam/unwanted contact! â˘âŻ ProďŹle is ďŹxed! â˘âŻ Your information may be re-posted! â˘âŻ Recruiters ďŹnd you! â˘âŻ Identity theft!
- 51. PROFESSIONAL ETIQUETTE â˘âŻ Etiquette for making contact! â˘âŻ Etiquette for networking! â˘âŻ Etiquette for follow-up! Page 51
- 52. REMEMBER YOUR NETWORKING GOALS â˘âŻ DISCOVER â open to opportunities, explore ideas! â˘âŻ SEEK â search out speciďŹc opportunities! â˘âŻ COLLECT â gather all opportunities! â˘âŻ DEVELOP â boost current or nurture new relationships!
- 54. HOW TO NETWORK WITH INFLUENCE ! Are you passing time or investing time in networking?!
- 55. YOUR PERSONAL CULTURE / GUIDELINES ! 1.⯠How do people in your country / language ! behave online?! 2.⯠When will you give / ask for a recommendation?! 3.⯠Who will you like / friend?! 4.⯠What are your communication ethics?!
- 56. YOUR PERSONAL CULTURE / GUIDELINES My Style and Culture Guidelines! âPublish in social media as I would like to others to publish to meâ! No spam! Respect time! Respect conďŹdentiality preferences and requests of others! Promote others in a healthy ratio with promoting myself! Allow others to comment in my content, particularly opinions on all sides of the debate. Take oďŹ topic or spam comments oďŹine! ! Selecting connections! Facebook : personal friends and limited professional friends! LinkedIn: personal and professional friends, connect to all except spammers (note also see my LinkedIn recommendation guidelines for more info on this)! Twitter: connect to most, except bots/spammers, oďŹ topic! ! Content creation writing style! Informative! Humorous! Casual! Organized!
- 58. 1. LISTEN How much time do you spend listening?!
- 59. Listening Post Use RSS (Really Simple Syndication) feeds and APIs (Application Programming Interface) to automate your listening post!
- 60. Your Online Dashboard Examples: Flipboard, Feedly, HootSuite, Netvibes, Pulse!
- 61. Listen ! 1.⯠2.⯠Set up a Twitter account! Set up a listening post (TweetDeck, HootSuite)! Twitter! Blogs! Forums! Groups! 3.⯠4.⯠5.⯠! 6.⯠Google Alerts (Alerts.Google.Com)! Search for interesting topics! Search for inďŹuential people! TAKE TIME TO LISTEN!
- 62. 2. LIKE Who are your heroes?!
- 63. Your Online InďŹuences List at least 5 of your online inďŹuencers! List at least 5 of your key topics! ! 1! 2! 3! 4! 5! ! 1! 2! 3! 4! 5! ! ! Start Liking!
- 64. 3. COMMENT Do you have opinions?!
- 65. Comment ! The âLikeâ is binary â yes or nothing! ! Comment adds value! 1.⯠2.⯠! 3.⯠Start by thanking! Move to adding opinions! Positive versus Negative ratio. !
- 66. 4. SHARE Can making others successful make you successful?!
- 67. Share ! 1.⯠2.⯠! 3.⯠Learn to embed (embed code)! Learn to create a small URL (bit.ly, ow.ly)! Learn to attribute content creators!
- 68. 5. CREATE ! ! How many of you can tell a story?!
- 69. Content Excellence Telling your Story is ART! Audience! &Interesting for your inďŹuencers and topics! &Ask your audience for feedback! Real ! &Be genuine â no need for marketing! Timing! Not too much, not too little! Frequent, Recent, Timely!
- 70. Thought Leadership Strategy 1.⯠2.⯠DeďŹne your editorial strategy! Plan your content! ! !  !  ! Marketing Strategy! Relationship Building! Health Care Industry! Facebook!  ! X!  ! Week 25! LinkedIn! Twitter!  ! X!  !  ! X! X! Blog!  ! X!  !
- 71. Create ! 1.⯠Proprietary Content! 1.⯠2.⯠3.⯠4.⯠5.⯠2.⯠! 3.⯠Comments! Point of View! Interview! Video! Story! Post on somebody elseâs network! Post on your network!
- 72. 6. ENGAGE ! ! What is Spam?!
- 73. Engage ! 1.⯠2.⯠3.⯠4.⯠Ask for feedback! Create a survey! Inspire a conversation! Become part of a community!
- 74. 7. AMPLIFY ! ! Can you get a business opportunity while you sleep?!
- 75. AMPLIFY PUSH ! â˘âŻ Comment on news and opportunities! â˘âŻ Send qualiďŹcations to contacts! â˘âŻ Discussions /Interviews! â˘âŻ Send messages to contacts /CV to recruiter! PULL ! â˘âŻ Network! â˘âŻ Keep in touch! â˘âŻ Informational Interviews! â˘âŻ Forums! â˘âŻ Groups! ! â˘âŻ Publish blog ! â˘âŻ Articles / thought leadership! â˘âŻ Videos! â˘âŻ Publish results! â˘âŻ Answers / Forums!
- 76. OPTIMIZING ! (Search Engine Optimization SEO)! 1.⯠Decide upon a permanent name/brand! 2.⯠Select your top 10 Skills/attributes/interests â these are ! YOUR keywords! 3.⯠Prioritize them! 4.⯠Always add these keywords to your content, your descriptions and as your keyword tags! 5.⯠Check out Googleâs search engine starter guide http://bit.ly/TQwOW3!
- 78. USE CASES !
- 79. USE CASE #1 COMFORTABLE QUESTIONS ! ! ! Can you give me advice (ideas) about âŚ.?! Who are some of the people you feel are excelling at âŚ.?! What would be your concern if I âŚ..?!
- 80. USE CASE #2 REMOTE NETWORKING ! ! You have been given contact information or you have received a business card from someone, what do you say in a written message or phone call?!
- 81. USE CASE #2 REMOTE NETWORKING All about you! ! All about me! ! ! ! All about us!
- 82. USE CASE #3 - FOLLOWUP ! ! ! Two months ago you attended a meeting where you collected several business cards. You followed up with the key contacts by sending an email and a connection in LinkedIn and Viadeo. What do you do now?!
- 83. USE CASE #3 - FOLLOWUP I thought you might be interested inâŚ! ! ! ! ! ! Collated content! Business opportunity!
- 84. USE CASE #4 â ACTION FOR MY BUSINESS ! ! ! ! I want to develop my reputation associated with my business. How do I make an impression without just being a sales person?!
- 85. USE CASE #4 â ACTION FOR MY BUSINESS ! ! ! ! ! Develop thought leadership! â˘âŻ LinkedIn Groups acivity! â˘âŻ Point of View statement! â˘âŻ Blog post! â˘âŻ Collated articles! â˘âŻ Collaborative publication! â˘âŻ Presentations! â˘âŻ SlideShare.Net!
- 86. SUMMARY! Improve the power of your business networking! 1.⯠> All about YOU, ME, US! Know your desired OPPORTUNITY! 2.⯠Increase the value of your online presence ! >âŚby being VISIBLE Grow your inďŹuence! 3.⯠> By adding VALUE 4. Immediately apply techniques to develop or improve your networking! ! > INVEST time online!
- 87. NEXT STEPS Commit to YOU â You own you 1.⯠Update your proďŹle! Tell your story with ART 2.⯠Publish your key content! Make the most of the time you INVEST 3.⯠Start by listening, move up the time chain 4.⯠Get yourself known Be visible as an expert in your chosen ďŹeld! 5.⯠Follow up! ! ! Nurture your relationships!
- 88. REFERENCES Reid HoďŹman and Ben Casnocha, Feb 2012! 10 Networking Tips for People who Hate Networking: http://money.howstuďŹworks.com/business/professional-development/10networking-tips-people-hate-networking.htm! ! ! ! (French) Le networking pour les nuls: 10 astuces http://www.references.be/article/le-networking-pour-les-nuls-10-astuces!
- 90. REFERENCES ClickZ.Asia social media statistics, http://www.clickz.asia/5785/how_to_manage_social_media_campaigns_in_asia (accessed 8 September 2012)! ! Careerenlightenment.com Infographic , Pubished on mashable.com (accessed 8 September 2012) http://mashable.com/2011/08/28/social-media-recruiting-infographic/! ! ! JobVite 2012 Social Recruiting Survey: Infographichttp://recruiting.jobvite.com/images/survey_infograph-2012.png! ! CareerBuilder.com 2012 Survey on recruiters researching candidates using social media. (US Study) http://cb.com/UBp78K (accessed 8 September 2012)! ! Gizmodo Social Media Background Check http://gizmodo.com/5818774/this-is-a-social-media-background-check (accessed 8 September 2012)! ! ! ! Google Search Engine Starter Guide! http://bit.ly/TQwOW3!