Here is a real live story of how this works.

Before I started at Gleason I had one week off so I decided to make some sales calls in support of my business venture Photo Booth Fun.   I had an early morning appointment with the General Manager of a local golf course/country club, a friend of mine.  After the discussion of how we might work together concluded I natrually asked who else he would suggest I contact.

He gave me a couple names and I was off to some other appointments.

The next day I was driving by the club my friend recommended, so I decided to stop by.  Note this was a “cold” call as I had no appointment which in a sales situation is ok but NEVER in a networking situation.  For networking you should always reach out via phone or email first and set up an appointment.

As I entered the clubhouse I could hear the general manager “Steve” on the phone.  Once he hung up I poked my head into his office and said “hi Steve, my name is Rob Ewanow and I wanted to take a moment to introduce myself.”  He quickly looked up from his desk with a look of who the heck are you and why are you here,  until I continued “General Manager Jim gave me your name and said I should contact you.”

Talk about a 180!!  I was invited to sit down and talk becuase General Manager Jim is a good guy, he wanted me to tell him I said hi.  Suddenly an opportunity was before me.  Needless to say at the end of our conversation I had an invitation to participate in a bridal show he was planning at the club, which I propmtly accepted.

Would I have got this opportunity without the warm referral?  I will never know for sure but one thing I can tell you is the referral instantly changed his attitude and body language.

Make sure you are getting as many warm referrals as you can, they make networking for any reason much more efficient, profitable and less stressful.

Until next week….

I will be leading the Global Marketing Communications efforts for their industry leading gear production machines.  This is yet another new industry for me to learn which is nothing new to me.  Each time I have landed somewhere new its been in a new industry. Starting with high tech banking with Unisys, to high tech health care with Dawning Technologies, to industrial gaskets and pump packing with Garlock Sealing Technologies then on to Retrotech which was an engineering/consulting firm focused on the warehouse and logistics market.  All along though, the same principles and tenants of marketing apply, some where used more than others but all were applicable.

I am thrilled to be back in the manufacturing industry.  Gleason has long rich history (born in 1865) with Rochester and has experienced dramatic international growth over the last few years.  I remember how cool my time at Garlock was, working for a company over 100 years old and an industry leader.  When you walked out to the manufacturing floor there was always a “buzz”.  When I toured the Gleason floor that same “buzz” was there, even if it was the Friday after Thanksgiving and it was a company paid holiday,  people were still there working, smiling.

Why am I sharing this?  First because I am really excited about this new chapter in my career.

Second because it proves that what I discuss here in this blog works.

Just look at last weeks post 12 Ways to better networking in 2012, 2 of the items on that list dominated my thoughts during those three months.

1. Stay positive – positive thoughts produce positive results
2. Stay focused – avoid distractions as much as possible

Looking back at some other posts I can point to 3 Ways to polish your image

# 2 and #3 were huge for me.  The recruiter I worked with helped me immensely with telling stories (#3).  I would practice in the car while driving, in the house when everyone was out, during lunch time walks.  Telling effective and succinct stories is not easy but it is very effective.

In the end, my pursuit of this job followed remarkably like my post titled The World Cup and The Job Search.

So what am I saying?  Be open minded, seek advice and keep at it.  The job/client you want is out there, sooner or later you will find him.

Until next week….

Here are my 12 ways to better networking in 2012.

1. Get out there
2. Be seen!  Doing #1 above is not enough, you have to more than show up
3. Stay positive – positive thoughts produce positive results
4. Help others before you ask for help (pay it forward)
5. Stay focused – avoid distractions as much as possible
6. Don’t eat alone
7. Buy lunch for someone who is out of work, ask how you can help.  It may be as simple as listening or perhaps buying the previously mentioned lunch.
8. Find balance between online an offline networking – I’d say tilt the scales more towards offline its too easy to spend an inordinate amount of time online (See #5)
9. Feed your network, share articles, humor, jobs, etc
10. Celebrate success
11. Have fun, laugh
12. Make time for YOURSELF and your FAMILY.

Until next week….

My favorite is -  set goals.

I also like the quote “You’re there: do your job and go home.”  This is an interesting way to approach networking and if I combine it with setting goals it may force me to be more efficient than I currently am and get the results I need.

What’s your take?

Merry Christmas and Happy New Year

Until next YEAR….

Here it goes…

1. At your next networking event introduce yourself to the person standing alone in the corner or seated at a table
2. Introduce people, make connections
3. If you know someone is at an event by themselves make it a point to facilitate some introductions  – ask them who they would like to meet
4. Smile when you greet someone or pass someone in the hall, its amazing how it makes both of you feel
5. Volunteer/Donate – every little bit helps, often times more than you know
6. Be a sounding-board don’t offer advice unless you are asked, sometimes all people want to do is vent
7. Laugh
8. Be thankful for what you have for many have far less than you
9. Think positive – it can help shape your future
10. Show gratitude
11. Ask for help if you need it, we all do from time-to-time
12. Ping often
13. Try to change one “bad” habit
14. Tell your children you are proud of them
15. Tell your spouse you love him/her

Until next week….

Attribution Some rights reserved by sarniebill1

Anyway, we all know this time of the year is prime networking time and that will be the theme I try to carry out for my posts this month.  I’ve gotten off my regular schedule due to the holidays and spending much of my time promoting my new business. (shameless plug )

Now with all that out of the way on  to the topic at hand.

Start building your network early.  For example the day you start your new gig start looking around to see who you should connect with on a work (peer) level and on a personal level.  I’m not suggesting you start sending LinkedIn requests to everyone around you, instead scope out landscape for a while.

Next, make a list of those people who you feel you should reach out to, what positions are they in, what is there background etc.

Do a little research.  Determine how this potential relationship could benefit both parties then decide if  its worth while.  Connecting with someone just to connect and increase your stats on LinkedIn, Twitter or Facebook is meaningless and a waste of time for both parties.    If no immediate benefit is apparent don’t give up, either file the information away and revisit it later or schedule a brief “get to know you” meeting.

Finally make the connection and work to make it a meaningful one for both parties.  “Following” or “friending” is not a true connection.  A true connection is where you share information about yourself, what you want to do and how you are ready to help.  Once you accomplish that the rest falls into place.

Until next time….

Related Posts:

Develop Deep Relationships

How Well do You Cultivate Your Network

Here are eight things I would suggest you do:

1. Deal with the shock – its ok to lose a job you are still a good person your job does not define you
2. Don’t rush into anything
3. Read and understand your separation package including severance package. COBRA, outplacement assistance, non-compete etc have independent counsel review everything before you sign it.
4. Update or create your resume – your marketing collateral
5. Develop a plan to guide your activities as you work find your next opportunity – your marketing plan
6. Spread the word you are out of work, that high-quality talent is now available – in other words advertise
7. Work your plan, finding a job is now your full-time job, treat it as such
8. Reward yourself when you reach a goal, have fun along the way laugh a bit and remember what is truly important.

These steps will help get you pointed in the right direction and give you an edge over those who are sitting there waiting for something to happen.  In the end though its completely up to you.

Remember:  Motivation is what gets you started, habit is what keeps you going.

Until next week….

In general I stay away from a rehearsed elevator speech, instead I have a group of 3-5 main points I try to communicate each time I meet someone who asks what do you do? While I may use different words each time I answer that question the main points remain consistent.  This “freestyle” elevator speech provides me with the flexibility to tailor my response to my audience, providing them with a targeted message which will resonate with them and hopefully cause them to remember me and my unique abilities or offerings.

Others support the rehearsed speeches following a script using the same exact words each time even developing ones of different lengths.  To  me, quite often these comes across as rehearsed or canned making it hard to connect with the other person.  Its rare when you come across someone who has a canned speech but can deliver it in such a way that it appears unrehearsed.

There really is no right or wrong answer to this question.  Like many things it boils down to personal preference and your particular situation.

What do you say?  Do you wing it or do you have a speech ready to go?

Until next week….

1. Dress for success – you should treat any networking meeting or event the same way as an interview by dressing professionally.  Leave the jeans , sneakers and t-shirt at home.  Instead get out the sport coat, khakis, collared shirt for you guys and the pants, skirts etc for the ladies.  Many sites can be found on the web which provide additional in-depth details, ones I am most certainly not qualified to comment on.
2. Define who you are  - sometimes called your personal brand, think about the image you want to portray to people you already know and those you meet for the first time.  Are you currently or do you desire to be a Vice President, Director, Sr. Manager or Middle Manager?  How you answer that question has a lot to do with the image you portray and the clothes you wear to support it.   This also crosses over into the last point.
3. Spiff up your communication skills – whether you are giving a presentation to a group of executives as part of  a panel interview or speaking one-on-one with someone you just met the words you use and how well you communicate your thoughts has a direct influence on your image.  Learn how to be succinct in your thoughts, try to avoid jargon and buzzwords.  As a bonus learn how to use storytelling and analogies,  these tactics help keep your audience engaged and facilitate better understanding.

Being mindful of your image and how you are perceived by others is a critical component of the job search and the networking process in general.  A periodic review of these three areas can help keep you consistent in making that fantastic first impression.

Until next week….

Read the post here and then leave a comment on my blog, I’d love to hear your take on this and discuss it a bit further.

Until next week….