Submitted by: Keron Bowen, CPCC
Networking vs Sales is there a difference? If you are like most job seekers or maybe not, getting out and networking can be overwhelming or feel a bit uncomfortable. Who do you talk to? How much do you share? Where do you go to meet the “right” people? It can also feel a bit “salesy” if you are not prepared to communicate what it is that you want for a prospective new career. For example communicating the type of work and role, industry, and even identifying potential key employers can make the difference between a successful interaction or not. Then there is the issue of how do you ask for what you want without it seeming like you are pushing for the “sale”? Let’s start by taking a look to Merriam Webster for guidance in defining the difference between networking and sales. Merriam defines networking as: the interaction with other people to exchange information and develop contacts, especially to further one’s own career. That seems perfect in what we are attempting to do. Merriam defines Sales as: an exchange of a commodity for money; the action of selling something.
During Dave Sherman’s keynote session he goes into more detail about how networking does not have to be “salesy”; he points out some similarities, and highlights the difference that makes networking effective and productive.
Dave Sherman was one of the first presenters at Career Connectors when the organization was just getting started. He is an entrepreneur, speaker, trainer, coach, and author of 3 bestselling books on networking and sales. He is known as the “Networking Guy” and guru. Dave is high energy, exudes positivity, and inspires with his wit and authenticity “keeping it real” as he shares personal and professional experiences and his own journey when he found himself in career transitions. His talk exudes a sense of urgency and gives clear reasons and encouragement to get up and keep going. Dave shares that his favorite place is Career Connectors and helping people in career transition. He loves Diet Mountain Dew, good red wine, and cigars.
Today Dave joins us to share his tips and tools for networking, by first outlining the 6 step process for Sales:
- Rapport Building
- Build Value
- Presenting Price
- Ask for the Sale
- Overcome Objectives
Now for Networking he shares the same process but removes items #4 and #6.
4 Step Process for Networking:
- Rapport Building
- Build Value
- Ask for the Sale
The time to start selling is now and the product is YOU! Networking is the #1 way to find a job. By doing lots of networking it will help you in finding a job faster.
Let’s break it down:
Here is where you want to increase your likeability and commonality with the individuals you meet. Finding a common interest or experience goes a long way in assisting you in connecting with your intended audience. Ways to accomplish this is by:
- Be Friendly: Put a smile on your face and be pleasant. First impressions go a long way and having a warm and welcoming demeanor can be a good first step to making that connection that will make a difference in your job search.
- Be Transparent: Let people see who you really are and be consistent. If you are outgoing and gregarious trying to be reserved may not come across as your authentic self and vice-versa being over gregarious when you are reserved will most likely not come across as being transparent either.
- Be Authentic: Be truthful. People want to know that this is the person they are talking to and it builds trust. People like to network with people who they know, like, and trust.
- Be interested, not just interesting: This is KEY. During networking take the time to get to know and learn more about the people you are talking to. What they want, who they are, their interests and not just the work stuff but what they enjoy personally. You never know through casual conversation you may find you have more in common than you thought and begin to build a foundation for your network for that next job.
- Discovery: Ask questions and be curious. Listen for the response and then ask more questions. What they need, what are they looking for, how they might be able to help you, and how you can help them. The key here is to be present. Maintain focus on what the person is saying and not think about the next great question you want to ask. Let it naturally unfold, you just might be surprised as to what you learn and discover. Do not interrupt or change the subject no matter how tempting it might be. A good rule of thumb here is: Talk less, Listen more, and Ask more questions = increased likeability. You are demonstrating that you are interested in the person you are speaking with and value what they have to say. A quote from Zig Ziegler: “If you help enough people get what they want out of life they will help you get what you want out of life.”
- Build Value: This is your time to talk about you. Share with people what your current reality is. “I am currently in career transition and looking for my next employment adventure”. Tell as many people as possible you are in transition. You never know that one person you least expected may be the person to put you in touch with your next awesome opportunity.
- Create an Elevator Speech: This is where you create a short “sound bite” that conveys what you are looking for. Be as specific as possible. For example: “I would like to get into Banking and I would like to work at Chase or B of A.” You have to tell people what you are looking for and identify as least 3 companies you want to work for. Then listen and ask if they know of anyone they can connect you with. The elevator speech is important to have prepared before you begin networking unless you are just going to the event to meet people. Remember not to ramble, do not share a resume, and stay positive! Humor is always a good equalizer to use in these situations too.
- Ask for the Sale: This is where you promote yourself without being salesy. What do you want from them? The 4 key words when networking are: “Who do you know that does this……” Keep in mind the 6 Degrees of separation. The individual you are talking with may not be able to help you but they may know someone they can put you in contact with who can put you in contact, etc. Ask if they would be willing to have a 15 min. info meeting to gather more information. If you don’t ask …you don’t get. It has been shown that if you do not ask for help it will take 2-3 times longer to get that job.
Important to remember: Know what you are looking for. Know what you want. Know the companies you would like to work for. Follow up with the people you speak with and be grateful, gracious, and appreciative.
In closing, do everything in your power to continue to work through this. Start networking, meet people, build and create friendships/relationships, talk about things that are not work related to develop commonality. Build rapport through: likeability and commonality be interested not just interesting, ask lots of questions and listen, build value. Know what you are looking for; it does not have to be the exact role. Finally, ask who do you know, can you make an introduction, and can we have 15 min for a brief meeting to share more information.
Final comments regarding networking in this virtual world we are in. Dave suggests using Zoom meetings. There are many special interest and hobby groups available; such as movies buffs, book groups, wine lovers groups, Facebook groups, the list goes on. If you are comfortable getting into the community, Volunteer opportunities are becoming more available. Get out of the house at least 1-2 times a week, create connections, join networking groups such as BNI, go to some of the meetings and introduce yourself and be prepared with your elevator speech. Check out the Phoenix Networking website for other opportunities and groups.
Community Medical Services
Megan Kennedy, Recruiter
Community Medical Services is on a growth trajectory and scheduled to open 10 additional clinics in the Phoenix area in 2021. Currently they have openings in both the Clinics and Corporate Center which is located in Scottsdale, AZ. Founded in 1980’s Community Medical Services is a group of Outpatient substance abuse and opioid abuse disorders clinics. They currently have 23 locations in AZ, in addition to the other locations nationwide. Services include a variety of approaches including medication, counseling, and outreach. The Corporate office is open 5:30a to 1:30p and the clinics are open 24/7. They are a growing and stable corporation with a full array of benefits and a culture that is fun and engaging. Candidates do not have to have healthcare or behavioral health experience to be considered. They currently have both clinical and non-clinical roles available in Glendale, Phoenix, and Scottsdale. The application process is multi-step that includes: Application, phone interview with Megan, Video interview with Clinic Manager or hiring manager if at corporate, a tour of the facility (optional), offer or interview feedback as to why candidate was not selected. Onboarding takes place every 2 weeks. Next new employee orientation is scheduled for April 19, 2021 and May 3, 2021. Because they are a national company they follow the national guidelines for COVID-19 Precautions and pay practices. To explore open opportunities go to the website: https://communitymedicalservices.org then go to career opportunities. Submit your application online.
Matthew Chimbos, Managing Director of IT
Hawaiian Airlines is 92 years old making it one of the oldest airline carriers in the business and the second oldest in the world. They are a strong company with 61 planes and 32 destinations. One unique feature about Hawaiian Airlines is that every flight originates and ends in Hawaii. They are in the process of expanding their routes. They currently have openings in their Tech Center in Tempe, AZ. and plan to hire 50+ IT positions by July 2021. They have both remote and office work available. Matthew shared that Hawaiian Airlines has a comprehensive benefits package and unlimited pass travel flights for you and your family. This includes you, your parents, and your children. In addition to pass travel to those you choose i.e. friends and additional family members. Current positions include but are not limited to: IT, Operations, Analyst, Revenue Management, and Loyalty. Please check their career page for a complete listing. If interested in a positon please apply and then reach out to Matthew Climbos via LinkedIn and mention Career Connectors and the position you are interested in he will do his best to answer any questions you may have and put you in touch with a hiring manager.
Logicalis- Architects of Change
Caleb Below, Sr. Talent Acquisition Specialist
Logicalis provides customer IT solutions. They are partnered with Cisco, IBM, HPE, Net App, VMware, Microsoft and AWS, to name a few. They currently have openings in Tempe, AZ. Service Desk Technician, Account Executive: for this position send resume to Caleb Below via LinkedIn. Additional positions include Sr. Program Manager Service Now, and Principal Architect Data Center; to name a few. Please visit the company career site for a complete list of opportunities. Apply on the company career site and put Career Connectors as your source.
Freedom Financial Network
Melissa Whitlatch, Sr. Recruiter
Freedom Financial Network is a financial services company that has been rated as a Best Place to work in Phoenix 17 times. If you have a passion for helping others in their financial planning needs they would like to talk to you. They currently have 150 positions open. Examples of some of these positions include but are not limited to: Customer Service and Sales and Shared Services to name a few. They provide a comprehensive benefits package. If interested please apply on line at www.FreedomFinancialNetwork.com. Message Melissa after you apply to let her know that you are interested.
The Entrepreneur Source
Anna Schulman Brambilla, Career Ownership Coach
The Entrepreneur Source specializes in matching prospective business owners with franchise opportunities. They provide a proven business system that allows you to be in business for yourself but not by yourself. Entrepreneur Source does all the marketing, legal, strategic planning so that you can focus on the work you want. All the startup work is done for you. They provide guidance from the franchise offers, establishment, and brand recognition. Connect with Anna on LinkedIn to learn more and to schedule a free informational meeting to learn more about franchise opportunities. Franchise investment can range from anywhere from $75K to $250K. They also have opportunities from $75K and below.
CEO/Founder of Career Connectors Jessica Pierce closed the formal part of the online meeting. She reminded all in attendance of the many resources available online including career advice, webinars of the online events since the Pandemic started, urging everyone to please visit the website where you can take the DISC assessment for free, receive free head shots courtesy of Gordon Murray Flash Photo and other free resources.
Jessica thanked the 125 Career Connectors volunteers and anyone who’s donated to Career Connectors. Bloggers are needed who attend events, take notes, and work with Sheila to get the recaps posted on the Career Connectors Website. Click for the Events Schedule for more information about special events.
Jessica turned it over to Director of Operations for Career Connectors Sheila Coulam to explain the Breakout Rooms process where attendees are welcome to meet in smaller online groups to chat with the keynote speaker, hiring companies, resume experts, and LinkedIn coaches.
Thursday April 22, 2021 from 9a to noon on Zoom.
Featured Topic: “How to use LinkedIn in 15 min/day” presented by Brenda Cunningham.
- Featured employers:
- Terros Health
- Mobile Mini
- Liberty Mutual