Networking

by Scott Airitam

President, Scott Airitam's Leadership Systems, LLC

Big company or small business--it doesn't matter. We all do it.

We all engage in networking.

Only, because I'm doing it so often in the midst of others trying to do it as well, I see how difficult it is for so many people. The other day, I was at a luncheon--I'm attending more of those lately--and people were networking. A woman approached a man and started talking. Five minutes later, he is backed up against the wall and she is still talking. I wondered if he even said anything. His eyes were darting back and forth as he looked for an out. She had him cornered pretty good. Finally, I went over and introduced myself to them both and soon he was able to extract himself from her time killing attachment. (And, since I knew what was going on, I was able to move along pretty smoothly as well.)

It's like she went in for the kill when it was much more appropriate to simply create awareness, familiarity, and credibility. All of that can be done in a few seconds.

So, for people wanting to be good at networking, here are a few very solid tips:

1. Networking isn't selling. These are two different things. In a networking scenario, you want people to walk away knowing who you are and having a good feeling about you and what you have to offer. You can talk briefly about the problems you solve, but you not necessarily trying to solve a particular person's problems right there and then. Usually, you want to save that for a time where you can truly put together a "knock 'em dead" sales call. The key is timing. As my friend Cliff Hand, a true expert in this arena and owner of the marketing firm, Marketing Specific, says, "It is being in front of someone when they have a need that you can provide."
2. Because networking isn't selling, address the other person's agenda. People like to be listened to. Prepare for the networking opportunity by practicing questions like, "What do you do?" and, "Tell me more about your company." Most people are so worried about talking about what they do instead of listening for how their business offerings can address a need. The more impressive person asks much more than tells. Ask questions and keep the other person talking. Actively listen with eye contact and interest. If there is some common ground, or if the other person asks, briefly tell them what you do and how much you like it. You will be remembered much more easily for being a good listener than you will for telling about your stuff. Also, how else will you know what they truly need if all you talk about is what you have to offer?
3. Have a business card and make it memorable. Having a memorable business card could mean special paper or shape, or raised ink, or double sided or multi-colored. But it doesn't have to mean any of that. Simply have a meaningful conversation with someone and offer them one of your cards. But, before you hand it over, write on it where you were, the date, and the topic of your conversation. If they offer you a card, make it memorable in the same way.

Hopefully, these tips will help. I'd hate to be out and see you being the one that has someone trapped, looking for a way out. If you are, I'll be the one that comes over to rescue them from you.

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Interviewing

by Scott Airitam

President, Scott Airitam's Leadership Systems, LLC

First, let me start off by apologizing to all of the loyal readers. I've heard from a few of you that were not happy to be without a post for so long. It's unconscionable-rediculous. There's no excuse for it. Well, really there is, but, you're not into excuses. You are? Ok, here it goes. September has been a good month for Leadership Systems. Companies and organizations are really seeing results from engagements with us and that means more and more business. On top of that, as chair of the board of the Rowlett Chamber of Commerce, I've been intimately involved in the normal business of the Chamber coupled with the business of doing an executive search for the new president. So, yada-yada-yada...excuse, excuse. Done.

Now that you've forgiven me, let's talk about the blog.

Both Angela and I are experts on the selection process. We know it from the employer's standpoint and we know it from the interviewee's perspective. We've both created and delivered classes on it. I created a career center for employees of Morris Air, in Salt Lake City, when Southwest Airlines acquired that airline and couldn't take on all of their employees in positions at every level. This week, I interviewed two executives and taught an interviewing class.

To me, the mistakes people make in interviews are unbelievable. I walk out of too many interviews with people who are competent on paper, but hugely dissapointing in person because of the mistakes they make. A huge percentage of those mistakes would dissapear with proper preparation. So, I am inspired to help out people that are looking for a job, or may be interviewing for a promotion in the future.

Below is a list of preparation tips for interviewing. Pass them on to your friends, save this onto your computer, do what it takes to make sure it is helping the right person at the right time. Here it goes:

1. Know that preparing for an interview should take you between an hour and a half and three hours. Just mentally rehearsing what you want to say in your mind for 15 mintues does not make you prepared. It just makes you walk out of the interview saying to yourself, "why did I say that?"


2. Have 5 things you want to convey to the interviewer about yourself. Work these things into your answers to questions in the form of stories.


3. Create a list of stories that highlight your skills and attributes. These stories should have a beginning, a middle, and an end. Don't tell an incomplete story. Practice telling your stories to a live person or into a webcam or camcorder. (Behavioral Interviews ask you to relate very specific stories from your past about an characteristic they are looking for. The premise is that past behavior is the best predictor of future behavior, so the only way for them to have an idea of what you'll do in the future is to have you choose a story to tell them about your past in a similar situation.)


4. Don't address your agenda at the expense of the interviewer's. Stay on topic with your answers. If the question is, "describe a time where you had to deal with a difficult change," it is one thing to take one of your stories and tweak it to highlight the aspect of dealing with chage. It is quite another thing to begin answering that question and then switch over to something completely different. You've got to practice using your stories in different ways--your story on managing time might also apply to leading a project, multi-tasking, or doing what it takes to get the job done.


5. Prepare 5 questions for the interviewer. You don't have to ask all of them, but if you only prepare two questions, chances are you'll get those questions answered during the interview. It is important to ask insightful questions that don't seem self-centered (how much vacation time will I get?) Look on the website. Ask about the culture, clarify the scope of the job duties, find out expectations or characteristics of your boss, or understand why the person that was in the position before left it.

These tips should help you to add a little polish and sheen to your interview. Interviewees should stand out and be memorable. It is the way you'll get the job you want. Good luck!

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