Scott's extensive experience in broadcast advertising lent an exciting dimension to "the Elevator Speech." Networkers must use a single, powerful concept to ignite the listener's imagination within fifteen seconds to convince him to invite you into his "space" for further dialog. Kane emphasized the importance of "personal branding," and how that invites a listener to discover the brand's underlying worth. One vibrant example was that of a GHM client who introduced himself as "a safecracker" to hiring managers … a provocative and effective tool in the 15-second drill.

Being "a tease" is OK, according to Kane; any good salesman leaves his prospect with a reason to re-engage at some later date. To allay prospective employers' concerns about age, Kane suggested that ENG members embrace technology and spotlight their sophistication by using a personal web site to shorten their transition.

There's nothing wrong with being opportunistic, either; the very best networking sessions, Kane asserted, are those that are free to attend and that serve food to their guests. While you're thinking of the extra time you'll have to spend on the treadmill, he said to be sure to attend networking events with associates. Such a collaborative approach enables the group to "work the crowd" effectively. Kane recommends trade associations, chambers of commerce, non-profit groups, and transitional organizations as important networking stops. He urged networkers to focus on CPC … cost per contact.

Effective networking moves the job seeker from a world of "cold calling" into one of being an invited, trusted colleague and guest.

Kane's contact information and presentation outline follow:

Scott Kane, President
Gray Hair Management, LLC
1181 Lake Cook Road - Suite G
Deerfield, Illinois 60015
Voice: 847/940-2800
FAX: 847/940-2180
Mobile: 847/275-5012
e-mail: scott@grayhairmanagement.com

THE GRAY HAIR LAWS OF NETWORKING

Scott Kane, Gray Hair Management, LLC
www.grayhairmanagement.com

COACHING … the difference between winning and losing!

FACTOIDS:
85% chance your next job will come from someone you know.
72% of the people hired are known to the company.
Your next job will be 1.8 to 3 years.
SOLUTION: Network … network … network

Emergency Kit!
Name Badge
Be Prepared!
Label
Black or Blue Sharpie®
FREE OFFER: Official Gray Hair Badge (Give me your business card)

Never Go Anywhere Without A Business Card!
It is the most productive networking tool.
Name
Your Address
What you do (Core Competency) - Branding!

Branding
TechnoPeople Maven: Improving the way people and technology work together.
Brigadier: Successfully leading organizations in strategy & execution.
Safecracker: Unlocking the wealth between customers and products through marketing.
Project Concert Master: Orchestrating manufacturing tasks into product symphonies.
IT Detective: Solving the mysteries of technology to enhance the business process and the bottom line.

Business Cards (Cont'd)
How to reach you
Phone
Pager
Cell Phone
Email Address
Mother-in-Law
Personal Website
Use both sides - Mini Resume or Skill Set

The Elevator Speech
First 15 seconds are the most important
Make it unique so that the other party wants to hear more
Must be focused
They must know what you want for them to help you

The Elevator Speech
:30 Commercial
Who am I
What do I do
What I am looking for
How can you help me
Practice…practice…practice

Network In the Right Circles
Business Events
Trade Associations
Chamber of Commerce
Transition Events
Pure networking
Mixed company

Network In the Right Circles (cont'd)
Community Events
Church or Synagogue
Non-Profit Groups
High-Tech, Low-Tech
Go early, Go often
CPC Calculation
Meet the Owner

Never Go Alone To An Event
Always buddy up
Don't stick together
On the ride home …
Discuss successes and failures
Pass along contacts

Always Give More Than You Take
"How Can I Help You" … Most important 5 words in networking
You will become a known quantity
Respected
Professional
It will come back in spades

Ask for Introductions
Work to gain the trust of fellow networkers
Get a third party endorsement … "Tell him I told you to call"
Work towards personal introductions
They precede your call with their own.

Follow Up
Send an email
Most effective and fastest way to reinforce your meeting
Fulfill any promises
If you said you would call, then call
Your reputation depends upon follow up
Communicate regularly

If You're Not Having Fun, You're Doing Something Wrong
Don't take yourself too seriously
Set reasonable expectations
Enjoy the surroundings
Measure the event
Would you go again?
Would you never miss it?

START YOUR NETWORKING HERE!
www.grayhairmanagement.com
www.engchgo.org
www.executiveresources.org
www.techvenue.com
www.themayreport.com
www.eprairie.com
www.i-street.com