Effective Networking Calls - Part 2

For part 1 look at our achieved material

1.      Listen – to what they say and how they say it.

2.      Never stop on a “no” – End your calls on a positive note (showing your resilience is part of the test) Be creative on spinning “no” to something more.

3.      Don’t take it personally – Based on the law of averages you will experience calls in which someone may be short, curt or possibly rude. Chances are that your call came in at a bad moment and was viewed as an interruption. Make the best of the situation and remain unfailingly polite.

4.      Ask open-ended questions and take notes – Keep track of whom your called, the date and time and the highlights of your conversation. Focus on asking open-ended questions that lead to a discussion. The next time you speak with this person you can easily establish a quick rapport by referring to your previous discussion. Writing notes increases retention rates.

5.      Call back – Don’t expect to reach people on the first try. You will have to work at it, but if possible, determine the best time to reach the individual. Since you want to maintain control of the call, don’t leave messages for the executive to call you back. You may have to try several times. To shorten the time spent calling, try to get the direct number from reception.

6.       Follow up with thank you – Always send a brief note expressing your appreciation of their time and insight they recommend, let them know how it went. If they said ‘call Joe’, let them know how the meeting with Joe went.

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