Alan Stutts | Professor | Author

Crafting Your Message - Alan Stutts

June 19, 2008 on 9:33 am | In Uncategorized |

Many of your best contacts are people you meet unexpectedly. When you call or visit someone to whom another contact referred you, you may only have ten minutes to talk with them. Prepare to make the most of these meetings.

Networking requires you to be friendly in a genuine way. Listening is the key. Start a conversation by asking questions about the contact and building good rapport. Before too long, they will turn the conversation around to you. Now you can talk about what help you would like from them, and perhaps even the particular goal you want to reach. Explain what it means to you. Pose open-ended questions. “Who do you know who…?” is better than “Do you know anyone who…?” which can be answered with yes or no.

Your goal is to inform the person of your plans and ask if they might be able to help you. Don’t ad lib. Plan these conversations in advance, write down what you plan to say, and practice, practice, practice.
Keep a list of opening lines handy in your head and use one that fits the situation:

” “I was given your name by…”
” “I am considering a career in…”
” “I understand that your organization is a leader in…”
” “I heard that you have been working in the area of…”

Once you have opened, deliver the key part of your message. This must be succinct and explain exactly what you want.

Ask Alan Stutts if you need more answers

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