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ge4 - Networking Personal contacts accounted for over 7.5...

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Networking Personal contacts accounted for over 7.5 times the results of next most effective source The “obligation phenomenon” is the main reason networking is successful. Referrals are the heart of the networking process Ground rules for networking: -networking must have purpose/direction -networker is responsible for setting the direction and keeping things moving -most problems arise in the meeting from confusion about the process -if things go wrong the networker must take responsibility and clarify the agenda Target executives who can hire you, people who know target execs personally and professionally, and people employed by your target companies. Micro-planning level of networking: -key is getting information vs. begging for a job -focus on areas that your contact can provide the most assistance -micro-level planning on “focus areas” allows you to direct the discussion to meet this goal Focus area 1: Job information
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