Young Professionals: Tips on Building Business Relationships
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1 S T R A T E G I C I N S I G H T S Young Professionals: Tips on Building Business Relationships B Y J I L L J. J O H N S O N U M M E R
2 About the Author: Jill J. Johnson is an award-winning management consultant who has personally impacted more than $4 billion worth of business decisions through her consulting work. Jill is in the board rooms, the back rooms and the executive suites where complex decisions are being made, impacting the future of clients located throughout the United States, as well as in Europe and Asia. She knows what it takes to develop and implement strategies for turnarounds or growth that get results. Jill is a widely-respected business executive and leader who has been a member of the boards of directors and executive committees of a variety of business, professional and governmental boards. She has served on two federal boards under three different United States presidents representing both political parties. Jill has won numerous honors for her business acumen, her leadership savvy, as well as her entrepreneurial success. She is a 4th generation entrepreneur who grew up in a family-owned business. Jill is also one of the first women ever inducted into both the Minnesota Women Business Owners Hall of Fame and the Top Women in Finance Hall of Fame. Jill has been quoted on a range of management issues in national publications including The Wall Street Journal, The New York Times, Inc., Money Magazine and Entrepreneur. She has appeared as a thought leader on a variety of radio and television programs for business. Jill is a powerful speaker with the rare ability to deliver substantive content in a way that is engaging and easily accessible. She is also a Professional Member of the National Speakers Association. I recommend Jill Johnson for audiences seeking the whole package: grace, intelligence, wit and savvy advice. Jill s messages resonate. She s a thoughtful, poised speaker with great information and a personable style. Shawna Suckow, CMP, Founder and President SPIN, The Senior Planners Industry Network One of the 25 Most Influential People in the Meeting Industry 2012, 2013 & 2014
3 Young Professionals: Tips on Building Business Relationships So many young professionals today try to network to get internships, jobs and mentoring support, yet few of you know how to really connect with the business executives you want to include in your network. Wishing for a relationship is no longer enough, you have to take real action to be noticed. Here are some concrete tips about what works and does not when connecting with busy professionals. If you can implement these tips effectively you will be well on your way to developing relationships that can truly change your future. Effective Networking in Business: You have a lot more opportunities to connect with business leaders than you might realize. They are your co-workers. They attend trade association meetings. They go to campuses to speak to classes. The first step is to make a connection. If you hear a business person speak at your college, get their business card after class. Some universities have specific events set up to give students the chance to connect face-to-face with alumni. Alumni are often willing to talk with students from their alma mater. Your friends who graduated ahead of you are now alumni too! 1
4 Some of the business people you meet will be willing to answer quick questions for you. They might also agree to do a short informational interview in person or via telephone. If they agree to this, be sure you review their LinkedIn profile before you talk with them. Look at their company website. Prepare some questions to discuss that show you are truly interested in them and that you have done your homework! There is nothing more irritating to a busy executive who has agreed to talk with you to hear you say, So, tell me a little about yourself, or you not being able to get to the point about what you want to know. If you are reaching out to a business person, send a specific and personalized or message. They will not waste their time responding to a generic message from a young professional or student they barely know or have never met. Tell them how you heard about them or found them such as, I heard you speak at or, Our mutual acquaintance Jack Smith said I should reach out to you Make it clear that you are not selling anything but that you would appreciate the opportunity to talk with them about XYZ. Say that you are available to travel to their office or meet at a mutually convenient location and time. Make it easy for them. Something young professionals always seem to forget is the importance of making the relationship mutual. This means the relationship needs to be beneficial for both people, not just you. The executive is investing in you and your career. You need to help provide something to them in return. For most of my peers, this could mean acknowledging something we post or endorsing us for our skills. You could share something with us that you learned in class about a new technology or a tip sheet on advanced use of a software program we both use. You 2
5 could even send a link to an article about a topic you think might be of interest to us. The key is to make it relevant to us. Stay in touch and connect with us over the long term! Most young professionals and college students only make a single interaction. That is not enough! You need to invest more to really connect with them. Older generations work off of relationships, not casual interactions. If they like you, they might be willing to put you in touch with their business colleagues. Building depth to your relationships is how you will get access to their connections! Those connections can turn into the path to your next phase of your career or professional development. So, you need to build that relationship first. If you meet them at an event, send them an afterword. Send them a LinkedIn invitation. If they gave you some advice, send them a hand-written thank you note. You want to stand out so they will remember meeting you. They are more likely to respond to you when you reach out to set up a meeting or phone call if you do this. 3
6 Join the trade associations and networking groups for your profession or your major as it will help you build connections. Don t just join these organizations, take the time to get involved in them too. You will meet active volunteers who are truly committed to your profession. They can be an invaluable resource for your professional growth. Using LinkedIn to Build Relationships: If you connect with someone on LinkedIn, be sure to start acknowledging their posts and updates. This will help you in building an actual relationship with them. You want them to know you and be interested in your future! It is important to make that effort because if you need their help or advice down the road they will be more willing to help you. You always want to build your network before you need it! Your LinkedIn profile is your online resume. It is the first thing an older business person will likely search for to find out about you. Your LinkedIn account has to be the best representation of yourself and the experience you have to date. You cannot put anything on LinkedIn that is not true it will just hurt you in the future if you try to puff up your experience beyond what is actually reality. You will get caught if you lie. Make sure you fully document your internships and work opportunities truthfully, but in powerful language to help future employers truly understand your previous experience. The way to do this is through written bullet points. Try to limit each job to 3 or 4 specific bullet points of most significant things you ve done and remember to use action verbs. Whenever you can, try to quantify what you have done! Employers would much rather read about how you, increased sales by 15% during your employment, rather than, you contributed to an increase in sales. 4
7 It s okay to post about volunteer work. Employers understand it s hard to find internships and jobs in today s market. Volunteer work can help demonstrate your skills. It can also give you a point of connection with the professional you are reaching out to. You might have the same interests, hobbies, skills, etc. The key is to find the kinds that connect you and provide a basis for further conversation. Make sure you are projecting a highly professional image on LinkedIn. This means using a professional looking headshot. Do not post selfies or low quality photos! If you are a college freshman, you can use your high school graduation photo. If you are beyond your first year in college, get an updated headshot. LinkedIn is for professional networking. It is not like Facebook or Instagram. So don t post any inappropriate activities or information on LinkedIn. Also remember to translate your professional group connections onto LinkedIn so you can continue to build relationships with those professionals. LinkedIn really is the best platform for connecting for informational interviews, internships, jobs and mentoring! Your friends and classmates need to endorse you for skills. You should endorse them too. If you have a long laundry list of skills but no endorsements, you will look unprofessional. Make the effort to get those endorsements and I promise it will make a difference on how older professionals look at you and your credibility. Another way you can get on an older professional s radar is to endorse them for their skill sets too. But don t endorse them for everything at once. You want to endorse them gradually and periodically so you continue to load up into their feed. If you are connected with them on Facebook, be sure to like and comment. Favorite their tweets on Twitter and share their articles and posts! If you are in college, keep your profile evergreen so you don t have to continually update it. This means, when you re creating your profile, don t put your year in school 5
8 (aka sophomore or junior). Put down the year you are graduating so you don t have to update it each year. Always have someone else proof and spell check your profile! When you graduate or switch between jobs make sure you keep your LinkedIn profile up to date. This means updating your job titles, experience as you gain more, as well as making sure your address and contact information are up to date. I have periodically tried to reach out to young professionals to tell them about an opportunity only to run into a dead end because they had changed jobs and neglected to update their LinkedIn information. As a busy professional, I am only going to invest a limited amount of time trying to track you down if you don t care enough about making it easy for me. So be sure to stay in touch! Building relationships with professionals is a skill and like any new skill, you have to practice it over and over for it to become something you can do with ease. As you gain confidence and learn to express yourself more clearly with busy professionals, then when it really counts, such as in an interview for an internship or a job, you will be more comfortable with these types of people and are more likely to be hired! Final Thoughts If you want to build a real foundation for your future, spend some time working on developing your professional network. It will provide you with expanded resources and opportunities to learn more than from just your classroom experiences. Taking responsibility for your own future can provide you with a real shot at meaningful career success. Don t waste any more time. Step out of the crowd! 6
9 PO Box Minneapolis, MN Phone: Website: Facebook: LinkedIn: Jill J. Johnson - All Rights Reserved
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