Making and achieving desired outcomes from networking calls is a difficult process for several job seekers. Likewise, below is a blueprint that job seekers can use to make networking calls like a superstar salesperson.

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1. Determine Your Outcome: when you make a networking call or a call to either a targeted company insider or a hiring manager, the goal is to achieve a desired outcome. This outcome could include generating information, referrals, informational interviews, formal interviews, and so on. Once you know your desired outcome you can develop a call and/or email strategy (which includes the reasons or benefits your request should be granted) to help achieve it.

2. Prepare by Developing a Script: one of the reasons why several job seekers are uncomfortable picking up the phone and networking is that they did not perform these tasks a lot in the past. You may have heard of the old adage: “Practice Makes Perfect!” Well to help you increase the odds of achieving your desired outcome, I recommend you prepare a call and/or email script. The script should include:

• An introduction
• Purpose of the call
• WIIFM – reasons why the person (you contact) should have dialogue with you
• Common responses to potential rebuttals or objections
• Closing – asking for your desired outcome

3. Practice Your Script: after developing your script you should practice using it by contacting people in your network (family, friends, and etcetera) and then companies you are not interested in. By practicing your script you will be prepared to think quickly on your feet when you encounter individuals who are not eager to go along with your process. Likewise, you will be able to get to the point by focusing on the benefits that are important to them and asking for your desired outcome; instead of rambling shamelessly under pressure.

4. Implement Your Script: since you should have reduced your networking call jitters by preparing and practicing your script; now is the time to consistently reach out to targeted company insiders or hiring managers and ask for your desired outcomes like a superstar salesperson.

5. Adjust Your Strategy: remember to collect feedback and make adjustments to your pitch if you are not generating a favorable response. If you are receiving the same rebuttal or objection from the individuals you contact; incorporate a response to this rebuttal in your pitch or script. For example, when I sent out CEO Speaker Series invites, some of the CEOs responded by stating they did not have time to participate since they receive many interview requests. In my subsequent invites, I incorporated this in my pitch: “I am certain that you receive many worthwhile requests for interviews. However, my request is extremely important and should be accepted for X, X, and X.”

I recommend that you listen to Episode XII: “The Wow Factor.” You can listen to the archived podcast by clicking the player below.

Gene McNaughton discussed “How to Persuade Anyone While Interviewing or Networking” and Frances Jones briefly discussed “How to Enhance Your Confidence and Keep Hope Alive during Your Job Search.”

If you like this episode, I encourage you to visit www.blogtalkradio.com/thecareercatalyst to download the previous episodes (if you have not done so), register for a free BlogTalkRadio account, mark this show as a favorite, subscribe to our upcoming shows, and become a regular listener.

Play Episode XII: The Wow Factor. | Download this episode

Also listen to today’s show at 5PM EST with expert guest Mr. L. Kevin Kelly, President, CEO, and Director of the executive search giant Heidrick & Struggles – the world’s premier provider of senior-level executive search and leadership consulting services. This is a great opportunity for you to acquire job search tips from one of the most senior hiring managers in the world and to ask questions to fine tune your current job search strategy.

Also mark your calendar for next Tuesday night’s show “How to Use Twitter to Successfully Conclude Your Job Search” at 9PM EST, with master career strategist, Ron Nash. Just like the hit episodes “How to Use LinkedIn Like a Headhunter I &II,” this is a show you do not want to miss. So be sure to tune in.

If you cannot participate live in next week’s show, feel free to send your questions to kac@kenrickchatman.com by Tuesday.

Remember the wisdom of a crowd is richer than the wisdom of a few. So actively participate in the free online community at jobradiousa.com and encourage fellow job seekers to do the same.

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