7. Networking
"It is not always
just what you know; it is who you know."
Networking is the most effective job search
method. No matter what your comfort level, networking is essential to
conducting a comprehensive job search. Networking will put you in contact with
hiring managers and companies for positions that you would not know about or
have access to otherwise, and these can be the best opportunities.
Networking is like planting seeds. You do
not know which ones will germinate and grow, but each person that you add to
your network brings you into their network, and therefore, brings countless new
people within your reach. "You tell two people who tell two people who
tell two people" and so on. Your network grows quickly in all directions,
and people who do not know you are helping you and leading you to opportunities
you did not know existed.
Networking Objectives:
1.
Information
2.
Advice
3.
Contacts
4.
Support
5.
Never ask for a job! If the person does not have an open position, the
conversation may end, and people feel frustrated when they cannot help you. By
focusing on the four objectives above, people can help you. A lead to a job can
come - you just do not know from whom, from where, or when.
Networking Steps:
2.
Use the Network
Contacts Sheet below. Fill in all of the categories and all of the boxes. Your
hair stylist may not know of a position in your field, but she or he knows a
lot of other people. Your children have friends whose parents may be good
contacts. Your associates in your volunteer organization know other people you
do not know.
3.
Each circle will
be most helpful for different network objectives. Your close circle generally
is more helpful with support and advice. Those who are further away tend to be
helpful with actual contacts.
4.
People like to
help others. Have you ever helped someone you did not know? Most of us have.
Why? We get a good feeling when we help others. No one has succeeded without
the help of others, and this is an opportunity for them to give back. To be a
mentor, of sorts. When you approach people, expect nothing, and you will not be
disappointed. Instead, you will be surprised where the help comes from and how
valuable it is. Recently I heard of a job seeker who was speaking with the
woman behind her in a checkout line at the grocery store. Before she left, she
had the name of a contact in a company she was interested in!
Network Contacts Sheet
** Every person you meet is a potential network
contact **
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Close Circle |
Secondary Circle |
Acquaintances |
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Work/Business |
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Education/Training |
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Social |
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Family |
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Friends |
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Professional/Service |
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Associations/Volunteer Groups |
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Religious/Spiritual |
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Other |
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Work/Business: Managers, staff, other departments, human
resources, consultants/contractors, clients, suppliers, strategic partners,
competitors.
Education/Training: Professors/teachers, fellow students, student organizations,
fraternity/sorority members.
Social:
Friends, neighbors, country club, golf buddies, other social organizations.
Family:
Immediate family, aunts/uncles, cousins, in-laws, relatives of family by
marriage, spouse’s work and other contacts, children’s friends/teachers/other
contacts.
Friends:
Close friends, acquaintances, and friends of friends.
Professional/Service: Doctors, dentists, accountant, lawyer, insurance,
real estate, stock broker, banker, hair stylist, therapist, caterer, plumber,
painter, electrician, gardener, veterinarian, trainer.
Associations/Volunteer: Board members, fellow associates, sponsors, and
volunteers.
Religious/Spiritual: Clergy, parish members, ministries/organizations/services.
Other:
Employees of retail stores and other businesses, people in the park, at your
children’s schools, in the elevator and office buildings, and throughout your
daily life.
Reaching
Your Contacts
Prepare a personal introduction – draft a 30 – 60
second personal introduction that includes the following components:
§
Your name
§
How your were
referred or obtained the person’s name
§
A brief summary
of your background (experience, education, skills, accomplishments)
§
Your transition
into a new position, opportunity, career
§
The purpose of your
contacting the person (information, advice, contacts) – ask "who, what,
where, when"; don’t ask "yes or no questions".
Your personal introduction is your 30 or 60
second commercial. You will tailor what you say depending on whom you are
speaking with and in what venue. Be considerate of time, so do not ramble on
and on. Keep it brief, but relevant and impactful.
When you are planning a call, think ahead what you want to say, write down a
few brief reminder notes, and practice.
Example:
"Hello, Ms. Jones. My name is Your
Name, and I was referred to you by Jose Garcia. Jose thought that given your
experience in the mortgage-banking field, you would be able to help me. I have
six years in mortgage banking working in both loan origination and loan servicing,
with specific expertise in HELOC products. I was most recently working with XYZ
Financial, and due to the recent change in interest rates, the company
experienced a downsizing throughout my division. I am now looking for a new
opportunity in mortgage banking where I can use my mortgage banking experience
and my skills in customer service, training, troubleshooting and problem
solving. I would appreciate the opportunity to meet with you for 20 - 30
minutes at your convenience so that I can get your input on the market,
companies that could utilize my skills and experience, perhaps have you look at
my resume, and see who else you could recommend that I speak with. What does
your schedule look like over the next couple of weeks?"
Don’t get deterred if you make some calls
and are not immediately successful. Practice makes perfect! It only takes one
new contact to lead you to your next job. And, chances are that you will find
several people who will be willing and able to help you. It is important that
you are professional and considerate, expect nothing because they do not owe
you anything, and show appreciation no matter how they respond. Sometimes, you
will catch someone when they are busy or having a bad day, your friendly,
understanding tone will have a positive effect, and they will call you back
another day.
Start making calls to someone you know
really well so you can get over your stage fright. If they are a low-potential
contact, so much the better because even if you do not come across well, you
will not have lost a great deal.
Make x number of calls, and then do
something else. Commit to making a certain number of networking calls each day,
and set a goal of a certain number of networking meetings to attend. Make this
a major part of your job search program.
Prepare and Practice to build confidence - know who
you are calling and your purpose/objectives.
Make calls and set up appointments for "informational"
meeting/interviews.
When you first attempt to call someone, do
not leave a message if you do not reach them. Try to call them at different
times of the day. If you continue to be unsuccessful, check with your referral
source and find out when a good time to call might be. Perhaps the person is
out sick or on vacation or a business trip.
Leave a brief message that you were referred
by " ", and that you would like to follow-up on that discussion.
Leave your number and good times to reach you. If you carry a cell phone, give
that number, and be prepared to speak to that person if you are called back.
Don’t leave your 30 second introduction in a message -
your intent is to have a phone conversation that will lead to an informational
interview.
Do not become a pest. Do not leave numerous
messages for someone. By all means call often, daily if it is a hot lead, but
once you have left one message, only leave a message once a week afterwards. Spread out your calls, and if unsuccessful, go on to
the next person. Never leave a nasty message - you will leave a negative
impression and burn a bridge, both with the person you are trying to contact,
and maybe with the person who initially referred you.
Remember, no one owes you anything. Hope for
the best, and expect nothing.
What
To Do When You Get A Meeting
When you are successful in setting up a
meeting, here are some guidelines to follow:
Manage Your Contacts and Track Your Progresss
Develop and maintain a tracking system - very
important to know who you have contacted, met with and the outcome of those
contacts and meetings.
Every contact is
important! Don’t burn any bridges. You
never know where that breakthrough lead will come from.