Networking

So you’ve got a great resume and you understand the importance of customizing your cover letters… now what? Well, networking is a great way to start. In fact, the Wall Street Journal reported that 94% of successful job seekers attributed their success to networking.^vii Networking is really just good, old-fashioned word of mouth advertising. It’s important to let people know that you’re looking for a job, but there’s more to it than that. Don’t just tell them you’re looking for a job; tell them what sort of job you’re searching for. Give them details, tell them why you’d be great at it and be enthusiastic. Who should you tell? Everyone! Not just your friends and relatives. Tell the supermarket clerk, the postal worker, your hairdresser, and everyone else you can think of. It’s a lot like that old shampoo commercial… "I told two friends and they told two friends and so on and so on…" You never know who is going to know someone who may have just the connection for you.^viii

Networking takes place on several different levels. Telling everyone you know is one level but it’s a scattershot approach. Sure, you’ve gotten the word out to a lot of people, but how likely are they to provide you with good job leads? Generally, people who are working in the industry you’d like to be in make good contacts. So do college alumni associations, your school’s career placement office, professors, coaches, advisors, etc. Former employers and co-workers are also good sources. Here are some more suggestions for finding and retaining valuable contacts:

• Attend job fairs and trade shows – You’ll meet lots of industry folks at these sorts of events and learn about different companies as well.
  
  
• Business card exchanges – Frequently sponsored by local chambers of commerce, these are often free. Make sure you bring lots of business cards (have some made up if you don’t have any).
  
  
• Company sponsored events – Often these are held at local restaurants or other gathering places. It never hurts to schmooze with the people you work with.
  
  
• Professional organizations – Just like in high school or college, if you join a club, chances are the other members are interested in the same sorts of things you are. Organizations are great resources for industry information and advice. Find one that matches your interests and join!

Now that you know where to find contacts, your next challenge is actually meeting them. This is easier for some people than it is for others. If you’re shy or feel insecure, take heart – you’re not alone! Remember earlier when I talked about practicing with someone you trust? Now’s your chance to rehearse your people-meeting skills. An important but often-overlooked item is the handshake. There’s nothing worse than a limp, clammy handshake, unless it’s the bone crusher type! Make sure yours is professional – brief (one pump up and down), firm and dry – while you’re making your introduction.

What should you say? Many experts suggest developing a brief description of yourself, sort of a verbal business card. Memorize it and rehearse it until you feel comfortable and it sounds natural.^ix Generally, you want to introduce yourself, make a brief statement about what you’re currently doing and another about what you’d like to achieve. Keep it short and sweet and, whenever possible, find a way to let the other person know how you can benefit them. Something along the lines of "Hi, I’m Mike Jones. I’m studying programming at XYZ University and hope to find an entry-level position in the industry when I graduate in June. I see your company is involved in consulting, Ms. Watkins. Can you tell me more about that?" is a good start. People usually like to talk about themselves and what they do. Once you’ve asked, it’s important that you listen to their answer. Focus on the contact, not your wants or desires.

When networking, keep in mind that the object is not to hit your contact up for a job the first time you meet. In fact, you may never get a job offer from a contact. That’s okay. More than just an employment offer or good job lead, the best contacts can provide:

• Great career advice
  
  
• Industry insight
  
  
• Mentoring opportunities
  
  
• Referral sources
  
  
• Character references

Good networking involves developing and building personal relationships, based upon common ground and mutual interests. You don’t have to become friends with your contacts, although this can be a nice bonus! According to Douglas Richardson, VP of Mayer Leadership Group, effective networkers also respect a contact’s time and confidentiality, and remember the value of gratitude and common courtesy.^x

Sometimes the very best way to get results is by helping a contact, rather than vice versa. If you’ve done someone a favor or helped them, they should already see you in a positive light and will be willing to reciprocate when they can.^xi

Make up a list of all the folks you’ve met and evaluate it. If necessary, divide the list into three groups – those most likely to be helpful, those least likely and the others that fall somewhere in between. If there is anyone that you know you can help (there’s that favor thing again), put them in the "most likely" group too. Be sure to follow through on any assistance you offer or promises you make!

For networking to be truly effective, you’ve got to keep in touch with the contacts you’ve made. Obviously, you want to communicate most often with those folks that made the top of your list, but you shouldn’t neglect the ones farther down either. Staying in touch is a bit of a balancing act. You want to keep your name in people’s minds, but don’t want to become a nuisance. After your first meeting, a brief note (either written or emailed) is appropriate. Re-introduce yourself, mention where you met and make reference to whatever you discussed at the meeting. Offer to provide assistance if you are able and don’t be afraid to ask for their help. Be honest and sincere about your objectives. Most people understand the value of good contacts and realize the best ones are mutually beneficial. From time to time, phone or email your contacts. Ask how their business is or pass along a bit of interesting industry news (not gossip!). You don’t need to continue asking for help; just let them know you are touching base. If your employment situation changes, make sure you let your contacts know. And, if your job search is successful, it is very important to communicate this to all your contacts. Thank them for their help during the process and let them know how much their advice, information or support meant to you. Make sure you let them know that you will be happy to return the favor someday.

Is that it for networking? No! Just because you’ve gotten that job doesn’t mean you should abandon all the folks you cultivated so carefully. Continue to maintain your list. Keep in touch, even if it is only once or twice a year. The chances are you won’t stay in this job forever and the folks that helped you now may be able to help you later.