Networking

Since networking is more art than science, and there are several effective approaches, it’s easy to lose your focus. Networking meetings can sometimes seem like a job interview or a sales call, but in reality, they are neither. So, getting clear on your goals and brushing up on best practices can make your networking efforts much more effective.

Though networking can seem a bit intimidating, it’s something you do in everyday life. Any time you ask someone for advice, information or a referral, you are essentially networking.

But in professional networking two equally important levels of activity go on at the same time. The first aspect is research. Networking allows you to benefit from other people’s knowledge, insight and connections. For example, you might be researching a new industry, exploring a company you may want to target, preparing for an interview or seeking job-search advice.

The second aspect is relationship building. Because these relationships will encourage people to feel positive about you, remember you and be willing to assist you. Ideally, networking should be mutually beneficial to both parties. You should not only be seeking help but looking for ways you may be able to help others, if not now, in the future.

The benefits of networking

• Increase job-search savvy
• Explore/validate options you are considering
• Enhance credibility in new markets
• Become known – increase visibility in the market
• Expand your reach in the market – right place, right time
• Find job leads in the hidden market

Gaining access to the advice, information and referrals of others will help you to execute a more effective, targeted job search. Perhaps the most compelling reason to network is that it can increase your chances of being in the right place at the right time. In other words, you could intercept an employer with a hiring need before they advertise it. That means that almost no one else knows about the opening, which places you in a virtually competition-free position.

Networking as market research

Networking is a type of market research. Consider  what information or advice could help you to plan and execute a better job search. For example, you may want to learn more about:

• Career options
• Companies
• Industries
• Technologies
• Methodologies
• Job-search strategies
• Job-search resources
• Job leads

To make the most of the time that people are giving you, plan your conversations ahead of time.

• Break the ice and clarify meeting goals. Like any other social interaction, start the meeting with a personal, friendly tone. If you’ve done your research on your contact, there may be personal or professional interests that you share that can get the conversation started, whether that be sports or social causes.
• Provide a “disclaimer.” Sometimes people you are referred to might wonder what you will ask of them. You do not want to impose by asking for favors and certainly not to hire you. That is not to say that networking conversations cannot turn into employment opportunities at some point or that you can’t be direct about wanting to pursue possibilities at that company. But it often works best to put them at ease upfront by letting them know that while you’d love to hear of suitable openings, you are not expecting them to have opportunities for you. You simply are seeking their advice and information.
• Ask about your contact and their background/ role/priorities. Get them talking by asking about their background and work. This will often put you at ease by allowing you to not do all of the talking, and will put them at ease as most people will appreciate your interest in them. It could uncover additional areas of interest for you to discuss.
• Give a brief review of your background and current thinking. To focus the conversation, put your questions into context by sharing your thoughts about your career plans, what you  hope to learn from them and why. This will help them better direct their answers and identify the best contacts to refer you to.
• Use the 80/20 rule help them to help you. Make it easy as possible for people to help you by being clear about your information needs. Tell them the 80% of what you already know or are thinking about your career plans and ask them specific questions bout the 20% you don’t know. This can garner more useful information for you while enabling them to be truly helpful.
• Ask for referrals. The number one way you grow your network is to ask for referrals to others whom might be beneficial to talk with. Many times, people have great contacts but they may not think to share them unless you ask.

Nurturing your connections

To build upon the positive rapport you have developed with your contact, be sure to send a thank-you note after the meeting. Similar to a thank-you note for a job interview, personalize it with something you particularly appreciated about your discussion, perhaps mentioning something they recommended to you that you plan to follow up on.

Ideally, you will also want to keep in touch with contacts to see if you can be of help, ask new questions, or to stay top-of-mind should they hear of any opportunities. Set up reminders to reach out in two to six weeks with a call or email.

Reasons to connect:

• Follow up on their advice
• Update on your progress
• Ask new questions
• Congratulate them on personal or organizational achievements
• Share articles, events, resources
• Connect them to others