Make Networking
the Focus of Your Search -Networking is the way
to access your most valuable
resource梡eople. Networking is an organized
process whereby you arrange and conduct a
series of face-to-face meetings with your
colleagues and contacts plus individuals
they recommend as you pursue your targets.
Why
Network? -The most
convincing argument for networking is that
over 80% of people seeking employment find
their next opportunity through their
network. For those at the most senior levels
of organizations, networking probably
represents a 95% success rate, and for
anyone pursuing a new role in a new market,
it likely accounts for 99% of success. The
only alternatives to networking are using
search firms and placement agencies or
answering ads for posted positions.
"I抦 looking for
work -
If you carefully plan
your presentation and ask pertinent
questions, your networking contacts will
have the opportunity to help you without
feeling pressured to talk about specific job
opportunities.
Networking Is a Mutual
Exchang -
The information you
gather through networking can flow both
ways. Even in the short term, your own
experience and the knowledge you gain as you
network can be of great benefit to others.
Steps to
Effective Networking -
The secret to effective networking is
targeted planning and a singular focus on
each person you intend to meet.
Consider
contacting people who have successfully
completed a search somewhat similar to
yours. They might have information, contacts
and leads they would be glad to share.
Return to Your Targets and
Plan Your Calls -
Being fully
prepared before making a call is a large
part of networking success. You don抰 want
to make key calls too early in the game, and
yet you can抰 wait too long after having
been offered a referral before making the
contact. Also, it is important to consider
the appropriateness of the referring person.
It is best to be referred to key
decision-makers and influential people by
someone they respect.
The Phone Call
-
Face-to-face
meetings are much better than meetings
conducted over the phone. In person you will
usually receive more information. You also
significantly increase the likelihood of
getting additional leads and referrals, and
have a better chance of being remembered by
your contact.
Further Research
and Preparation for the Meeting -
Note
anything that was said in the phone call,
and review what your referral told you about
the individual whom you are going to meet.
Knowing their role, priorities, issues and
challenges will help you plan an effective
agenda for the meeting. Develop realistic
objectives for the meeting that will advance
the pursuit of your targets.
Debrief and Write
a Thank-You Letter
-
After every networking
meeting, debrief in writing as you would
following an interview. File the information
in your record-keeping system so that you
can retrieve it for future meetings,
interviews or other opportunities.
Follow-up -As soon as you
can, contact the people whose names you have
been given. Your confidence will probably
build by the time you have the meeting.
Make Networking a
Way of Life - Attend business and
social functions. Become more active in your
community. Take courses, attend conferences,
and sign up for workshops and seminars. Be
proactive in introducing yourself in these
situations. Ask questions of people you meet
and learn what they do. Share your own
background and look for areas of mutual
interest. It抯 a small world, and you抣l
often be surprised by the connections you
share with the people you meet.
