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Start your contact list now
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Consider the names you have just written. Do these contacts have:
Hiring authority (could hire you for the work you want)?
Job leads (have knowledge of the industry in which you want to work)?
Ability to refer you to others (may not know field but have many contacts in general)?
Your b's and c's will refer you to the a's. Put an * beside the names of those who work or live in, or otherwise have knowledge of, the geographical area in which you prefer to work. Your approach is very important. If the people you are contacting do not have hiring authority, don't scare them off by asking them for a job. They still have valuable advice and information to share, including names of other contacts in the industry that may have such authority.
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View it as a normal Web page and print it.Ask those willing to help you to critique your approach. Networking is not just handing out your business card and requesting assistance. Networking should be reciprocal. It includes learning about others and how you can be of service to them. Networking is being friendly in a genuine way. Listening is the key to effective networking. If you spend most of your time asking questions about your contacts and building good rapport, they will eventually turn the conversation around to you. Then you can let people know what you need, and perhaps even what particular goal you want to accomplish. Explain what it means to you. Pose open-ended questions. "Who do you know who...?" is better than "Do you know anyone who...?" which can be answered with yes or no. Example: "I just read that ABC Co. is planning an expansion into Southport City to begin a new line of widgets. In a recent project, I did some research on "x" and accomplished "y" in my last job. I would be very interested in contributing to the start-up of their new line and getting it competitively launched. Who do you know who may know someone currently working at ABC Company?" You can present your skills and abilities assertively, without being loud or pushy.
Contact each person (perhaps some were on your original list) and suggest that you meet. Up front, let them know that you are not looking for a job with them or from them. You are seeking their expert advice. When you meet, again, dont ask for a job. Instead ask for recommendations on what they would do if they were you, where they see opportunities in the field, who could advise you about potential areas, and with whom you could speak about what might be coming up in the future. Try to get an introduction to the next person you could talk with. You could get 2-3 referrals from a contact you know quite well and has no hesitation in referring you. From others, listen carefully while they speak. If they talk about a company or organization that seems promising, ask if they have suggestions as to whom you could speak with. Then phone your new leads. Tell them where you got their names (only when you have permission from your contact to do so). Ask for 15 minutes of their time.
Your agenda is to learn about the other person. By finding out about your contacts interests you can be of service to them. If you see an article or hear about something that might interest them, you can pass it along, and in the process renew your association. If you give leads, you will get leads, even though they may not come from the same people you have given them to. If you manage your network well, you will know who can benefit from your business and personal contacts. Hopefully you will be remembered when something comes up in your line of work. The detailed information you receive on organizations, work, and candidates qualifications, will place you in an excellent position to speak with hiring managers. You will have a competitive advantage when you present the contribution you can make. With a good "fit" and your enthusiasm for the work, managers will be more interested in speaking with you.
Begin with organizations low on your priority list to gain experience. It can be quite difficult to get to the person who hires because of the people who screen calls (e.g., secretary, receptionist, assistant). It is important to work with them. Fully identify yourself immediately, as gatekeepers are generally skeptical of people appearing to hide something. If you are asked, let them know why the manager would benefit from speaking with you. Be sincere, confident and assertive. Treat everyone with respect. Build rapport. Ask for the name of the person screening so that you can use it on subsequent calls. Ask questions. Show that you want to learn about their needs. The more information you have, the better off you will be when you speak with the manager. You may also want to try phoning early in the morning, over the lunch hour or later in the day, when the manager may be answering his/her own phone.
When you try to reach a hiring manager and are transferred to someone else within the organization, use the opportunity to develop another contact. Here are some ideas if you do not know what to say.
"I was given your name by..."
"I am considering a career in..."
"I understand that your organization is a leader in..."
"I heard that you have been working in the area of..."
Stress that you are seeking job information and not a job from that person
Ask to meet to discuss job search techniques and the appropriateness of your resume
State that you realize the person is busy and would only take 15-20 minutes at a time convenient to them
When you do meet with a manager, define in depth what contributions you can make. It will help if you think in terms of what the organization is looking for. Every day, try to meet personally with at least two people who hire even if there is no job opening at that time. Create a good first impression with appropriate dress and grooming, excellent interpersonal and communication skills, and sincere enthusiasm.
Keeping in Touch with Employers -
To continue with Step 4.1.7, click here.
