| No, not the LAN/WAN networking, the people networking. The kind everybody says is the best way to get yourself a new job. Some 60 to 75% of all new hires are credited to networking, and experts agree that the number rises during a down market like the one we're in now.
This isn't news to most of us. But there's a big difference between knowing that you need to network and knowing how to do it. Reactions to networking often lie somewhere between denial and dread: "It never works for me," "It's too hard," "It's embarrassing." Should I go on?
We all know people who are good at networking. I asked a bunch of the folks I know to tell me how they do it. They all supplied some great advice, but there were no true secrets to uncover. It's all about attitude, dealing with fear and persistence. Learn to network effectively and you'll catapult yourself into that all-important "hidden job market."
A Few Misconceptions About Networking
Hard to believe though it may be, networking isn't about asking for a job. It's about making connections and then uncovering opportunities through those connections. Networking is the way you use the people you know to find the people you don't know. And the people they know (people you don't know once removed) who can direct you to potential employers.
One of the biggest mistakes people make, says Jeanne Cormier, consultant with Drake Beam Morin (one of the largest, best-known outplacement firms) is to limit their network. They only consult people whom they think can directly hook them up to potential opportunities. Techies tend to be particularly guilty, preferring their own kind and often ignoring folks outside of IT.
Jeanne suggests making a list of everyone you know. Don't leave anyone out. Include friends, relatives, neighbors, friends/neighbors of friends and relatives, co-workers, former co-workers, former bosses, guys on your basketball team, people from church … you get the picture. You won't need to eliminate them - they'll eliminate themselves if they have nothing for you.
Widens the pool considerably, right? Good thing, because networking is a numbers game. You're going to have to talk to a lot of people to unearth really useful leads. Professional coach Larry Light, www.ejobcoach.com, says that to get a job, you'll need to contact at least 100 people.
"It's like the nodes on the Internet," he explains, "you hop from point A to point B to C and if you get bogged down, you find another path to your intended destination." Rarely is this path straight and regular. Pretty much, it's circuitous and has us barking up lots of blind alleys, talking to everybody and their sister. And that takes us to the next misconception.
Networking Makes Me a Pain in the...
Nope, you're wrong. Sure, you may call at an inopportune time or they may have nothing they can think of to help. But that's the point. Help. You're not burdening your networking contacts with your problems, you're asking them for help and it feels good to be helpful. Most people like that. And if they don't, blow it off and move on to the next names on your list.
You have to get out of your comfort zone. Expect dead ends and rejection. Say to yourself, "Who cares?" if somebody shuts you down. That's the way Tony Buchanan, Director of Solution Sales at Vector ESP does it. He's been making sales calls for years and networks every chance he gets. "What's the worst thing that can happen? They say no? That's not so bad. So long as you're conscious of the impression you make (by being prepared for the conversation), you can risk it." And the more practice you get, the easier networking is.
Let's go back to your problems for a moment. Okay, moment's over. No one wants to hear about your problems. So don't tell them about your problems. Instead… tell them about yourself. But first, get them to tell you about themselves. Because that's one trick to networking.
Tell Me What I Say
Ray Charles knows, and so do all of those instinctive networkers. When I posed the question of how you start the conversation with someone you don't really know, it was a black-box issue for a lot of these "naturals." You just start talking, said a couple of them, and then you find common interests. You just ask them to tell you about what's going on and pick it up from there, was another typical response.
Well, not all of us are born conversationalists. We need a little more structure than this. I dug deeper and opened up that black box.
One effective gambit is to ask "Can I pick your brain about …" Fill in the blank with the technical or business issue that's a main focus of the person you're approaching. Obviously, this requires some preparation and a bit of research. Here's a sample script, courtesy of Larry Light:
"Hi, this is (your name here.) Jamie Fabian suggested I call you because she said you were working with Java applets and knew a lot about using them. I have a programming background myself -- I've been talking with people like yourself about what it's like to be a Java programmer, and I wondered if you might spend twenty minutes or so with me next Wednesday or Thursday..."
You've covered a lot of ground with only 68 words. Dropped the name of someone they know, which paves the way for them to accept you; established a common interest; and pinned down a specific time to speak again (the good old assumptive close.) Pretty efficient.
And effective, too … so long as you just stop talking and wait. Now comes the most important networking skill.
Listening
Every single person I talked to about networking emphasized the importance of listening. Not thinking about what you're going to say next, but really hearing what people say. Considering their views and asking follow-up questions to draw them out. Only after you've gotten the person to speak expansively about his/her profession or company or interests do you start to contribute to the conversation.
Generally, your networking contact will listen to your little schpiel about what you do and what you're interested in (keep it brief - less is more) and start to react with thoughts and suggestions. Time again to shut up and listen. If you interrupt here, you're likely to turn off the flow of information and ruin the opportunity for yourself. Be quiet and take notes.
Payoff and Next Steps
Now comes the big finish. It's time for the meeting to pay off with information you can use. If you're really lucky, the bonanza is a direct referral to a job opening. Happens infrequently, so don't count on it. Most often, your contacts will come up with names of companies you should look into. Better yet, they'll identify people they know who might be sources of information or opportunities.
Take names and numbers and thank your contact profusely. If they suggest avenues you've explored previously, keep silent and thank them anyway. Don't diss them by saying you've already been there, done that. No need to waste the good will you worked so hard to establish.
This next point is key. After you get names of people from your contact, ask permission to use the contact's name when you call. Don't assume it's a given. Most times, people say sure, of course. But in some cases, they may not be personally acquainted with the people they've suggested. And you'd look pretty dumb dropping names that people don't recognize.
Last, ask your contact if it's okay to get back in touch in a month or so. Maybe he/she will have thought of another resource for you. Make sure to note this in your job search records and mark it in your calendar so that you follow through. It's a good way of reinforcing your competence and reliability, which only adds to your potential value as an employee. A thank you email is always a nice touch, too.
More
There's so much more about this subject than I could fit into one column. Like how you need to give information as well as receive it to be an effective networker. Next month, Advanced Networking for Beginners with more specifics. In the meantime, feel free to send questions and stories about your networking efforts to me, Jamie@jobcircle.com.
Enjoy this article? Read more of JobCircle.com's Career Coach articles.
Jamie Fabian spent more than 15 years as a human resources executive before changing careers to become a senior project manager for a growing IT consulting company. Now in management consulting for a large Pharma company, Jamie would like to be seen as a hybrid of Tom Peters, Tom Jackson, and Tom Wolfe, but spends too much time working, driving carpool and watching mindless TV to write more than this column. You can contact Jamie with questions and comments at jamie@jobcircle.com.
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