1. Treat networking like a game.
Networking is a
time-honored tradition that most people apply every day without knowing it.
View it as making contacts, creating relationships, finding out about
essentials, even as making friends. Networking is based on the premise that
we're all humans and need each other. This is as true in business as it is in
other areas of your life. You may need to ask me for ideas or referrals about
getting a job, but I'll gladly reciprocate because I know that at some point, I
may need to call on you for something. At that point, whether the help is for
me or someone else, I'll expect you to reciprocate. It's that simple. You lob
the ball over the net, and it comes back to you.
Networking for a job
can be fun. Consider it today's answer to the lost art of conversation and its
cousin, letter writing. It's all about communicating—making phone calls,
conducting information interviews in person or writing letters—to learn if your
contacts can refer you to anyone who might want to hire someone with your
skills.
The first step is to
know what you want to do. Before you pick up the phone to begin networking,
take a moment to collect your thoughts. Ask yourself, what do I want? If it's
help, be specific. Do you need ideas, names or introductions? Make a list of
the items that will help you stay focused during your conversation. Most people
really want to help you, a new graduate, with your job search, but first, they
must understand what you want. Then they can determine how best to help you.
2. Realize that you, too, have something to
offer.
When you're just
starting out in a career, it's easy to be intimidated by the concept of
networking. After all, you're a new graduate and your knowledge of business may
be limited, and your contacts are likely to be already established
professionally. What do you have to offer that they might value and why would
they make time for you?
It's simple. Most
seasoned business people understand the concept of networking. They know that
what goes around comes around. Everyone has had to start somewhere. We all
remember the folks who took time to counsel, guide and direct us on our first
forays into the business world. It's a debt that's never really repaid, unless
it's through helping someone else just starting a career.
3. Honor the networking code.
Another way to say
this is "do unto others as you would have them do unto you." If you
want to have your phone calls returned, return phone calls. If you want help
with your career, you must be willing to help others.
To be a successful
networker, you also must take contacts' suggestions. If someone provides a
lead—an idea or referral name—follow up on it, especially if the person has
agreed to "pave the way" for you by making an introductory call. You
aren't obligated to accept a position from a referral, but you are expected to
follow up. You're also expected to report back to your original contact to say
thanks. During that call, you can recount your progress and ask for additional
leads.
4. Make networking a priority.
If you're in the
throes of a job search, your first priority should be networking. Create a list
of people you know and ask them for ideas, referrals and contacts. Generate a
buzz about your abilities and your job search, and before you know it, people
will be calling you for networking ideas.
After you've accepted
a job, it's easy to heave a sigh of relief and assume your networking days are
over—at least until your next job search. Think again. Every contact you make
while working is a potential jewel in your networking crown.
5. Keep track of your contacts—and keep up
with them.
That means if you
landed the job of your dreams, let networking contacts know that your search
has ended and where you're working, and thank them for their assistance. Add
their names to your business holiday card list. Call contacts occasionally to
see how they're doing with no agenda other than keeping in touch. Let them know
what you're up to and do a little self-promotion. This isn't the time to
complain or gossip. Maybe there's something they need that you can help them
with. Visualize yourself building a large bank of networking good will and
making regular deposits.
6. Don't wait until you're desperate to
network.
Networking is a lot
like flossing your teeth. For it to do you any good, you have to do it
regularly. Keep your network alive and well so that if and when there's a
change in the wind, you're ready for it. It takes time to rev up your network's
engine if it's been cold or idle for too long. You want to keep it humming so
you can quickly shift into high gear. Today's job market is volatile and
employees are changing jobs often; one of them could be your boss. You may need
your network sooner rather than later.
7. Look for
opportunities others might miss.
Networking isn't just
about finding people who can help you locate a job. Sometimes the most valuable
networking you can do is within your company. Perhaps your employer sponsors a
charity ball. Other employees might consider this a real groaner, but it's a
great opportunity to meet senior managers and their spouses and to support a
cause the company considers worthy. Or perhaps a senior executive from your
firm is giving a luncheon speech to a local organization. Not only can you
learn from this presentation, but you'll be providing him or her with support
and building a bond for the future. You'll also be adding new contacts to your
network.
8. Ask permission to use a name.
Suppose you visited a
contact to conduct an information interview—a short, friendly
question-and-answer session designed to help you learn more about a profession
or company. Your contact gives you the names of several referrals. Before you
leave, ask permission to use your contact's name as the original source.He or
she may want to contact the referrals first, which will make your calls proceed
more smoothly. But the main reason for asking permission is courtesy. When you
mention names, you're capitalizing on your contact's rank and reputation within
the business world, so you want to make sure you have his or her knowledge and
approval.
9. Never underestimate the power of a
thank-you note.
If a busy executive
takes time to meet you and assist with your job quest, acknowledge the help you
receive with a handwritten note. This lets him or her know that you understand
and appreciate the his or her effort and contribution. It also allows you to provide
a short progress report and feedback about the referrals. Last but not least,
it paves the way for future contact.
10. Remember that you're never too old or
successful to network.
Don't think that
executives or others in authority positions are uninterested or unreachable.
Many senior executives are delighted to be contacted and want to share the
knowledge they've acquired over the years. Because of their seniority, they may
be isolated and appreciate the chance to impart wisdom or learn something new
from a prospective graduate. And when you reach a pinnacle of your own career,
remember to keep your network fresh and alive. It's fun, plus you never know
when it may come in handy.
