Rules for Networking Success Part 1

Rules for Networking Success Part 1 Many people think that networking during a job search means calling everyone you know and asking them for a job. They associate networking with being pushy, overbearing, and an overall pest. People often shy away from networking because they dont want to be labeled as this type of person. But research shows that 70-80% of all jobs are filled through networking. How can this be so, if networkers are such an annoying, self-serving lot?Successful networkers are not egocentric, aggressive jerks. They show a sincere interest in their networking contacts. They work hard to develop a relationship, establish their credibility, and share information. They follow the rules of the game where everyone has something to gain. Like the lottery, you have to be in it to win it. Here are a few rules for successful networking.Dont ask for a job…Ask for information. Networking is not about asking everyone you know for a job. As a matter of fact, when you network you should never ask someone for a jobâ €¦You ask them for information that will help you in your search. Your goal is to build a relationship and establish rapport so that if a potential opportunity becomes available in the future, they will want to refer you. Compare these two scenarios:Scenario One “Joe, Ive been out of work for six months and Im really strapped for cash. Do you know of any open positions in your department?”Youve put Joe in a very difficult position. Sure, he can sympathize with your situation, but he may not be able to offer you a job. Perhaps hes not in a position to refer you, or theres a hiring freeze, or there arent any openings right now. Whatever answer Joe gives you, its bound to be disappointing. So to redeem himself, Joe says, “I dont know of any open positions, but why dont you give me your resume and Ill send it to the HR department where I work.” Bad move. Unless your skills match a specific opening in the company at that point in time, its bound to never be looked at. Joe will fe el that hes done what he can for you, but you will be no better off.Scenario Two ”Joe, as you know, I most recently worked for a medical device company in their marketing group. I know that youve been in pharmaceutical sales for the past 15 years and Im very interested in learning more about marketing roles within your industry” I dont expect you to know of any open positions in your organization, but Id like the opportunity to speak with you briefly to learn more about your organization and the pharmaceutical industry in general.”Joe may think, OK, heres a friend that wants some information and sees me as some sort of expert on the topic. Thats kind of flattering. I guess I could spend a few minutes with him. Does Joe know youre looking for a job? Probably. But you are not asking him for a job; youre just asking him for advice and insight. The stakes are low and the expectations are reasonable, so he is more likely to help you.Dont take up too much of the other persons time. Have an agenda and keep the meeting on track. Nothing scares people more than the prospect of someone eating up a lot of their time. Many people dont want to cram yet another meeting into their already jam packed day. Contrast these two situations:Scenario One You meet with Mary after a mutual friend has agreed to help you set up a brief 20-minute meeting. You neglect to prepare for the meeting, ramble, get off topic and spend an hour and a half with her. Mary feels that you have abused the use of her time and you havent gotten to the critical questions youd hoped to ask during the meeting. Mary feels burned and vows never to network again.Scenario Two You walk into the meeting with a prepared mental agenda that includes: • A reminder of who referred you and perhaps some brief chit-chat about that mutual acquaintance. • A statement up front that you have no reason to believe Mary can offer you a position and a reiteration of why Marys information is of interest to you. • An ex planation of your agenda. “Today Id like to tell you a bit about myself and get your perspective on the future of the high-tech industry.” Remember to discuss your skills and accomplishments and show how you can add value to an organization.By planning out your meeting ahead of time, you establish your professionalism, gain credibility, and cover all the critical agenda items. Check back tomorrow for more networking strategies.