Precise statistics are difficult to gather but it is probably safe to estimate that two out of three jobs filled result from some type of networking situation. Accepting this as true, one can readily see the folly of spending two-thirds of your time answering ads in the paper. If you do, this is a grossly disproportionate matching of effort and accomplishment related to your job search activities.
Yet, we know from experience and survey that most job seekers think their time is better spent reading ads than networking. Why is this? Frankly, it is because answering ads is much easier than networking. Networking is difficult.
Admittedly, networking is something that does not come easily to most of us. Usually, our networking consisted mainly of our experience at work in a relatively closed organizational environment. But if you are in a need for a good job, you must overcome these feelings.
Networking is not by itself the answer to your needs but it is the ideal companion to all your other efforts.
How to use it?
Networking has many aspects that can be employed in the job search effort:
1. The traditional network of friends, relatives and acquaintances.
2. The expanded network of new contacts.
3. The target network for a specific industry or job.
4. The network organization or association.
5. The network as adjunct to other search activities.
Traditional Network
Listing the contacts you have made over the years is basic to developing an effective network. These types of contacts are often less than productive and seem like a waste of time to many of us.
Contact everyone on the list but be selective as to who and how you use him or her. Make a short list of those who are both willing and most likely to help. Discard those that are not. Once you have determined those who are likely to help, cultivate them.
Make sure that they know what your objective is in very specific terms. Often network contacts of this type fail to deliver because they never really understand "where you're coming from and where you're trying to go." Careful discussion, follow-up letters, resumes and other means of communication accomplish this.
Do not expect miracles. Most of these individuals, particularly in today's market, do not have or know of job openings immediately. They should be approached from the standpoint that if you effectively communicate with them they might stumble on to something at some future time. There are not quick fixes in the job search business. Remember to ask each contact if they can refer you to anyone they know who may provide assistance.
Target Network
A target network is based on the same concept as a target letter. But, instead of targeting a job or industry or company, a group of contacts that could be influential in getting the targeted jobs are targeted. Say that your objective is obtaining a position in the health care industry as a controller. The idea is to make contact through letters, telephone calls, or other means with those who can help. Most of these are new contacts. Once established they are worked in the manner a salesman works leads.
Various professional organizations. (Check the business section of your Sunday paper). Breakfast business clubs. (Check your paper for the listings). Alumni associations. These organizations take up little of your time as they meet before or after work or during lunch. They are usually informal and afford you the opportunity to meet others easily under friendly circumstances. While attending such a gathering, keep the following points in your mind: Prepare as though you were going to an interview. Know exactly what you are going to say, particularly when you must introduce yourself to everyone.
Make up a special business card, if you have to- list yourself as a "professional engineer" or "accountant" or whatever is consistent with the group that is meeting. Target those in the group who are likely to do you the most good. Be patient. It takes time to develop contacts in this type of setting.
Organizing
Develop your card file or a computer listing of all your network contacts. Specify the date you talked with them, the follow up action and when to contact them again. Add any referral you get to your network.
Telephoning the Network
The most important function of the telephone is as your primary link with your personal network. Phone your network contacts on a regular basis. Keep a record of your calls. You need to know when you last spoke with each person and when you should follow up with another call.
Be prepared and in control.
A number of techniques will assist:
* Do not make business calls unless you are dressed for business. Your position is weakened when you attempt to converse with the president of a company who is sitting in his office in his business suit while you are at home in your jeans or sport clothes.
* Stand up while making your call. That gives the voice an air of power and authority.
* Put a mirror in front of you and smile in the mirror. A voice with a smile in it can get through many doors that oftentimes are closed. Remember that the people on the other Have your mission' clearly in front of you, with a well thought out script. Plan your answers according to the various options that you will be given.
* Rehearse your phone script with others to develop a smooth flow of words. Practicing your technique only improves your ability to get the results you want.
* Begin your day by calling someone you know who is positive and upbeat. A good positive flow of conversation will set the pace for your subsequent calls.
* Make a list of third level companies and contacts for your practice sessions.
* Make 10 to 15 consecutive calls and from your experience make a list of the most
commonly asked questions. Evaluate your answers - what worked for you and what did
not work for you.
* Tape record your phone conversation and then critique yourself for better effectiveness. Ask your spouse or interested friends to listen to your tape with you and give helpful suggestions.
* Keep practicing and keep record of your percentages in getting through. The more you do, the better you will get. This skill will be an invaluable asset for whatever job you go into in the future.
* Fall back on your friends. If you begin to falter in your sense of confidence with the phone, talk to them about it.
* Be aware of your sense of timing - are you better in the early morning, afternoon or after lunch? What timing is best for your psychological make-up?
* Do your homework. Before the call, think about everything you know about that
company. Ask yourself: What do they want to know about me?
Now, go get that job you want and need! |
