Networking to Find a Job

In-person networking is the process of making direct one-to-one connections…one person at a time.  Another way to look at it is that you are building a series of allies much like a spider builds a web. In-person networking allows you to accelerate your reemployment. It’s a way for you to cut through the red tape and sit down with knowledgeable professionals who can share insights, make connections happen, provide career feedback, and offer additional personal context that might help you find a job.

 

What are the goals of In-Person Networking?

By going out and meeting people, it significantly increases the opportunity of being seen - being in the right place, at the right time when a job is either planned or may suddenly become available. Goals include:

• Gaining insight or perspective about your industry and the companies in your area.

• Spreading the word that you are actively available in the job market.

• Improving your interview and rapport building skills.

• Receiving personal introductions to other key decision makers in your community.

• Establishing ongoing advocates for your current job search and career future.

 

How do I start?

Select three people who know you well and you can trust. Your primary contacts should also be well respected members of our community. There are a number of reasons for this:

• They will have high leverage with other members within your community.

• Their good name will open doors you would never find on your own.

• They will help you increase the personal effectiveness of your interviewing by enabling you to connect and establish a “top of mind” reputation with decision-maker. You want decision makers to think of you first as future positions arise.

• Lending their good reputation and connections to your job search will empower, pre-qualify you, and add legitimacy to your job search efforts.

• They will be willing to further utilize their natural network of decision-makers in your area (as you move forward in your job search).

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In-person networking is interactive at business meetings, informational interviewing, going for coffee or lunch (to gather information), and other gatherings where you are amongst people of the community – volunteering, helping others while making your presence known. In-person networking begins with and ripples out from your primary contacts. Use Exhibit 16-2 as your worksheet to build your networking contact list.

 

How to find Primary Contacts

You don’t have to have friends who are rich or famous; or related to Donald Trump or Warren Buffett.  Anybody who you know that makes a living through or with people are potential candidates for primary contacts.

 

Primary contacts could be your priest, minister, rabbi, accountant, banker, broker, lawyer, dentist, baker, doctor, florist, mechanic, car dealer, beautician, hair dresser, barber, tax planner, favorite restaurant proprietor, or any other small business owner that you may know (and they know and like you). They are the great connectors within your local community. Their livelihood depends on repeat business, a great reputation, and a strong customer base. Don’t be embarrassed or afraid to ask for their help. You may have invested resources in them by doing business with them through the years. Asking for a modest return on your investment is a perfectly fair expectation on your part. This is not the time to be timid or shy. Business is both personal and reciprocal. Too many people have stopped patronizing a business or have changed churches because of an unjustified embarrassment or shame after asking for much needed help and counseling. For whatever the reason, you should not be embarrassed or ashamed. 

 

Leverage turns a cold call into a warm call…. It's a combination of getting help from people you already know and learning who else to meet with to gather additional information. In 90% of the time, you will be calling someone at the recommendation of a known acquaintance - making a “warm call” instead of a cold call. The person you’re calling should be far more likely to meet with you because of the acquaintance you mutually know. 

 

Primary Contacts will ask you what type of people you want to network with. You should be looking to network with people who are a minimum of two levels above your current position. You do this for a number of good reasons:

• Your primary contact would not send you if this person could not help you.

• You will be talking with key decision-makers.

• Managers or executives usually have an assistant screening their calls; and assistants work directly with their bosses’ calendars.

• They will not feel threatened by your request to talk to them.

• Their view or perspective of the industry is much different than yours.

• More often than not, they will remember what it was like when they were networking into different industries and/or positions.

• The people they refer you to will be at their level, not yours.

 

How to Begin the In-Person Networking Process

As you begin to work out from you primary contacts, follow this proven formula for networking success:

• Have a finished resume and cover letter template

• Develop and be comfortable discussing your career summary

• Know the companies you’re most interested in targeting

• Know which professionals you want most to meet and why you want to meet them.

• Ask questions that will further your understanding of critical issues, business conditions, practices, changes and trends within specific industries particularly as they relate to your area of expertise.  Prepare 5-10 “Igniter Questions” for this interview

 

Sample questions about business trends and critical issues:

• What are some important long-term trends affecting this industry (sector)?

• How do you see these trends affecting marketing strategy (or other functional areas of the business)?

• What are the critical issues facing your industry today?

• What are some important sources of information I could use to keep up-to-date on this important issue?

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Overview of the In-Person Networking Process

1. Receive referral

2. Mail a Letter of Approach (SEE: Exhibit 16-1A) in a business-sized, stamped envelope; or if your contact is a personal acquaintance, email an abbreviated Letter of Approach (SEE: Exhibit 16-1B) enlisting all the etiquette of a written letter of approach (as noted below). 

3. Follow the Golden Rules of Networking

4. Be patient as you follow-up with attempts to schedule the meeting

5. At the meeting, be sure to ask your igniter questions

6. Request 3 additional referrals

7. Send a thank you note within three days after the networking meeting

 

Letter of Approach

Most business communication is sent via e-mail. Because of the sheer volume of emails sent back and forth, many times an email will sit unread especially if it comes from someone unknown to the person (or name not recognized by the person).  On the other hand a well written, folded letter sent through the US mail in a business-sized envelope will stand, out and get read.

 

A well-written Letter of Approach includes:

• In the first sentence - the name of the person who referred you. 

• In the second sentence - indicate why this person referred you.

• Second paragraph - make a clear statement that you do not expect them to know of or have a job; that you are requesting information only.

• Third paragraph - request 20 minutes of their time.  Highlight briefly the most important questions you would like to ask.

• Conclusion:  “I will follow up with you shortly to arrange a date and time which is mutually convenient.”  Don’t forget to let the person who referred you know you have sent a Letter of Approach (in case your new contact speaks with your referee).

 

Telephone Communications

Effective letters of approach can create a polished and professional first impression.  But to continue communicating by way of postal service is often labeled “snail mail.”  Telephone (cell phone) or electronic communications, however, can create a much more efficient and quicker response to:

• Set up meetings

• Confirm information

• Keep in touch on a regular basis

 

Telephone communications means the human voice using proper telephone etiquette and techniques.  Effective use of the telephone requires thorough preparation. Remember - the primary mode of communication is sound; or more specifically the spoken word. Preparation, therefore, consists of carefully choosing words, phrases, and sentences relative to your subject; then planning how to use them for maximum effect.

 

The major goal of pre-planning is to eliminate wasted time: yours certainly, but more importantly that of the person you are calling. A well thought-out phone call will sound focused and professional and will duplicate that same professional image you created in your letter of approach. An impactful telephone call will produce a more cooperative response than would an off-the-cuff, unprepared call requesting unorganized information.

 

TELEPHONE FOLLOW-UP:  PREPARE – PREPARE – PREPARE

• Always use the name of the person who referred you

• Be prepared to deal with gatekeepers… it is their job to screen calls

• Be friendly, but be persistent

• When telephoning to set a time to meet, always ask if your target has a moment to talk. If not, ask when a better time to call back is.

• Your primary objective is to arrange a face-to-face meeting (20 minutes)

• Establish a meeting time and place (be creative)

• Be prepared to do your information meeting on the phone then and there, if that is your only option.

• Have your calendar available

• Thank your contact and confirm the agreed upon meeting details

 

SAMPLE PHONE SCRIPT – SETTING UP AN INFORMATIONAL INTERVIEW

• Use this script as a starting point and modify in your own words and circumstances.

• You have less than 30 seconds to make a positive impression and communicate your purpose.

• To sound confident, standup while you are talking. Make sure your voice pitch goes down at the end of your sentences.  If it goes up, you will sound unsure and tentative.

Greeting and Reference to Referral | "Hello (contact's name). (Referral's name) recommended I contact you"

Purpose | "I am currently researching (industry, function, etc.) and (referral’s name) thought you would be an excellent resource for me to find out (information you are seeking). The reason I am interested in this information is…

Reassurance | "I want to emphasize that I am gathering information at this time in my job search. I clearly do not expect you to know about any job opportunities. My intent is to benefit from your knowledge and experience in (industry, function, etc.)"

Ask For Meeting | "Would you be available to meet with me to discuss these issues for 20 minutes sometime next week? Would (e.g. Tuesday morning) be convenient, or is there a better time for you?"

Confirm Meeting Location | "I will meet you at (time) on (date) (in your office) at (location) on (day/date)."

Thank You | "Thank you for your time. I’m looking forward to talking with you."

 

The Golden Rules of Networking

Regardless of how badly you want a job, to be successful at in-person informational networking, you must follow the Golden Rules of Networking:

1. Never ask contacts for a job

2. Never expect contacts to have a job for you

3. Never expect contacts to know of a job that would be right for you

The Golden Rules of Networking are important because

• It immediately lets the person “off the hook” in terms of them feeling any responsibility to have a job for you.

• By following the rules you can relax and truly learn about the person you have worked so hard to meet.

 

Following-Up

Be patient as you follow-up with attempts to schedule a meeting. It is easy to become frustrated when your letter goes unanswered and your follow-up calls unreturned. However, your patience will be rewarded eventually. Each time you meet a contact you build another advocate in your job search. Every referral you receive helps build your credibility, your personal brand, and your knowledge of the job market.

 

Follow the Rule of 3/30

When it comes to following-up on Letters of Approach, utilize the Rule of 3/30. The Rule of 3/30 is that you want to make 3 contacts every 30 days.  This translates to about one follow-up call every 10 days and communicates that you are persistent, but not a pest.

 

A week before the Meeting

• Send a quick email reminder with the Subject: Confirmation. After a brief greeting, confirm the date, time and location of your meeting in the body of the email.

• If available, provide a meeting agenda with questions you want to ask.  If your questions are not prepared at this point, send another email no less than 2 days before your meeting with your most important questions. Cut, paste, and update your original Letter of Approach to include your key questions of interest.  SEE Sample Questions to Ask – Exhibit 16-3

• Make sure to include your cell phone in case there are any last minute changes.

• Re-emphasize the Golden Rules of Networking.

 

At the Meeting

• Begin with a quick update regarding the person who referred you

• Thank them for seeing you

• Mention you plan to take only 20 minutes of their time

• Review the Golden Rules of Networking

• Lead into the agenda for the meeting by referring to your latest email

• Make sure you have a copy of your resume and cover letter in a manila folder (to provide only if asked)

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Dynamics of Interviewing (Details covered Effective Interviewing)

You have worked long and hard to get to this point. It has taken weeks or even months to get on the interviewee’s schedule. Twenty minutes of quality time will fly by. Realistically, if you get two or three of your questions answered, you have done well.

 

Watch the time

If you said you were going to stay for only 20 minutes, at 18 minutes - close your notes and begin to end the interview by saying something like “this has been a wonderful meeting, I really appreciate the opportunity to learn from you.  I mentioned I would only stay for 20 minutes, and I don’t mean to take up any more of your time.” Stand up, extend your hand, and be prepared to leave. Fully expect to end the interview by saying something like “I have learned so much today. Thank You!” In my experience, the person you are interviewing with will ask you to sit back down. They usually say something like “Please stay - I know you requested 20 minutes, but I planned an hour for our appointment.”

 

Don’t Forget to “Ask for the Sale”

If you are invited to stay, be sure to watch the person’s body language. Your extended visit will soon be over. When they start to look at their watch or clock on the wall, start to fidget, or if they have been taking notes and suddenly close their pad, they are they are communicating to you that the interview is over. Thank them and as you are ready to close say “Before I go, one last quick question - are there two or three other contacts you might recommend I connect with to have a similar conversation regarding the industry?” This is your rapport check. If they willingly provide additional contacts for you, they have signed on as members of your job search team. Their willingness to lend their good reputation to you after just one meeting is a strong indicator of just how successful you were at building rapport. If not, when you write your thank you note that night, be sure to mention that you will follow up shortly to see if any other contacts (to network with) came to mind.

 

Cultivating Connectors

Sometime you may need additional help to cultivate a connector within the community. Marcus, a trailing spouse, joined Professionals in Transition and was trying to network into a major bank here in town. Chris (a graduate of our program) suggested to Marcus he consider getting his haircut done by a particular barber whose shop was across the street from the bank. “Even though I don’t have much hair to worry about,” Chris commented “my barber has become a great friend over the years and knows everybody in town.”

 

Chris shared that “practically all of the top management of the banks as well as the top law firms downtown got their haircuts by Frankie (his barber) and Frankie had known most of them for many years.”  He provided Frankie’s phone number and suggested he call ahead. Chris recommended he use his name but to be prepared for a long wait to get on the much “in-demand” barber’s schedule. It took Marcus nearly three weeks to get on Frankie’s schedule. After his third haircut, the barber asked him what he did for a living. Marcus shared that he was new in town and was a trailing spouse who had worked for a major bank in his old city. Frankie said “I know three people you should talk to, but I’m not exactly sure what they do at their banks these days. I’ve been cutting their hair for the past 20 years since they were young bucks.” He handed Marcus direct dial telephone numbers of who turned out to be the VP of Advertising, the Director of Marketing, and a Senior VP of Finance for several well-established banks. Less than two months later, Marcus was employed as a manager at one of the banks.

 

Why is this true story so important?  Frankie prequalified Marcus by providing a link to key decision-makers at the bank who were his customers for years.  He didn’t know the referrals positions at the bank, but thought they would help Marcus in some way.  After a series of very successful interviews, Marcus was confident a job offer was forthcoming.  However because of a hiring freeze, everything came to a grounding halt.

 

When an assistant manager became very ill, Marcus was hired (in a temporary position) to help fill the gap that was created.  This position opened without warning and because of the sensitive circumstances this position, would never have been advertised.  An unfortunate circumstance created an immediate need, and Marcus was there.  Even though this was a temporary assignment, the sudden opening gave Marcus the opportunity to demonstrate his abilities which eventually led to a permanent position.

 

Didn’t Marcus just get lucky? Earl Nightengale, in his CD series Lead the Field, comments “Luck is when opportunity meets preparedness.”  Was Marcus in the right place at the right time? Of course - but there was no way for him or the bank to anticipate the sudden need that arose. Once Frankie provided the names of his customers to him, it was up to Marcus to follow-up on the leads given by the barber. Frankie’s relationship got Marcus through the banks’ doors, but Marcus had to prove his worth forward.

 

As you move through the networking process, you may begin to hear the same names mentioned. The more often you hear them, the greater your sense of urgency should become to go see them. No one, regardless of how high up they are, is off-limits as long as you can get a referral to him or her. Successful people know successful people.

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Always Send a Thank You Note (See: Exhibit 16-4)

It is human nature to want to feel appreciated. When someone has extended you the courtesy of referring you to a contact or reserving time to talk with you regarding an informational interview, you should always follow-up with a short, business toned thank you note - simple, to the point, and promptly returned to the individual. 

 

Depending on the nature of the informational interview (artsy or creative in nature versus manufacturing or laborious), your thank you note can be hand written and mailed or typed in a business format and mailed. It is common, convenient, and acceptable to email a thank you note making sure all parties in the informational interview are copied.  (But remember the volume of email received may delay the reading of your good intentions.)