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While it
would make the introverts, the meek, the shy, and
the novices awfully happy if the newspaper
classifieds contained all job openings, that's
simply not the case. In fact, some of the best jobs
aren't listed anywhere except in the mental
catalogues of CEOs and managers.
So how
do you apply for jobs that aren't advertised
anywhere, that exist only in the seemingly
inaccessible minds of working America's movers and
shakers? You meet people who might have insight into
your job search. You talk to people who know people
who could help you out. You chat it up with
strangers at parties. You cold-call people you've
read about in the newspaper. You write cordial
letters to prominent community leaders. You
cultivate an arsenal of contacts. In short, you
network.
Think
about networking as a game, as a sport, as a
personal challenge. Below are some strategies for
success.
1. Brainstorm for Contacts
Think of
everyone who could possibly serve as a contact.
Don't limit yourself to people who could clearly
help you out - friendly, accessible people in
unrelated fields often have contacts they would be
happy to share with you. Also, people who, through
either work or volunteer activities, have contact
with a diverse crowd can be extremely helpful. To
get you started with your list, here are some
suggestions:
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Family friends
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Local politicians
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Relatives
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Journalists
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Neighbors
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Business executives
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Professors
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Non-profit directors
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Alumni
- Your
physician
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Former employees
- Your
hair dresser
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Former co-workers
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Prominent community members
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Public relations officials
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Members of professional organizations
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Religious leaders
2. Where the Contacts Are - Tried and True Places to
Network
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Local alumni association
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Conventions
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Class reunions
- Club
meetings
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Cocktail parties
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Internet list-servs
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Fundraisers
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Volunteer opportunities
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Business conferences
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Continuing education classes
3. Be Prepared
Networking is a little like planning a political
campaign. While it's essential that you are honest
and relaxed, you should not wing it. Just as
politicians think about what they tactically need to
accomplish, convey, and gain when they make an
appearance or give a speech, you should approach
networking opportunities with a game plan. Before
you confidently and charmingly sashay into a
business conference room, a dinner party, or group
event, do your homework. Find out who will be there,
or do your best to list who you think will probably
be present. Then decide who you would most like to
meet. When you have your list of potential contacts,
thoroughly research their work and their backgrounds
and then make up some questions and conversational
statements that reflect your research. And finally,
think critically about what your goals are for your
networking function. What information do you want to
walk away with? What do you want to convey to the
people you meet? But, as is always true, it's
important to be flexible and to perceive
opportunities you didn't plan to confront.
4. Networking Knows No Boundaries
Business
conferences, informational interviews, college
reunions, and cocktail parties are obvious
networking opportunities - you expect to walk away
with a few business cards and some recommendations
for potential rolodex entries. But the reality is
that invaluable contacts and enviable opportunities
often surprise us. Good networkers are flexible
people who approach connection-making as a fluid
enterprise that extends far beyond hotel conference
room walls. You never know who will step onto the
adjacent elliptical trainer at the gym; who will be
parked behind you in an interminable grocery store
line; who will sit next to you on an airplane; or
who will be under the hair dryer next to you at the
beauty salon. Don't let these opportunities pass you
by. While it may have been sheer luck that you
bumped into an affable CEO, your savvy approach to
networking can turn a banal exchange into a pivotal
moment in your career path. Always be ready to make
a contact and exchange business cards. And remember,
don't hesitate to network someone who has no obvious
connection to your ambitions: Your new contact may
be able to give you relevant names of his or her
friends and colleagues.
5. Follow Up
After
you meet with a contact, it is absolutely essential
to write a thank you note. Tell your contact how
much he or she helped you, and refer to particularly
helpful, specific advice. Everyone - even the most
high-level executive - likes to feel appreciated. In
addition to immediate follow-up after a meeting or
conversation, keep in touch with your contacts. This
way, they may think of you if an opportunity comes
up, and they will also be forthcoming with new
advice. It's important to stay on their radar
screens without being imposing or invasive. And, of
course, if you get that new job, be sure to tell
them and thank them again for their help.
6. What Goes Around Comes Around
If you
want to be treated with respect, treat others with
respect. If you want your phone calls and email
missives returned, call and write back to the people
who contact you. If you want big-wigs to make time
for you, make yourself available to others whom you
might be able to help out. It's that simple.
The
higher up you climb in the professional world, the
more you'll find that everyone knows everyone else.
Thus, if you're impolite, curt, condescending, or
disposed to burning bridges, you'll cultivate a
reputation that will serve as a constant obstacle.
Remember - the people who seem little now will one
day be running companies and making decisions. If
you treated them with kindness and respect when they
were green, they'll remember and return the favor
later.
7. Make It Easy For Your Contacts
When you
call, meet with, or write to a potential contact,
make it as easy as possible for them to help you.
Explain what you specifically want, and ask
detail-oriented questions.
For
example, "I'm looking for jobs in arts
administration. Do you know anyone who works at the
Arts Council? May I have their names and phone
numbers? May I use your name when I introduce myself
to them?" Another entree into a productive
conversation is to solicit career tips and advice
from your contact. Most people love to talk about
themselves. By asking for your contact to offer
valuable insight from his or her personal
experiences and successes, he or she will feel
important and respected. Who doesn't like to feel
like an expert?
Be sure
to avoid making general demands, such as, "Do you
know of any jobs that would be good for me?" This
sort of question is overwhelming and it puts an
undue burden on your contact.
8. Stay Organized
Keep a
record of your networking. Whether you do this in a
Rolodex, in a notebook, or in a database file on
your computer, it's important to keep track of your
contacts. Make sure your system has plenty of room
for contacts' names, addresses, phone numbers,
companies, job titles, how you met them, and
subsequent conversations you've had with them.
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