Network Your Way to Success
No other job search technique can give you such extensive
rewards, so learning to be a successful networker is critical. What does it
take? Techniques, sure, but more importantly the right attitude.
Think of yourself as someone who can be helpful rather than someone looking
for a favor and your entire networking experience will have a focus and
direction that will serve you well beyond finding your next job.
What do I mean by being helpful? Think of yourself as someone who can
provide information to the people you meet. After all, you'll be talking
with lots of people in an industry and, by listening attentively, you'll
pick up information that you can share.
Let's say you're looking for a job as a research assistant in a financial
services company. As you read the business news, be on the alert for new
information about upcoming technology trends or competitive threats from
banks offering financial planning services.
Then when you go on information interviews or attend association meetings
you can talk about these topics with the people you meet -- asking them
questions about how it will affect their companies and offering to send them
copies of the articles. You'll make a much stronger impression than if you
just introduce yourself plus you'll have a second chance to get your name in
front of them because you will be sending them the article. You'll
differentiate yourself from other job seekers who don't go to the trouble of
making a second contact.
Of course, before you meet with someone, you'll do your homework about the
company and industry in which you're interested. That research means more
than just finding out what's on the Web site, though.
If possible, learn what you can about the backgrounds of the people you'll
be meeting. Get the attendance list from the association before the meeting
and decide who you want to meet -- then search out information about them
and the association. Have they held office? Are they new members? Are there
several people from their company attending the event?
A hint for shy people: call the membership director of the association and
ask for help. Say you'll be visiting the meeting and would like to be
introduced to two or three people. Explain that you're looking for
information to help with your job search. Then when you get to the meeting,
introduce yourself to the membership director (who will probably be sitting
at the check-in table) and thank him/her for his/her help getting you
started with introductions. Remember that you're there to be helpful -- to
listen and share information, not ask for a job.
It's always easier to meet people by asking questions that let them talk
about themselves and their jobs. Think of yourself as the host of the event
rather than a guest and immediately you put yourself into a new mindset --
one of helping rather than being needy.
After a few minutes talking with someone, it's time to move on. Ask for a
business card and note on the back anything you plan to do as follow up --
call, send an article, etc. Don't offer your card unless asked, but usually
when you ask, people politely ask back. Suggest that the other person must
want to talk with others, shake hands and walk away. Don't overstay your
welcome.
Look for someone who's alone and start a new conversation. Thinking like a
host, you don't want anyone feeling uncomfortable or awkward, so approaching
someone who's standing alone will be easier.
Once you get home, make a list of the articles or other information you
promised to send and be sure you do it the next day. Also, send a thank you
note to the membership director, if that makes sense, and anyone else who
gave you a lead or suggested you contact someone else. Make follow up calls
a day or two later to set up appointments or get further information. You're
on your way to success.
Networking is a skill you can, and should, use throughout your career, not
just when looking for a job. Network when you need new clients, when you
need information, when you need help with a project and of course when you
need another new job.
Jan Cannon, MBA, PhD, has over 10 years of experience helping clients to
find work that they enjoy through career coaching and resume preparation. She
was an online expert with CIO.com and jobfindtoday.com and currently provides
online content to the Career Connection of the Boston Herald (
http://print.jobfind.com ).
Jan speaks to groups and leads workshops on making career choices, networking,
finding jobs, and staying motivated. She teaches courses on entrepreneurship
for those interested in starting their own businesses. Jan has Myers Briggs™
MBTI™ and FirstStepFastTrack™ certifications and offers Inscape™ DiSC
assessments.
Jan's book on senior job search will be published by Capital Press in
April 2005.
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