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How to Network Successfully During a Job Search

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Thu Dec 10 2015

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In my earlier blog post, 3 Rules for Networking Success, I defined networking as “the exchange of information or services among individuals, groups, or institutions; specifically the cultivation of productive relationships for employment or business.” 

When I talk about networking, especially in the context of job search, I’m not talking about attending large “networking meetings” and sharing your business card with everyone you see.  For me, networking refers to one-on-one meetings held with individuals with whom you wish to build a relationship. The purpose of the meeting may be to determine if there are ways that you can help one another, learn from one another, or simply get to know someone else in your field. 

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However, if you are searching for a job and haven’t done any networking beforehand, your main goal may be to learn if they know of any openings. If that is your networking goal, you need to be careful how you position your request for a meeting—so that your request doesn’t get ignored or forwarded to HR. 

What Do You Have To Offer? 

Before you reach out to someone for a networking or information interview, be clear about what you have to offer. What are your best skills? What special knowledge do you possess? Do you have industry expertise? Who do you know in the industry? What personality traits describe you best? 

Bottom line: Knowing yourself will serve you well in your meeting. For help determining what you have to offer, check out TD at Work issue “Keeping Your Career on Track.” 

Where Do You Want To Work? 

You also need to be clear about where you want to deploy your skills. Consider geography, desired commute, industry preferences and the type of company that allows you to do your best work. Ideally, you should have identified some target companies that fit your profile.

Once you have sorted out the type of position you are looking for, you can craft a simple statement that includes your best skills, interests, industry, and geography. 

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For example, I worked with a client to develop the following statement: “I’m looking for a position where I can use my financial management skills in a non-profit setting located in the Boston area. I’m particularly interested in larger non-profits who would benefit from my portfolio and cash management skills.” 

Who Should You Be Talking To? 

First, make a list of everyone you know starting with friends, family, associates, and acquaintances. Don’t forget your hairdresser, lawyer, accountant, and anyone with whom you have worked or done business. Next, determine who you would like to get to know. 

In the example above, it was useful for my client to get to know financial managers in nonprofit organizations. How to find them? There are associations for everything, so take a look to see if there is a local organization that serves your niche. It turned out that there was a nonprofit financial managers association in Boston and my client found it through Google. 

Another great source on professional associations the Weddles association directory. Besides professional organizations, you can check MeetUp groups and your LinkedIn network. 

How Should You Contact Them? 

The best way to reach out to a networking contact is by having an introduction from someone they know and trust. You may be able to arrange that through LinkedIn or other personal contacts. If you can’t get a warm introduction, the next best way is by having a bond such as graduating from the same school or sharing a common interest. You can find people with common interests through online groups or Twitter. 

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Even having a weak link to them, such as being a member of the same group on LinkedIn or attending a program where they presented, can be enough to start up a conversation. If you don’t have any plausible link, you can still contact them directly, but be sure to let them know how you might be able to help them

Once you’ve determined who you’d like to get to know, my personal preference is to send an email and schedule a time to meet in person. If that doesn’t work, settle for a scheduled phone call. The best time to try to contact people tends to be in the early morning and late afternoons. Friday are often good, but avoid Mondays when people are getting back into the swing after the weekend. Speaking of weekends, you can also reach out to people on the weekend when they may be checking email but are less busy. 

What Should You Talk About?

Do not ask people if they know of any jobs or openings.  Most people don’t know about jobs that are posted in their own companies, much less jobs posted at other companies. Instead, ask them for ideas, information, and referrals to people who work at interesting companies. 

For example, try something like: “I don’t expect you to have an opportunity for me or know of any opportunities, but I’m looking for advice about companies who may be interested in someone with my background.” If you have been doing a good job with your networking effort, you will have good information and contacts to share with them as well! 

How Much Time Should You Spend on Networking? 

If you are unemployed and looking for a new position, you should ideally spend at least 50 percent of your time on networking to find companies and people who can get you closer to actual opportunities. Don’t expect your networking efforts to generate job leads right away, it usually takes a round or two before you start getting actual leads. 

If you are job searching full time, you can spend 25 to 30 percent of your time “prospecting” or looking for specific openings and leads via company websites, job boards or by speaking with recruiters or agencies.  The remainder of your time should be spent researching companies, preparing for interviews and applying for positions. 

If you are employed and looking for a new position, it is harder to find the time to network extensively. Instead, you should schedule meetings with people whom you feel you can trust to quietly get the word out that you are looking for a new opportunity. Attend professional meetings and other local events that will allow you to be visible and make contacts with people who may be in a position to help you. This is a great time for you to get active with the local chapter of your professional association so that you can get to know colleagues in your field! 

Hopefully, this will get you started on a successful networking effort! For more tips on networking, including sample networking letters and questions for networking meetings, see Networking Tips in our Members-Only library or our TD at Work Career Management Collection.

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