Sourcing Opportunities (Positive and Productive Networking)

From the Wall Street Journal: April 21, 2009

Over
the next several posts we are going to look at how to find
opportunities through various means and will start that discussion off
today with how to network in a positive and productive manner.

There
are many articles that talk about why you should network but very few
give step by step direction on how to start and carry out an effective
networking campaign so that is where we are going to focus our efforts.

Although
networking as a whole is by far the most productive way to look for a
job, not all networking is created equally. There are three
distinct ways to network for a job - online via social networks, in a
group setting via job-search groups, chambers, and professional
associations and informational interviewing through one-on-one
meetings. Statistically speaking, informational interviewing is by far
the most effective networking source and I have found that the other
two (online and group networking) can be best utilized to support your
informational interviewing efforts.

There
are a lot of ways to really mess networking up and very few ways to get
it right. With that in mind, here are nine things that need to happen
to sustain a long-lasting networking campaign that is positive and
productive for both you and the people that you come in contact with.

1. Learn the four laws of job-search networking. There are
many things to consider and take to heart before starting to network
and we have identified four things to remember that will help lay the
groundwork for you to be successful in your efforts.

• Networking is not asking for a job, it is a process of gathering information that will assist you in your search.


• People
  want to help in your search but in order for them to do so you have
  to present yourself professionally, respect their time, and
  ask relevant questions in an appropriate fashion.


• People will not be interested in helping you if you show absolutely no interest in them.


• Always
  willingly, sincerely, and truthfully offer to return the favor and ask
  how you can be of service to them both now and in the future.

2. Get your tools together.
As with anything in life, the better prepared you are the likelier you
are to be successful. When it comes to networking, here is a short list
of what it takes to get you ready to truly receive the full benefit:

• Knowing what you want to do


• Knowing how you fit into that function


• Knowing what your value is in general and to that function specifically


• Having a good résumé


• Having job-search business cards


• Have an effective elevator speech


• Having a professional email address and phone with voicemail


• Having a list of companies you would like to work for


• Having a positive attitude and a servant's heart

3. List and categorize everyone you know.
If you go by what statistics say, the average person knows 250
people, but I believe that number is actually much higher. Before you
dive head-first into making calls, it is important to make a list of
those that you know and then put them into one of three categories so
that you can be organized and efficient in how you work.

• The
  first category (A) is people that you know the best. They are people
  that you can laugh with, cry with, and tell your deepest secrets too
  and they will think no less of you.


• The
  second category (B) is people that you know very well but you would be
  very hesitant to share absolutely everything with them.


• The last category (C) are people that you know but might call them ‘MR.' or ‘Mrs.'

4. Know what to say and how to say.
This is last step before the rubber truly meets the road and where you
will either be successful or fall flat. Not knowing what to say and how
to it and can spell doom for your efforts and is a major contributor to
those that fail at networking. Here are a few rules of thumb to keep in
mind:

• You
  need to be able to articulate where you have been and where you want to
  go (i.e. your elevator speech) and why people should be interested in
  you and more importantly why you are interested in speaking to them
  (each person will be different).


• More important than how you position yourself is the types of questions you should be asking. You NEVER
  (and I mean never, ever) want to ask for a job during the networking
  process. That puts your current and new contacts in an awkward
  situation and will lead to doors closing before you are able to gather
  the information you need. Here are the types of questions that are
  appropriate and relevant for networking for opportunities
  
  
  
  • Who Questions
    
    
    
    • Who do you know in ___ company/industry?
    
    
    • Who do you know who knows people in ___ company/industry?
    
    
    
    
  
  
  • What Questions
    
    
    
    • What would you do if you were me?
    
    
    • What do you feel I would be good at?
    
    
    • What do you think about my résumé/elevator speech?
    
    
    
    
  
  
  • Where Questions
    
    
    
    • Where do you think I might uncover opportunities
    
    
    • Where do you think I might be successful?
    
    
    
    
  
  
  
  

5. Call your contacts to get feedback and find out who and what they know.
Most of the people on the list you created in step number three will
already know that you are at least poking around for a new job and many
have probably offered assistance.  If you know how to make the ask to
your friends and family they should be more than willing to help you
out in a number of ways.

Strongly
consider starting with your ‘A' listers because you will make mistakes
and you will mess up and it is much easier to do that with someone you
are completely comfortable with. As you improve your ability to flow
smoothly through a phone call and meeting move onto your ‘B' and ‘C'
list contacts and then onto the new contacts you have been able to
develop through those you already know. 

6. Call your contacts contacts and set a time to speak with them.
This is where many stumble in the networking process because they are
hesitant about calling someone that they don't know. A long time
friend, Hal Hassall (www.linkedin.com/in/halhassall),
has developed a Golden Script (below) for networking that has a money
back guarantee and helps take the awkwardness out of making that call.

Hi (-), this is (-)....

      (pause and take a breath)

My friend (-)  suggested that I call you immediately....

      (pause and take a breath)

I am making a career change and (insert your friends name) thought you might be willing to share your insights....

      (pause and take a breath)

I know what I want to do and how, but simply need to understand where to best look for opportunities in (your job function)....

      (pause and take a breath)

May I come see you for 15-20 minutes this week to learn your thoughts....

      (pause and take a breath)

Please give me a call at (insert your phone number) so we can schedule a time that works for you.

7. Meet with your new ‘friends' and manage the meeting for maximum benefit.
Remember, when you contacted your ‘new' friends you promised no more
than 15 minutes of their time and you really need to stick to that. The
last thing you want is a reputation of someone who does not keep their
word. Here is a basic formula that you can follow to help ensure you
stay on time:

8. Repeat the process.
Now that you have contacted your contacts contacts, it's time to go to
the third level out and call their contacts. Use the golden script, use
the same who, what, and where questions, and try to develop new
contacts and keep the process going.

9. Track your progress and follow-up.
As you move along in the networking process make sure that you are
tracking who you are speaking to, when you spoke to them, and the
results from that meeting (information gained, connections made, etc)
so you can make sure you are not doubling your efforts and following up
in an effective manner.

Everyone
you speak to should get a hand-written thank you note about a week
after you meet with them and an email as you move forward in your
search to let them know your progress as you utilize the information
that they provided.

What you get and what you find. 
You will find that in a very short time you will have a large and
continually growing number of contacts that are keeping their eyes and
ears open for you and also doing their best to help you land a new
opportunity. In most cases, your first and second level contacts will
not lead to opportunities; it will be your fourth and fifth level out.

Networking
is a vital part of a successful job-search and if done correctly, can
not only help in your current job-search but also lead to new
opportunities down the road.

Until next time, good hunting and good luck!