Networking

To some, the idea of job networking is exciting; to others, they’d rather dig a hole and climb into it. Regardless of your personal feelings about networking, it is a very important part of any job search process. Indeed, most job search experts agree that 60% or more of your job search should be devoted to networking. Anyone who foregoes networking is risking the loss of substantial job search opportunities.

So, what is networking all about? Basically, it is a process of working with people in an ever-expanding process in order to identify job opportunities. In many cases, these are job opportunities that might not otherwise be accessible.

For example, many organizations only post jobs internally or through selected recruiters. Some employers do this very early in the recruitment process, and only post jobs through conventional sources if their initial efforts fail to produce qualified candidates. Also, many jobs are filled because someone knows a job is coming open and tells friends or acquaintances about it before the job is even posted for viewing by the general public.

Often, these jobs are the “best-of-the-best” and are visible only to those within the confines of a small network of people. They get filled quickly and the general public never knows about them.

Networking is a way to expand your job search, but also a strategy to discover these hidden job openings. It gives you a shot at jobs you wouldn’t otherwise know about.

You never know where your dream opportunity will come from. One of the best jobs of my career came as a result of a referral I got from the father-in-law of a friend. He was an insurance salesman who heard about an upcoming job opening from one of his clients.

I was unemployed at the time and talked to him about my need to find work. He told me his client had received approval for a new position, gave me info on how to contact the client, and allowed me to use his name as a reference. This ultimately resulted in a job offer and over 10-years of employment with a great organization.

Some people have lots of business associates, friends, relatives, memberships, etc. and will find it fairly easy to begin networking. Others might be new to an area or may not have had the opportunity or desire to develop lots of contacts. Regardless of where you fall, the following list should give you some ideas for identifying and developing networking sources.

Talking with Hiring Managers and Other Influencers — Informational Interviews and More

Talking with hiring managers and others who can influence the hiring decision is an extremely important component of your job search. After all, it is the hiring manager who typically has the final say on whether to hire a job candidate. Unfortunately, there is no single strategy to getting in front of a hiring manager that works best for all job hunters. There are simply too many variables in job markets, types of positions, politics, company culture, influence and the like.

Some hiring managers are bombarded with requests and simply resist all but the most convincing solicitations. Others are far more willing to help out; either as part of their company culture, building the organization's brand, or a feeling of social responsibility. Sometimes it take a bit of "trial and error" to find out what works best for any particular situation.

Informational interviewing is one technique that has worked well for some people. It is a great way to find out about the company, the job and the work culture. It entails talking with hiring managers or other people currently working in the field in order to gain a better understanding of a profession, group/company, or industry. It can be a great way to expand your network and be at the top of someone's mind when a job opening materializes.

The common understanding for the informational interview is that you will not be asking for a job while taking time with the hiring manager or other company representative. You do not typically present them with your resume, unless asked. If you are asked, it is accepted practice to follow-up with a note and the resume at a later time. Also, it is a good idea to ask for referrals at the end of the interview. You can simply ask: "is there anyone else that you might suggest that I contact?”

Informational interviews should be approached with the same care and preparation as standard interviews. The difference in informational interviews and standard interviews is that you guide the process. You present yourself briefly, be sincere about your interests and prepare questions that will be helpful to you in moving forward in your job search. As you talk with the hiring manager be sure to link your skills and attributes to the potential future needs of the employer.

As with any professional connection, this is a chance for you to develop a good impression. Listen carefully, and take cues from the person with whom you are talking. Do not ever turn an informational interview it into a standard job interview as it could be considered rude. Always respect their time and generosity and follow up with a thank you note.

Below are some questions that serve as a starting point for creating your own list of questions:

Obtain referrals: Ask for two to three names (more if they are receptive), telephone numbers, and/or email addresses.

Keep your eye on the time, summarize your key points, and thank your contact. Finally, be sure to obtain their e-mail address or mailing address so you can send them a thank you note.

The more meetings you can schedule with hiring managers, the quicker you are likely to find employment. It is a "numbers game" and your odds are substantially enhanced as your contacts with hiring managers increase. Targeting two to three meetings with hiring managers each week is likely to substantially shorten your job search, but even a few per month can produce surprising results.

Getting an introduction from a mutual acquaintance is usually the best way to get in front of a hiring manager. While some hiring managers will suggest a phone discussion, you will likely get better results by having a face-to-face meeting. Sometimes a simple suggestion like meeting for a cup of coffee or offering to pay for lunch can make a big difference.

Hiring managers will often be thinking about the WIIFM (What's In It For Me) when they take the time to meet with you. They may be thinking it is important because you were referred by a friend or important associate. They may also be thinking that they have a pending opening and the meeting might shorten the recruiting cycle. You may never know the real reason they will meet with you, but anything you can do to appeal to their WIIFM can help.

While such meetings are not the same as a formal interview, they have similar goals. You want to make a good first impression, you want to demonstrate your potential value to the organization, you want to establish a solid rapport with the hiring manager, etc. Anyway you can link your skills and accomplishments to their potential future needs should be explored. Also, while your meetings with hiring managers aren't interviews per se, the Interview Critique Form under the Forms menu can be used to help you improve you technique in meeting with hiring managers.

The value of meeting with hiring managers is at the top of the job search list. Be sure you recognize that value by sending an appropriate thank-you note to each hiring manage you meet with. Also, periodically follow-up with them so they know you are still interested in any opportunities or other referrals they might offer. One way to do so is to periodically send them a note that includes a recent article or blog post that may be of interest to them.

Networking doesn’t have to be painful, or even look like networking. You can invite people to coffee, get to know them, participate in activities with them, share common interests, and generally socialize. The only difference is you are also inquiring about ideas to support your job search, additional contacts you might make, job opportunities they might be aware of, job alternatives you might pursue, and other ideas you can follow up on.

You can also network via email, letters, and phone calls. Recognizing that thousands of positions are filled without ever being advertised, networking this way will help you uncover these hidden job opportunities. Whether networking or conducting some other job search activity, there are lots of pieces of information to keep track of. Managing your contact information is an important part of staying on top of things and being sure you follow up on leads.

As part of the networking process, be sure you know what it is that you hope to accomplish and plan your approach accordingly. If you are going to ask for referrals, be sure you have an appropriate message that will give your contact a sense of comfort that you are someone they will feel comfortable referring. This means that they will need to know something about your skills and suitability for referral. We introduced the idea of creating a Thirty-Second Introduction in the chapter on Starting Your Job Search. The 30-second introduction fits perfectly in almost any networking situation.

If you are a bit uncomfortable with networking, you might start by seeking the support of one of your closest networking sources; a family member for example. If that person knows someone who may have an open position or can provide additional referrals for you, you might ask that your networking source participate with you in a three-way conference call or an introductory meeting with the new contact. This can be a good way to "break the ice" and make you feel a bit more comfortable with the networking process.

Getting to know people, even if casually, can sometimes pay big dividends. Many employers, for example, have employee referral programs. They offer incentives for their employees to refer qualified job candidates. Sometimes even a casual encounter can result in a referral that gets you in front of a hiring manager.

People do not want to refer people they do not feel comfortable with. As such, you need to be sure you make the people you network with feel comfortable with you as a person, as well as with your overall job skills.

Always have a few copies of your resume handy when you network with people, and don’t be afraid to ask for their input on how to enhance it or where you might send it. It never hurts to give them a business card with your personal information on it for easy reference. You can buy sheets of blank laser- or micro-perforated business cards in most large computer stores. We've provided business card templates in the Forms menu to help in this regard. Be sure you include all pertinent information on how to contact you, including cell phone, email address, and LinkedIn profile link, if available.

Respect the time of the people you network with, but also keep in touch with them. Ask if it is OK to contact them in a month or so just to see if anything new has developed. It never hurts to offer similar support, should they ever need it from you.

Starting a Dialog

Getting the networking conversation started might seem a little intimidating at first, but it's probably easier than you may think. Here's an example that will give you some ideas:

Hi Mary.

I was talking with (name of mutual acquaintance) yesterday about (industry trends, technology, recent news, etc.) and your name came up. I did a little research on LinkedIn and read with great interest, (the article you wrote, your comments about XYZ, your unique background, some special accomplishment). It seems we have a lot in common, including our (background/interest in some subject matter, former employers, industry experience, etc.). Attached is an article/link to an article I think you'll find as interesting as I did.

I recently left XYZ Employer where I worked for XX years as (title/position). They merged several divisions and the reorganization resulted in the elimination of my job. Since I'm new to the job market/area, etc., I would love the opportunity to chat with you briefly regarding ideas you may have regarding networking within our industry segment/local market, etc. Would you be open to a brief phone call or getting together over a cup of coffee?

Thanks for considering my request. I hope we have a chance to chat soon.

John

You can get creative in how you craft your message. It is usually best to come up with some mutual interest or noteworthy information as a starting point. Think about things that might be of interest to the person and move forward with a request to briefly chat. Most people who have a mutual friend or other interest are willing to spend a little time helping out.

Social networks are online communities of people who share information, common interests and activities. They enable people to use networks of online friends and group members to keep in touch, communicate and share information.

These web-based services provide a variety of ways for members to interact with each other, including online posts, blogs, forums, email, and instant messaging services. They may also include document attachments and video capabilities.

Social networking sites have evolved to include people of all ages and backgrounds. There are hundreds of social networking sites and job candidates must be prepared to do a little research to see which ones provide the greatest potential from a social and job search perspective.

Within most social networking sites, members can express themselves by designing a profile page that reflects their background, personality and interests. We often refer to this as the "online persona" or "online presence." Review of a person's online persona has become an essential tool for recruiters. Within recruiting circles, the online persona is often referred to as "the new resume."

By now, you are probably beginning to see the importance of having an online presence and managing your online persona. An important concept to keep in mind when job hunting is not to put anything online that you wouldn't want a recruiter to see. This applies to your profile, comments, posts, documents, profile photos, etc.

Social Networking Sites

In the U.S., Facebook, Twitter, Google+ and LinkedIn are among the most widely used social networking sites, but there are lots of other general and specialty sites worth exploring. An Internet search using any of the major search engines will quickly locate lists of social networking sites. Some, such as LinkedIn, focus almost entirely on professional networking, while others are serve more generalized purposes. The following links will open a new browser window for the following popular social networking sites:

Among these sites, LinkedIn has the greatest focus on professional and job search networking. For an in-depth look at social networking and the use of LinkedIn, go to the "Tools/Social Networking Tips" menu. You'll learn how recruiters use LinkedIn and how you can manage your online persona for better results.

What to Look for in Social Networking Sites

Your personal profile is the heart and soul of your social media presence. It’s where you express who you are and what topics you are interested in exploring. The most popular sites make it easy to establish and refine your online profile. Your career interests and your desire to network with others in your profession or industry are key elements of your personal profile.

Personal profiles are increasing important. The use of aggregators that scan the Internet to gather social data and contact information on target candidates is becoming more common. It demonstrates the value of managing and protecting your online presence.

One way to test your "online persona" is to Google yourself. A little research on Google and other search engines may uncover some interesting things about you, your interests, your activities, etc. It will help you understand what a prospective employer may discover if they do a similar search. If you find information that isn't very flattering or could hinder your job search, you may find you have an opportunity to rectify the situation.

Clearly, you want the social media site to enable others to find you. But you also want the ability to easily search for members who have similar interests, and be able to locate career -related networking contacts. You should be able to search by a variety of factors including name, geographic location, school, email address, keywords, etc.

You want to be able to be located by other members and locate members of interest to you; however you don’t want to be overwhelmed with unsolicited contacts. You also want to guard against the potential for identity theft or unauthorized access to personal information. Be sure to only post information that you feel comfortable divulging to a public audience.

Recruiters are increasingly turning to social media as a viable way to find job candidates. As social media becomes increasingly important as a candidate sourcing tool, some sites will prove more effective than others. Social media sites with the greatest job networking potential should receive the bulk of your attention.

Social Networking Tips

We've got more tips and some training modules under the "Tools" menu, but the following will get you started with the basics.

Each social media site has its own unique way of presenting information. Some use a lingo that is also unique. For example, on Twitter, a post is referred to as a Tweet and a response is a ReTweet (RT). It doesn’t take long to learn the lingo, but it is important to know the overall scheme of things.

It is unlikely that any single social media site will meet all your needs. Establishing a profile on multiple sites is likely to pay dividends in your job search. From a job search perspective, LinkedIn is one of the most important social networking sites. See our Social Networking Tips supplement under the Tools/Social Networking Tips menu for an in-depth look at LinkedIn and how you can benefit from its use. You'll also get tips on developing an effective profile and suggestions about the best types of photos to post as part of your profile.

Some experts in the recruiting field call social network profiles "the new resume." If you think of your profile in the same way you think of your resume, you'll quickly see its importance. This is especially the case for job search-related sites such as LinkedIn.

How you portray yourself online establishes your personal brand. In much the same way companies capitalize on their brands, you can capitalize on your personal brand. The way you portray yourself online via your social network presence can make a big difference in how you are perceived by recruiters.

An indicator of how important your "online persona" can be is the increasing use of technology to discover information about job candidates. The use of aggregators that gather social data and contact information on target candidates is becoming more common. It further suggests the importance of managing and protecting your online presence.

Regardless of which or how many social networking sites you use, don't put anything online in an open forum that you would not want a recruiter or prospective employer to see. It can be helpful to occasionally conduct a search on your name on Google, Bing, Yahoo, Ask, AOL, etc. and see what comes up. You may be surprised at what a prospective employer might discover about you.

Social media sites typically have groups or networks of users who have similar interests or needs. Employers, for example, may form a network or group to list jobs and search for potential candidates. Learn how each site works and then do some target marketing of your online presence.

Participating in or publishing blogs can help get you noticed by recruiters. Likewise, posting relevant comments in professional online groups can be a good way to build your brand and increase your visibility. Sites such as LinkedIn make it easy to post and share articles.

For those who have portfolio of relevant content, posting your creative accomplishments on a personal website can be a great way to showcase your work. Creating a website can be done easily and for very little cost using a variety of services that specialize in creating personal websites. Many are easy to self-administer design and content changes. Include a link to your personal website on your social networking sites.

Simply joining a social media site can offer benefits, but to fully benefit from your membership, a certain amount of active participation is required. As is the case with traditional job networking, the more people you include in your network, the more likely you are to score that dream job.

Most social networking sites offer free mobile apps. Since staying in touch and actively networking is so important to your job search, you should take advantage of the mobile apps that are available. They will make it easier to connect with social networking sites via cell phone and tablets.

NETWORKING

Talking with Hiring Managers and Other Influencers — Informational Interviews and More

Starting a Dialog

Social Networking Sites

What to Look for in Social Networking Sites

Social Networking Tips