There is some wisdom in the saying that it’s who you know that brings success in getting a job. Consider the following:
? In its simplest terms, it is the process of engaging others in helping you reach an objective. Three words in this definition deserve a closer look:
The process of networking involves three basic phases: prospect identification and management, making contact, and follow-up.
All Contacts Are Equal, but Some Are More So Than Others
The first phase involves identifying whom you should be speaking to and pinpointing the people who can introduce you to them. This is like the game Six Degrees of Kevin Bacon applied to your own life. Whom do you need to speak to? That really depends on your objectives. If you are trying to learn about an occupation, it can be just about anyone involved with that field. If you are in the process of trying to land an internship or a job, you want to reach the person who will make the hiring decision.
Your objective also defines how you get started with your networking. In the first case, you might want to start with people you met at an industry conference; in the job-specific case, you’ll want to think about whom you know in that company or who might know someone in that company. If you don’t have any contacts who fit that description, whom do you know who lives in the town in which the company is based or in a nearby town?
Your success in this phase of networking will be driven by the quality of the candidates (those who can directly influence your ability to reach your objectives) as well as the quantity (those who will lead you to the most contacts). This is why there is no such thing as a bad contact.
As important as having contacts is your ability to access those contacts when you need to. That is where contact management comes into play. Don’t be caught wishing you could call someone you met three weeks ago…if you could only remember what you did with their business card! There are countless ways to keep track of contacts, from writing names in an address book, to keeping a Rolodex, to using a computer-based contact management system. Choose a system you feel comfortable with—comfortable enough to use regularly. A sophisticated system that has all the bells and whistles is no good to you if you can’t use it.
Let technology help you in this endeavor. Your computer, PDA, or smartphone probably has features for capturing contact information and retrieving it based on keywords, and most will even connect with your calendar for scheduling and reminders. Consider Web-based applications such as those offered by SuccessHawk (http://www.successhawk.com
) and networking sites focused on professional networking, such as LinkedIn. Whatever your choices, invest the time to learn to use them well; you’ll be very glad you did.
Building a network requires consistent work, and a strong network will take time to achieve. That is why we recommend you start building your professional network now—even early in your college career. Your network should include anyone who might have a connection that will help: family, friends, neighbors, past and present coworkers, bosses, people you met through associations and clubs (especially business associations), alumni from your college, and acquaintances you have met via online networking.
When you capture your contact data, use relevant keywords to help you search your database and shape your contact activity. One of the most overlooked pieces of information that you should be sure to capture is the source of the contact. That’s what turns a “cold call” into a “warm call”—and it helps engage the prospect. If a friend introduced you, be sure to note that friend’s name; if you met at a party, note the name of the host and the occasion; if you met at a conference, note the conference and date. You should also use other keywords so that you can quickly find the contacts that will be most effective for each of your objectives; keywords might describe the area of specialization, organization membership, or type of contact (family, friend, colleague, etc.).
Being in the right place at the right time has much less to do with luck than with the art of personal contact. Contacts are everywhere, and you don’t know when you might turn one to your advantage. You may feel a little awkward following these tips at first, but with practice you will become quite adept at meeting new people and adding them to your network.
- Be prepared. If you are going to a conference, a party, or even a class, know ahead of time which people or kinds of people you want to meet. Be prepared with topics you can steer your contact toward so you don’t spend two minutes awkwardly talking about the weather and then slink away.
- Be confident. Prepare and learn a short introduction for yourself. Be factual, don’t brag, and give enough information about yourself to prompt your contact to ask questions.
- Be curious. The best way to get contacts to want to know you is to show you want to know them. Observe them before you step up to them. Is there something unique about them, the way they are dressed, or perhaps what you may have overheard that you can ask about? “I couldn’t help but notice that lovely necklace; is that from a local designer?” or “You have such an interesting accent; do you mind if I ask where you’re from?” After you ask the question, listen actively to keep the conversation going.
- Be prepared (part 2). Have a good supply of personal cards to give out to contacts; that will prompt them to give you their contact information, too. You don’t have to be in business to have “business cards.”
- Be courteous. If someone you know comes up to you while you are speaking with a contact, introduce them; if you see that the contact is getting antsy, tell them you enjoyed meeting them and then move on. Don’t trap them!
- Be prepared (part 3). Set yourself up for networking success by discreetly writing a word or two on the back of their card to jog your memory in the future. “World-class rodeo clown” will certainly help you remember who Jack Smith at Triangle Financial was.
Care and Feeding of Your Network
Much of the success of your networking efforts depends on what you do after you’ve hung up after a call or received an e-mail reply. The first step is to thank your contact
for his or her help. Do this right away; any thank-you after twenty-four hours of your contact can be considered late. Find a reason (not just an excuse) to keep in touch
with people in your network. If you read an article people in your network would be interested in, send them the link. If you run across a problem one of your contacts might help you with, don’t be shy—give him or her a call to ask for help
. If you meet someone you think a contact would like, make introductions. Send a follow-up note of thanks
to a person who gave you a particularly productive lead. Let him or her know what you were able to accomplish. People like to know they are on a successful team. Finally, if a person in your network asks you for help, do what you say you will do
- Networking is an ongoing process that involves identifying and managing prospects, making contact, and following up.
- All contacts are good contacts.
- Common courtesy and follow-through are the catalysts of good networking.
- Give yourself twenty minutes to list one hundred people you know. (Remember the idea of grouping items to commit them to memory in Chapter 4 "Listening, Taking Notes, and Remembering"? You may want to think of groups first and then see how quickly you can draw up the list.) Now give yourself another twenty minutes to write one or two words next to each name to describe how he or she could help you network.
- List three things you should do whenever you contact someone for the first time.
- Describe two things you can do to overcome shyness and network effectively in a person-to-person setting.