Work search strategies

Networking

Elsewhere in this section on work search strategies, you identified your skills, your accomplishments, and your passion—what it is you really want. You also explored sources of work leads, learned about the "visible" and "hidden" job markets, and discovered ways to promote yourself. Now it's time to identify whom you know and to build relationships. In other words, it's time to start building your network.

Networking is more than just passing out business cards and promising people as you "double gun" them with a plastic smile that you'll "do lunch." It's more than just sporadic chats with friends and family. Networking occurs when people who share a similar interest or passion come together. Because they are interested in the same things, these people then become allies.

Studies show that more than 60 percent of jobs are filled as a result of informal, personal contact. Networking, in other words, is the number 1 source of work leads. As such, it should be taken seriously—after all, you are building relationships and cultivating contacts.

Why are these contacts so important? They can all help you gather information, gain exposure, get referrals and just as important, they can help you stay motivated. The people in your network can also provide you with valuable feedback about how you are approaching your work search, keep you open to possibilities, and comment on how you are acting on your passion.

Consider whom you know.

Friends Neighbors Relatives Acquaintances Former co-workers, supervisors and managers Past or present volunteer/committee involvement Career counselors Sports teams Community or religious organizations Union hiring halls Professional organizations

Your doctor, lawyer or accountant Your dentist or hairdresser Your realtor Your children's teacher or babysitter Your children's friends' parents Your fitness instructor or people at your health club Your mechanic People at your favorite coffee shop or restaurant Government representatives Former business contacts

Surprising at it may seem, the key to cultivating contacts and to developing allies is to be sensitive to opportunities to meet people. As you can see, a network is a group of people who are interconnected through interpersonal contact and who share something in common. Once you identify people who share your values, beliefs, leisure activities, interests, and passions, you build your network through listening, sharing and giving.

Listening to others can give you insights that will serve you well in your work search. Ask others about their passion—about the path they have taken to get where they are.

Once you've heard others' stories, take the time to share your own. Clearly demonstrate how your passion and vision are similar to theirs.

If you expect the people in your network to offer you something, you should be prepared to offer them something of value in return. Be prepared to offer something that will contribute to their passion, whether it be another contact or a useful bit of information.

You also need to consider your approach. How do you plan to make contact for the purposes of gather and exchanging information? Will you make contact by phone and request a brief meeting? Will you conduct an interview over the phone? Will you send a letter or an e-mail message requesting an in-person meeting? Will you drop by unannounced to set up a time for a meeting or interview?

Before you start, invest time into preparing what you are going to say. You don't want to sound stiff and rehearsed, but on the other hand, you do want to be clear and concise. If you know your contact well, a more informal style is fine; otherwise, stick to a more formal approach.

Once you've succeeded in setting up a meeting, be sure to stick to the time and agenda agreed upon. Your agenda may vary, but be sure to include:

• a brief summary of who you are, your accomplishments and what you've been doing recently
• your career goals
• requests for advice to help you as a job seeker
• questions about the field or industry in which you're seeking work
• names of other contacts to approach

You may wish to consider asking:

• Where do growth opportunities exist in this field?
• Are there any additional courses or training opportunities you think would enhance my marketability in this field?
• Do you know of any present opportunities? (Remember not to ask for a job!)
• Can you recommend any individuals or organizations I should contact to find out more?
• Do you know of anyone who may be willing to meet with me the way you have today?

Also consider the following points during meetings.

Do

Don't

Arrive on time for meetings Arrive prepared, with agenda and questions ready Look well-groomed and professional; dress appropriately Project self-confidence and integrity Communicate assertively Maintain eye contact Express interest Speak clearly and concisely Respect the time afforded you Ask for suggestions and referrals Promote yourself Be truthful Be courteous: thank your contact for the meeting and for their information Follow up with a thank-you notes

Arrive late or ill-prepared Speak ill of others/past employers/other organizations Look sloppy Interrupt Lie, mislead, or misrepresent Overstay your welcome Eat, drink or smoke Be aggressive or pressure your contact Ask for a job View networking as a one-way street Close the interview by submitting your résumé

A common mistake made by many job seekers is to abuse contacts' good will. Networking is relationship buildling. Therefore, it shouldn't be unilateral. Don't view networking as a one-way street. Because today's job market is so competitive, you can't afford to close doors or burn bridges. Instead of contacting members of your network only when you need them, extend your contact to include such courtesies as thank-you notes and follow-up calls. If a referral leads to an opportunity, follow up with the person who referred you and extend your thanks.

Develop reciprocity, too. Don't wait to be asked for help—remember that networking is about gathering and sharing information. If you happen upon information you believe would benefit or be of interest to one of your contacts, pass it on!