|
You’ve no doubt often heard it
said that it's not WHAT you know, but WHO you know
that gets you the job. It is true that getting to
know prominent people in your field is still the
best method of conducting a professional and
effective job search.
Simply stated, networking is the process of getting
the people you know to introduce you to the people
you don't know. It means utilizing contacts
(friends, neighbors, classmates, co-workers,
colleagues, relatives, and associates) to gain
insider information and learn about opportunities
and possible job openings. It is the active
cooperation between two people engaged in the same
field of interest. It is the intentional process of
getting to know people and building relationships.
Networks are people meeting each other, establishing
rapport, talking to each other, sharing ideas, and
exchanging information. Networking is learning about
hidden opportunities by actively seeking out
information from your contacts, and, in the process,
generating additional leads. Networking can take
place at a professional conference, a career fair,
or in your community. It might take place in a
formal business setting or in a casual social
setting. It can even initially take place through
on-line networking sites.
Job
Hunting Tips: Best Places to Search
How
to Call a Hiring Manager
How
to Get a Job With No Experience
Job
Hunting Tips: Unadvertised Jobs
How
to Master Your Job Search
Six
Ways to Crack the Hidden Job Market
Job
Hunting Tips: Fastest Way to Get a Job
Go
Directly to the Hiring Manager
Hidden Job Market: Finding a Job With No Competition
How
to Access the Hidden Job Market
Accessing the Hidden Job Market
CIRCLES OF
INFLUENCE
Hot Circle... people you speak to and interact with
on a regular basis. They include family, close
friends, and individuals you are comfortable dealing
with.
Warm Circle... people you may have worked with in
the past, current co-workers, acquaintances, and
friends of friends.
Cold Circle... people you have not met or do not
know personally. They might be strangers. They
include people you have heard of or admire but are
intimidated to talk to.
GETTING STARTED
Some job seekers say that they don't know anyone or
that they are unsure how to begin the process of
networking. If that seems to be the case for you,
consider the obvious starting point. Begin
networking through your POFs (Parents Of your
Friends) and your FOPs (Friends of your Parents).
Begin on familiar ground and see what happens. One
thing usually leads to another.
MAKING CONTACT
"Schmoozing, sucking up, being fake, political or
cheesy. These images often come to mind when
students are asked what they think of networking.
Many picture a used-car salesman in a polyester
suit, a flesh-pressing, baby-kissing politician or
the superficial rush chairman in Animal House (Hi!
I'm Eric Stratton! Damn glad to meet you!). Sure,
there are people like that, but they're the
exception. When done properly, networking isn't
sleazy at all. It's simply building relationships.
Think of networking as a referral or recommendation.
Meeting someone through a mutual contact or referral
is like having a seal of approval. These
pre-approved contacts are what the professional
world revolves around. Almost 80% of all positions
are found through some type of networking, personal
relationships or connection. Like it or not,
networking is an integral part of how business
really operates... Contacts and relationships can be
hard to establish and even harder to maintain. The
best networkers realize that it's a two-way street.
The telltale sign of a sleazy networker is calling
only when you want something. Successful networkers
aren't sleazy, selfish or opportunistic. They're
sincere ... When it comes to networking, what goes
around comes around."
-BRADLEY RICHARDSON / JobSmarts For
TwentySomethings
SERIOUS CREDIBILITY
According to industry insiders, people who know
people in their field have more credibility. It is
assumed that people who have made it their business
to get out into the field and meet other people are
more ambitious, more assertive, and more excited
about their profession. They are regarded as having
a greater passion for their careers, they are seen
as being more dedicated, and they are considered by
employers are possessing a higher level of
initiative.
The best candidates in any field are those
individuals who make it a point to gather
information beyond the textbook and gain experience
outside the classroom. As a result, meeting people
in one's field happens rather naturally, as an
extension of the individual's desire to learn more
about his or her chosen profession. Therefore,
people who have established relationships with
people in their people are more serious about their
careers, are truly are better candidates, and find
better opportunities.
Monster Company Profiles
Economics and US Metro Areas
Directory of
Charities & Non-Profits
List of Non-Profit Organizations
Cost of Living
Calculator
Cost of
Living National Comparison
WHAT TO SAY
Seek out information, referrals and advice. Seek out
opportunities to meet key people in your field. Seek
out opportunities engage in meaningful discussions.
But, do not hit people up for jobs. Express an
interest in the person and his or her organization,
but do not ask for a job yet.
You might ask: What skills and qualifications are
critical in your field? What trends do you see in
your field? Do you have any ideas how a person with
my background and skills might go about exploring
options in your field?
Networking provides you some of the most valuable
learning opportunities. The insiders you talk with
can provide you organizational details, industry
data, and contact information that might be
otherwise difficult to obtain.
WHERE TO GO
Networking can take place just about anywhere.
Networking opportunities are more likely in settings
where you are able to interact comfortably with
people who share common interests and values.
Become an active member of your professional
association. Become active in civic organizations.
Get involved in fraternal, religious, or social
clubs. Get involved in volunteer community service
work. Join a local athletic or health club. Attend
career fairs, meetings, conventions, or conferences.
Attend cultural, theatrical, musical, or sporting
events.
THE RULE OF FOUR "R"s
Your hot and warm contacts can be very helpful.
However, a candidate is warned never to treat his or
her contact as a "courier." Nor should they be
expected to get you a job. No contact should ever be
expected to do the footwork on behalf of any
candidate. The candidate conducts all the footwork
while the contact provides the assistance that only
an insider is able to offer. Consider the Rule of
the Four "R"s regarding your insider contacts…
Resource - Your contact can serve as a resource to
you. Your contact can be a good source of insider
information and provide you with names, addresses,
and other helpful facts and data.
Referral - Your contact can serve as a referral.
Perhaps you can use your contact's name in your
letter of introduction or in your introductory phone
call.
Recommendation - Your contact can serve as a
recommendation. Your contact may be willing to "put
in a good word for you." He or she might simply
offer some positive or favorable comments in your
behalf to the appropriate individuals.
Reference - Your contact can serve as a reference.
If he or she has been in a position to have observed
the quality of your work, your contact may be
willing to be listed on your reference list. Your
contact could then be called to provide further
insight in your behalf.
Economics and US Metro Areas
List of US Metropolitan Statistical Areas
PROSPECTING
Prospecting is a term that is recognized by people
involved in the selling profession. Every good
salesperson understands the value of good
prospecting. Whether you are trying to sell a
product or trying to sell yourself, it is vitally
important to generate a list of prospects. Some of
the prospects (or potential employers) you will be
able to identify will result from your networking
efforts. Otherwise, a good deal of your prospects
may come from sources you have generated entirely on
your own through market research and a process
described as "Cold Calling."
|
|
Job Market
Strategies
Interview
Preparation
Resume
Writing
Skills
Employers Value
COLD CALLING
Cold Calling means making initial contacts with individuals you've never met
before. Whether in person, by mail or by telephone, it involves calling upon a
stranger, a person with whom you have had no prior contact and for whom you have
no detailed background information. It means approaching a potential employer
without an appointment and introducing yourself. Once you have established
rapport with this new contact, this previously unknown individual becomes a
source of vital information who can now provide referrals and job leads. This
person may be hiring or may know the names of potential employers who are
hiring. To be sure, this informal method of contacting prospects requires an
assertive, or even aggressive, approach on the part of the job seeker.
PERSISTENCE
Breaking into the Hidden Job Market will require persistence. An effective
campaign will involve a combination of tactics: writing letters of introduction,
sending out resumes, calling on the telephone several times, writing follow-up
letters, and visiting the companies in person. Your goal is to establish
rapport, create a positive impression, and get an interview. You must
continually remind the employer of who you are.
PROSPECT LIST
Generating leads by creating a good list of qualified prospects is vital to job
search success in the same way that it is vital to sales success. Your goal is
to compile of list of possible employers (prospects) to whom you can target your
marketing efforts. The list should include the names of contacts, mailing
addresses, and telephone numbers, along with critical facts about the
organization. Once you have a good list of prospective employers, you can then
launch a campaign designed to establish rapport, gather information, and create
demand.
TOOLS
This prospect list may be compiled in a number of different ways, utilizing a
variety of resources, including the Telephone Directory (Yellow Pages), Chamber
of Commerce Directories, Industrial Guides, Company Websites, Employee
Directories, Annual Reports, Alumni Directories, Professional Association
Directories, and Civic Organization Membership Lists. Local newspapers often run
special sections about prominent people, new businesses, and community events.
Among the more popular industry and market rating services and databases are
Hoovers, Manta, Standard & Poors, and Dunn & Bradstreet, and Lexis Nexis.
On-line resources can be very helpful. Market and industry databases can be
accessed easily through internet search engines using keyword searches.
The Yellow Pages Telephone Directory is probably the most ideal resource.
Virtually every business, agency, organization, school system, and governmental
entity is listed. Obtain the Yellow Pages for whatever city you intend to
prospect. The categories are indexed by business type. Identify all the category
headings that relate to your field.
Job
Hunting Tips: Best Places to Search
How
to Call a Hiring Manager
How
to Get a Job With No Experience
Job
Hunting Tips: Unadvertised Jobs
How
to Master Your Job Search
Six
Ways to Crack the Hidden Job Market
Job
Hunting Tips: Fastest Way to Get a Job
Go
Directly to the Hiring Manager
Hidden Job Market: Finding a Job With No Competition
How
to Access the Hidden Job Market
Accessing the Hidden Job Market
GO FOR THE COMPANY
Pursue the company, not the job. When prospecting, don't concern yourself with
ads for job openings and inquiries into who's hiring. Compile your prospect list
based on organizations that are involved in the kind of work you want to do.
Select companies in your field and then initiate contact with them.
When contacting a small organization, go for the general manager. In a larger
organization, contact the person in charge of the functional area you are
interested in (Dept Head, Director). Do not contact the human resource
department.
Get to know the "gatekeepers." If the person you are trying to contact has an
assistant, secretary, or receptionist who screens phone calls and arranges
appointments for that person, introduce yourself and, without being pushy, try
to establish rapport.
MANAGING YOUR CAMPAIGN
Successful job seekers begin by identifying their career goal; by determining
what career direction they want to go in; by determining what career position
they want to pursue. Next they conduct detailed research about the industry they
want to go into and the companies within that industry they are the most
interested in. Once the research of complete, it is time to begin the job
search.
JOB MARKET STRATEGY
Conduct thorough job market research: Identify your market (city, area, region,
location). Identify your industry (field). Identify the total number of
companies (organizations) within your industry (field).
Within your chosen market, define your industry or field of interest. You may
decide to choose your market based on the industries that exist there. Within
your chosen industry, determine the total number of companies or organizations.
After you have created a prospect list based on solid market research, implement
your strategy. Launch your campaign. Mail out (or e-mail) resumes and cover
letters. And then make follow-up telephone calls.
FOLLOW UP TECHNIQUES
When following up by telephone, after you have mailed your resume and cover
letter, you are likely to encounter a few obstacles. Consider the following
tactics and techniques.
Voice Mail - If you telephone a contact and reach an answering machine or voice
mail service, be careful about the message you leave. State your name. State the
name of the person you are trying to reach. Do not state your business. Do not
leave your telephone number. Do not ask him or her to return your call. Say
simply: "Hello, this is John Smith. I was trying to reach Mike Jones. I'm sorry
I missed you. I'll call you back this afternoon."
Gatekeeper - If you telephone a contact and reach a secretary, receptionist, or
assistant, be sure to establish immediate rapport. Give a friendly greeting.
Introduce yourself immediately. Ask for your contact by a familiar name (not a
formal name). Say: "He's expecting my call."
Department Contact - If you reach the department head, director or manager, be
sure to address him or her formally. Introduce yourself. Say: "I'm calling as a
follow-up to confirm that you received the letter I sent you. I'd like to make
an appointment to meet with you at your convenience. I've been researching your
company. I am very interested in gathering industry information and
investigating my career options. I would like to get your advice as to how
someone with my background goes about exploring opportunities in your field."
Monster Company Profiles
Economics and US Metro Areas
Directory of
Charities & Non-Profits
List of Non-Profit Organizations
Cost of Living
Calculator
Cost of
Living National Comparison
SAMPLE NETWORKING LETTER
My neighbor, Ms. Jones, told me that you were a practicing actuary. She
recommended you as a good person to talk to about the actuary industry.
I graduated from the University of Montevallo with a Bachelor of Science degree
in Mathematics. I have extensive mathematics, managerial, administrative, sales,
and customer service experience. I possess strong quantitative, mathematical,
analytical, technical, and interpersonal skills. My career goal is to be an
actuary.
I would like to get your advice. How does someone with my career ambitions go
about learning more about the field of actuary? How does someone with my
background explore her career options? What insights would you be willing to
offer an aspiring professional like myself? I am writing to see if you would be
willing to meet with me, either in person or by telephone, to share some of your
expertise with me.
I'd be grateful for the opportunity to speak with you briefly at your
convenience.
SAMPLE NETWORKING TALK
--I attended your "Effective Merchandising Techniques" presentation last Friday
and introduced myself to you following your lecture. Your speech was very
informative, and your examples were extremely enlightening. I left with a number
of new ideas.
--I am in the process of a job change following my former employer's
reorganization. I am writing to college friends whose opinions, insights, and
advice I value.
--My professor, Dr. Smith, gave me your name and indicated that I should call
you. I understand from him that you are an expert in the art history field.
--I was given your name by a mutual contact of ours, Helen McDonald, who
suggested that I might get in touch with you for some assistance with my career
plans. I am currently exploring the possibility of moving into the financial
services field and Helen thought that you might be able to offer me some advice
and direction.
--I have always been impressed by your company and its reputation in the
industry for top notch marketing strategy. I am eager to learn more about your
organization and would be grateful to you for any insights you would be willing
to offer me.
|
