Effective Networking 101

Almost every job seeker has heard or read that networking is an effective, if not critical, component in a job search. Career advisors and job search experts will tell you that between sixty to eighty percent of all job connections are made through networking.  History has demonstrated time after time that the most important tool used in making successful job connections is an effective informational interview. This page will discuss that interview process in detail, but first take time to understand the basics behind interviewing.
To understand effective networking we should first dispel some common networking myths.

* Effective networking is not asking people for a job. To the contrary, it is focused on exchanging information where both parties have an opportunity to benefit.
* Networking is not selling. Selling is selling. The most effective networkers work toward identifying opportunities to help others meet needs or solve problems, often through referrals rather than a sale. These win-win relationships create an environment where the other person actually looks forward to follow-up contacts, usually because they benefit from the conversation. The reciprocal relationship will yield ample sales opportunities.
* Networking is not just for extroverts. Networking is more about listening than talking. Most people in business don’t want to hear your story. They want to solve their problems and grow their business. By listening you will uncover real rather than presumed opportunities.
* Networking is not focused on getting your card or resume in front of everyone so that as many people as possible hear your story. Refer to the previous dispelled myths.
* The pace of business today fast, but not too fast to invest time networking. Market pressures are forcing organizations to become leaner and to focus on their core business. As a result organizations see greater need than ever to partner to create competitive solutions for their customers. Maintaining an established network will help you react to emerging needs more quickly.
* Some believe that networking requires too much time to yield desired results.  Organizations and their leaders actually save time in the long run by pre-screening potential partners and sources.

Basic Networking Guidelines
Networking is more than a job search. It is active communication process that involves reaching out to help you gain insight regarding the other person’s activities, interests, needs, perspectives and contacts. It is a life skill that should be deliberately managed to maintain, or more important, to propel a successful career. Networking often results in long-term win-win relationships that are both personal and professional.
Most people are focused on their personal needs and interests rather than your objectives. If you want to engage and learn from other people, respect their time and draw information you need by learning from information and perspectives that are important to them. It is amazing the opportunities one can uncover while listening.

The most successful networkers think outward rather than inward. They focus upon understanding the person with whom they are engaging while reaching out for valuable referrals as much as the quick connection.
Effective networking occurs at informal social or industry gatherings as well as more formally requested one-to-one appointments. Always have a ready supply of business cards to share contact information and to make notes of key items of interest or commitments that you may make during a conversation. We could fill a page with potential networking contacts. Treat everyone you meet as a potential source of information that could lead to your next connection

Smart job seekers spend approximately 75 to 80 percent of their time creating opportunities to meet people and conduct informational interviews. Their goal is to tap in to the “hidden job market” where the majority of jobs are filled. Jobs in the “hidden market” will not be advertised and are uncovered by referrals and word of mouth.

You owe it to the people you meet to be current on current affairs, make time to review the Wall Street Journal and other sources to be conversant on key events and industry trends.

Maintain a Networking Log:
Company or Organization:                    Address:
Date of Meeting or Contact:                  Referral Source:
Key Points I Learned:

Networking doesn’t stop once you secure a job. The workplace is constantly changing. Many products and services become obsolete or are replaced by new offerings. You will learn that all jobs are temporary. You must constantly demonstrate value and help your organization grow to stay competitive and to secure your place as a needed member of their team.

Invest the time required to maintain your network to identify new trends, to anticipate needs, and to always be at the right place at the right time to respond to opportunities. A key element to maintaining your network will involve identifying and forwarding articles of interest or leads to your contacts to help them serve and grow their organization. Most will return the favor.