Networking

CSSE Networking Handout

If networking conjures up images of awkward moments "begging" for a job, you need to redefine your definition of networking. If you are searching for a job in today's market, you need to rely on it. Research tells us that more than 60 percent of jobs landed are found through networking.

The first thing to realize is that networking is a two-way street where both parties can share valuable information and tips. The next thing to understand is that networking isn't about asking someone to hire you it's about asking for information. And you don't have to endure clammy handshakes at boring functions--you can network by contacting alumni through your school's career center [e.g., UVSC's Career & Student Employment Office]. Alumni career mentors can help you conduct practice interviews and answer career questions and concerns. Most alumni are enthusiastic about helping students at their alma mater.

Getting your teeth cleaned? Mention to your dentist that you'll be graduating soon and are looking for a job. Flying home for Spring Break? Strike up a conversation with the businessperson next to you. Don't mention the wild nights in Cancun-instead, focus on your ambition and your experiences to date as a measure of how serious you are. Simple conversation with acquaintances or strangers is a terrific way to build your networking contacts arsenal.

Formal networking can also be helpful. Join professional associations so you can attend events with others in your future profession. Be prepared to clearly communicate skills and accomplishments as well as why someone should consider hiring you.

It may take time to generate actual job leads, but what you learn in the process will be well worth it in the end. And, there really is no "end" to networking. Once you've landed a job, make it a point to remain cordial with your networking sources--on a casual basis. And remember, eventually you can repay the favor for future grads.

Sources: Foregoing adapted from NACE (National Association of Colleges and Employers). The following has been quoted or summarized from Michael Farr's book: Seven Steps to Getting a Job Fast¹.

The Two Job Search Methods That Work Best

The fact is that most jobs are not advertised. So, how do you find them? The same way about two-thirds of all job seekers do--networking with people you know (making warm contacts) and directly contacting employers (making cold contacts). Both of these methods are based on a job search rule that you should know above all: "Don't wait until a job is 'open' before you contact the employer!"

Employers fill most jobs with people they meet before a job is formally "open." So, the trick is to meet people who can hire you before a job is formally available.

This simple change in how you approach the job search can make an enormous difference in your getting interviews while others wait for jobs to be advertised. They remain unemployed, while you get interviews and job offers. Here are some details on how to do this most effectively.

#1: Develop a Network of Contacts

One study found that 40 percent of all people located their jobs through a lead provided by a friend, a relative, or an acquaintance. That makes people you know the #1 source of job leads--asking their help is more effective than all other job search methods.

Developing contacts is called networking, and here's how it works:

Make lists of people you know. Make a thorough list of anyone you are friendly with. Then make a separate list of all your relatives. These two lists alone often add up to 25 to 100 people or more. Next, think of other groups of people who you have something in common with, such as former coworkers or classmates, members of your social or sports groups, members of your professional associations, former employers, neighbors, and other groups.

Make a separate networking list for each group. Check any of the following groups that make sense for your situation.

• Friends
• Relatives
• Friends of parents
• Former coworkers
• Members of your church or religious group
• People who sell you things (insurance agent, real estate agent, landlord, etc.)
• Neighbors
• People you went to school with
• Former teachers
• Members of social clubs
• People who provide you with services (hair stylist, counselor, mechanic, etc.)
• Former employers
• Members of sports or hobby groups
• Members of professional organizations you belong to or can join
• Write in others groups here:

You may not know many of these people personally or well, but most will help you if you ask them.

Contact them in systematic ways. Contact each person on your lists. Obviously, some people will be more helpful than others are, but any one of them might help you find a job lead.

Present yourself well. Begin with your friends and relatives. Call and tell them you are looking for a job and need their help. Be as clear as possible about the type of employment you want and the skills and qualifications you have.

Ask contacts for leads. It is possible that your contacts will know of a job opening that interests you. If so, get the details and get right on it! More likely, however, they will not...[ask your contacts to give you the names of three people (referrals) who might know of job opportunities for a person with your interests and skills. A footnote has a suggested script recommended by Wayne Mangelson from Utah Valley State College ²]

Contact these referrals and ask them the same questions. Doing this consistently can extend your network of acquaintances by hundreds of people. Eventually, one of these people will hire you or refer you to someone who will!

If you are persistent in doing these five steps, networking may be the only job search method you need. It works

#2: Contact Employers Directly

It takes more courage, but making direct contact with employers is a very effective job search technique. These are called cold contacts because people you don't know in advance will need to warm up to your inquiries. Two basic techniques for making cold contacts follow:

Use the Yellow Pages to find Potential Employers. Begin by looking at the index in front of your phone book's yellow pages. For each entry, ask yourself, "would an organization of this kind need a person with my skills?" If you answer, "Yes," then that organization or business type is a possible target. You can also rate "Yes" entries based on your interests, writing a "1" next to those that seem very interesting, a "2" next to those that you are not sure of, and a "3" next to those that aren't interesting at all.

Next, select a type of organization that got a "Yes" response and turn to that section of the yellow pages. Call each organization listed there and ask to speak to the person who is most likely to hire or supervise you. This would typically be the manager of the business, or a department head--not the personnel manger.

You can easily adapt this approach to the Internet. Use sites such as www.yellowpages.com to get phone or email contacts anywhere in the world.

Drop in Without an Appointment. Another effective cold contact method is to just walk into a business or organization that interests you and ask to speak to the person in charge. Remember to say that you realize there may not be a job opening now, but that you would like to be considered for a future opening. If your timing is inconvenient, ask for a better time to come back for a meeting. Trying this will surprise you on how often you get an interview.

Particularly effective in small businesses, dropping in also works surprisingly well in larger ones. Look for drop-in opportunities on your way to or from another interview.

It is an unconventional approach that can work very well, letting you see employers before they have an opening. And, if they like you and if you stay in touch,³ they are more likely to hire you than to advertise.

Remember, businesses and organizations with 250 or fewer employees employ about 70 percent of all U.S. workers. They are also the source for up to 80 percent of the new jobs created each year. They are simply too important to overlook in your job search! Many of them don't have personnel departments, making direct contacts even easier and more effective.

¹ Source: Michael Farr, Seven Steps to Getting a Job Fast. JIST Publishing, Inc., Indiana. 2002.

²Suggested script for asking contacts for leads: "Hello Stacy, This is John Jones. Recently I spoke with Robert Bradley. He gave me your name and said you might be able to help me. Do you have about 2 minutes?" (Yes). "Thank you. I am searching for an employment opportunity in the construction business. Would you give me the names of three people who might know of job opportunities in my area of interest?" (Several names are suggested.) "Do you have their phone numbers and would you mind if I mentioned your name?" (No). [Never ask if any person knows of job opportunities. Just ask for names. If the person knows of a job, they will tell you. Giving names is a win win for you and the contact. Few people know of jobs, but they do know names. Keep a record of all names.]

³Ask your contact if it would be all right for you to follow-up and keep in touch. If yes, ask if you may call them on the telephone in a few days or if email would be better. Most people will appreciate your concern for their time and preferences.