By Louise Kursmark, CPRW, JCTC, CEIP, CCM

Conventional wisdom tells us that networking is essential for an effective job search. What does that mean, exactly? Networking equals talking to people. It’s as simple as that. Yet deciding who to talk to, when and how to contact them, what to say, and how to come away from your discussion with helpful information… that’s the hard part. To make this critical task more productive and less intimidating, here are the TOP 10 NETWORKING RULES:

    • “A” contacts – Hiring Managers and people directly involved in the industries you’re interested in; approach them first.

      “B” contacts – people who could conceivably refer you to a Hiring Manager; approach them next.

      “C” contacts – everyone else… people you aren’t sure will be useful, but people you can call if/when your first two networks dry up.

    • 1. Decide who to talk to. Make a list of everyone you know whom you might possibly contact – friends, relatives, neighbors, acquaintances, former coworkers, old college roommates, the list goes on and on. Your primary target in your networking activities is to talk to a HIRING MANAGER – someone with the authority to hire for the position you want. So categorize your list into three groups:

    2. Decide how to approach your network. In general, a brief phone call, followed by a resume (preferably e-mailed), followed by a more in-depth phone call or in-person meeting, is most productive.

    3. Know what to say. Prepare a 30-second to one-minute introduction that you can use in “formal” networking situations (such as a professional association meeting or when asked the “tell me about yourself” question during an interview). Also prepare a brief introduction you can use in “informal” situations, such as when you’re talking to a neighbor or calling an old college friend.

    4. Always ask for something your networking contact can give you. In most cases, what your contacts can give are suggestions, advice, leads, and referrals. They cannot give you a job… or even, in many cases, a direct contact to a hiring manager. If you ask for general “help” or “assistance,” your networking contacts may not know what to say. They will feel bad if they can’t help you! So give them specific opportunities in areas where you know they can help… and where simply saying “no” is not an option. For instance: ? “Who do you know at XYZ Corp?” (Not, “Do you know anyone at XYZ Corp?”) ? “Who do you know who’s involved in manufacturing in Greenville?” ? “If you were in my shoes, who would you talk to next?” ? “What are the most active professional associations you belong to?” ? “Tell me about the business culture in Cincinnati.” ? “What’s your take on how the new state regulations will affect the transportation industry?” ? “You know so many people in the advertising industry, I’d really respect your suggestions about which agencies I should approach.”

    5. Keep control of the interaction. Don’t leave a networking meeting or phone call with only your contact’s vague promise to “keep you in mind.” Be proactive, and be sure you know when and how you should follow up.

    6. Follow up on all referrals and leads… then report back to your contact. You may be able to ask for more help, as long as you’re specific. “John, your referral to Margaret Evans was so helpful. She gave me some great insights into manufacturing trends for the Northeast, and as a result I’ve identified two companies, XYZ and Wicked Widgets, that are a good fit for my background. Who do you know at those companies?”

    7. Use networking to complement your other job-search activities. For instance, research companies in your target area to find those that are a good fit, then use networking contacts to find an “in” to those companies.

    8. Be courteous and professional at all times. Don’t EXPECT your contacts to help you, and don’t assume that your job search is their number-one priority. (It’s not.) But don’t let them off the hook if they have offered to help… be sure to follow up, call when you’ve promised to, and use all the assistance your contacts can provide.

    9. Look for networking opportunities everywhere you go. Your neighborhood picnic. Your daughter’s soccer game. A church committee meeting. Your annual visit to the dentist. In conversation with the stranger sitting next to you on an airplane. At a seminar or convention. Be prepared with your 30-second introduction, and give people everywhere the opportunity to help you. Most are truly glad to do it.

    10. Be ready, willing – even eager – to return the favor to any networking contact who approaches you.