It is a focused way of developing and building a group of contacts; people who can provide career information that can lead to a new or better job. It can include advice, recommendations, or actually being hired. Each person you meet and have contact with brings you one step closer to getting the job you want. 

IT INVOLVES TWO IDEAS 

1. Talking to people gets you jobs.
2. Most job openings are filled by word-of-mouth (estimates range up to 90%), before advertisements and recruiters get into the picture.

THE GOAL IS 

To move into the hidden, un-advertised job market using every avenue available - primarily contact with other people. 

THE BASIC STEPS 

Building a Base of Contacts 

Remember: You are trying to get information from these people, not necessarily a job. 

Asking friends or associates for a job outright can put them off and make you sound over-anxious or desperate. 

Start by talking with friends and close associates. Even if they are not employed in your field they may have career information and contacts that can be useful. 

Base your approach on how well you know and trust each person. Let him or her know you are looking for a job and that you would appreciate advice, ideas, and suggestions. Bring up the subject of your job hunt in general, then ask if you can sit down to discuss it later. This is to enable your friend/acquaintance to prepare in advance. 

Don't be afraid to call people you have not talked with in a long time; most people are flattered when asked for advice. 

Be open and go into details about the work and organizations that interest you. 

Expanding Your Contacts 

Talking with people you know will increase your confidence and prepare you to contact acquaintances you have met through professional organizations, within your company, and in other companies and groups.  

You never know who can help you. Talk with as many people as you possibly can. Quality and quantity both matter when you are developing a network. 

Alumni associations and trade groups are good places to find contacts. Don't stop with job-related groups---other clubs, groups, and schools may be of assistance. Inevitably, someone made it big and that person is usually happy to help someone else from the same background.  

Focus your goals and your requests, be specific in your conversations. Strive for a concrete discussion. Don't digress from the topic. 

From Your Contacts Make Sure That You Receive: 

• The name of another person to contact.
• A time to meet to go over your resume.
• Names of companies that might be hiring.

POSSIBLE NETWORKING CONTACTS 

1. Friends
2. Neighbors (current and past)
3. Social Acquaintances (golf, swim, tennis, and social clubs, PTA's)
4. Classmates (from any level of school)
5. College Alumni (get a list of those living in your job search area)
6. Teachers (your college professors, your children's teachers)
7. Anyone you wrote a check to in the past year: tradespeople, pharmacist, doctor, dentist, optician, lawyer, accountant, real estate agent, financial consultant, travel agent)
8. Manager of the local branch of your bank
9. Co-workers and former co-workers
10. Relatives
11. Politicians -local leaders (administrative assistance to congressmen and senators, state senators and representatives, local city council representatives, township trustees)

NETWORKING TIPS 

• Early in the morning, in the middle of the week, is usually the best time to make networking phone calls.
• Don't call on Monday, Friday, lunch hour, or late afternoon if you can help it.
• On the telephone, get to the point of your call quickly, which is to:

  - Introduce yourself
  - Briefly explain why you are calling
  - Arrange a meeting

• An example of what you might say is:

"This is John Jenkins. Martin Parks from Goodyear Tire and Rubber Company tells me that you are the person I should speak with about _______________ (a field of interest, an industry, a company). He suggested that I call to see if we could get together." 

MEETING WITH YOUR CONTACT 

• Get your contact interested in you without directly asking for a job.
• Mention your job hunt in general, your need for names, information, and advice specifically. Do not speak in the abstract, be concrete.
• Before meeting with contacts, thank the person that made the initial suggestion to meet with him or her. Ask for tips about how to communicate best by determining some likes, dislikes, and interests. If you can, tailor your approach to fit the individual personality.
• At the meeting, summarize your objective - even if it means repeating what you had said on the phone.
• Be an active participant - well thought out questions, a brief summary of your job hunt, and clearly defined goals show that you have prepared for the meeting and are in charge of yourself.
• Personalize your questions when you can - make the person understand that he or she can make a significant difference in your job search. Give him or her a good reason to want to help you.
• Don't underestimate the importance of your initial meeting. At some point, this person will be in a position to hire someone or recommend someone for a job. You want to be that person.
• Act as though you were being interviewed for a job.
• Be positive and confident about your goals and background.
• Never say anything negative about your current or former employers or jobs.
• Most importantly, show a genuine interest in and enthusiasm for your job search, and for the meeting itself.
• Honest compliments never hurt - but do not resort to insincerity.
• Take written notes during the meeting.
• Keep the initial meeting to 15 to 30 minutes.
• Right after the meeting, make notes on 3x5 cards or in a spiral notebook: date, what was discussed, suggestions that were made, new names given by contact to call---refer to this for a quick reminder before you call this person again.

FOLLOWING-UP 

Keep in mind a meeting is not an end, it is a beginning: 

• Set up a concrete reason for checking back - following-up on suggestions, names you have been given, companies to apply to, and research to complete.
• When you have a reason for calling back, it makes it easier for you to keep in touch. It also ensures that you will maintain an ongoing relationship.
• After each meeting, always take the time to send a short THANK YOU NOTE. Recap a particular part of the conversation - one that highlights a skill or achievement from your previous job, or something especially interesting that you had discussed. A note that is more specific than a general thank you note will have greater impact and be remembered. Personalize each thank you note - do not use a form letter.
• Continue to build on initial meetings - don't mistake being persistent for being pushy. Periodic calls maintain and build a relationship; constant calls destroy a relationship.
• The best way to follow-up is to call with a special question relating to your discussion or to call to explain how the advice that you received is contributing to your job search.
• Nobody is too shy or timid to follow-up effectively. If you are not comfortable on the phone, send thank you notes or notes to request another meeting.
• Have your initial contacts speak to the referral persons and ask for feedback.

As your network develops, start weeding out those people who haven't been helpful. It makes your network smaller but stronger. 

REMEMBER 

• The best way to find a job is through networking with people that you know, are acquainted with, or want to know.
• Don't be afraid to use the telephone to make contact with people who can help you.
• If you are enthusiastic and express appreciation, in most instances, people will respond positively, and want to help you.
• Always carry several copies of your resume with you. You never know when you might run into someone who can help you in your job search.
• Be prepared to ask pertinent questions and to answer questions. Be honest, but careful. Always follow-up.
• Keep detailed written and/or computerized records to avoid confusion about what transpired with your many contacts.
• Don't put all your eggs in one basket. Once you start networking, don't stop.
• Networking is only one avenue to pursue in your job search. You must also explore the Internet, classified advertisements, trade magazine advertisements, recruiters, and/or cold calling.

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A Person Learns What They Experience

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