Networking When You Don't Know Anyone
Monica moved to Manhattan from a rural area because she wanted to work in publishing. She found a temporary job and then thought of ways to network in a city where she knew no one. She told everyone she had always wanted to work in publishing and would like to meet with people who worked in that industry. She told people at bus stops, at church, and at restaurants. She read Publishers Weekly, the publishing trade magazine, to find out who was doing what in the industry, and contacted some people directly. She also joined an association of people in the publishing industry. At meetings, she asked for people's business cards and said she would contact them later. She then wrote to them and met with them at their offices.
Monica found that one of the best contacts she made during her search was a man close to retirement who was on a special assignment with no staff. There was no possibility of her ever working for him, but he gave her great insights into the industry and told her the best people to work for. He saved her from wasting many hours of her time, and she felt free to call him to ask about specific people she was meeting.
Over time, lots of people got to know Monica, and Monica got to know the publishing industry. She eventually heard of a number of openings, and was able to tell which ones were better than others. Monica is off to a good start in her new profession because she made lifelong friends she can contact after she is in her new job.
Using the networking technique correctly takes:
- time (because setting up interviews, going on them, and following up takes time)
- a sincere desire for information and building long term relationships
- preparation
You Are The Interviewer
In an information gathering interview, you are conducting the interview. The worst thing you can do is to sit, expecting to be interviewed. The manager, thinking you honestly wanted information, agreed to see you. Have your questions ready. After all, you called the meeting.
The Information Gathering Or Networking Process
- Determine your purpose. Decide what information you want or what contacts you want to build. Early on in your job search, networking with people at your own level helps you research the field you have targeted. At this point in your search, you are not trying to get hired. Later, meet with more senior people. They are in a position to hire you someday.
- Make a list of people you know. In the research phase, you made a list of the companies you thought you should contact in each of your target areas. You need lists of important people or companies you want to contact. Then, when you meet someone who tends to know people, you can ask if that person knows anyone on your list.
Now make a list of all the people you already know (relatives, former bosses and coworkers, your dentist, people at your church or synagogue, former classmates, those you play baseball with). Don't say you do not know enough appropriate people. If you know one person, that's enough for a start.
Don't discard the names of potential contacts because they are not in a position to hire you. Remember, you are not going to meet people to ask for a job, but to ask for information. These contacts can be helpful, provide information, and most likely have other friends or contacts who will move you closer and closer to your targets.
People To Contact In Each Target Area
You made a list of companies you want to contact in each of your target areas. Now you want to get in to see the people at these and other companies.
For each target, list the names of people you know, or know of, or even generic names (such as "lawyers who deal with emerging businesses") who can help you in each target. Whether you contact them through networking or a targeted mailing, the meetings will all be networking meetings.
You will not be idly chatting with these people. Instead, you will have your pitch ready, and will tell them the target you have in mind. The target will include the industry or company size, the kind of possible position you would like, and the geographic area. For example:
"I'm interested in entrepreneurially driven, medium sized private companies in the Chicago area. I would do well as a chief financial or chief administrative officer in that kind of company. Can you suggest the names of people who might have contact with those kinds of companies, or do you know anyone who works at that kind of company or a company on my list?"
Tell everyone the target you are going after including people you meet on the train and at the barbershop. You never know who knows somebody.
- Contact the people you want to meet. Chances are, you will simply call (rather than write to) people you already know those on your "People to Contact" list. In the beginning of your search, practice on people who know you well. If you say a few things wrong, it won't matter. You can see them again later.
But as you progress in your search, most of the people you meet should not be people you know well. Extend your network beyond those people you are comfortable with.
As you build your network of contacts (people you know refer you to people you don't know, and they refer you to others), you will get farther away from those people you originally began with. But as you go farther out, you are generally getting closer to where the jobs are. Be willing to go to even farther networking levels. Many people report that they got their jobs through someone six or seven levels removed from where they started.
You will probably want to contact by letter the people you do not know personally. Force yourself to write that letter and then follow up. People who are busy are more likely to spend time with you if you have put some effort into your attempt to see them. Busy people can read your note when they want rather than having to be dragged away from their jobs to receive your phone call. Often, people who receive your note will schedule an appointment for you through their secretary, and you will get in to see them without ever having spoken to them. (On the other hand, some job hunters are in fields where people are used to picking up the phone. "Cold calling" can work for them.)
- Identify the link between you and the person you wish to meet; state why you are interested in talking to that person.
- Give your summary and two short examples of achievements that would interest the reader.
- Indicate that you will call in a few days to see when you can meet.
