Let’s face it. If you’ve been networking, you’ve probably asked for a lot: leads on new opportunities, connections with decision-makers, the list goes on.
And I’m not here to tell you that you shouldn’t be networking and asking for these things—you absolutely should. But there needs to be balance, and the balance to receiving is giving. So, I’d like to share what I tell clients of mine when it comes to how and why you should be doing this. (Beyond the obvious reason that it’s simply the right thing to do. That should be enough, right?)
1. Your List
Let’s start here. Take everyone you’ve spoken to or interacted with during your job search, from that trusted advisor and mentor who you touch base with weekly down to the recruiter you barely spoke to once who rubbed you the wrong way.
If you don’t have a list of everyone you’ve connected with, this is a prime time to create one. This is your network. Some pieces may be stronger than others, but every interaction is an opportunity to strengthen that relationship and build new ones.
2. Pick Up the Phone
This is about being interactive and dynamic. Email is static. Grab the phone and call the people on y our list. You can make 1,000 excuses why you shouldn’t do it (your industry likes email, you don’t know some of these people that well, you don’t have their number, etc.).
But if you want to make an impression? If everyone is emailing, it’s easier to stand out via phone. If you don’t know the person well, what better way to get to know them better? Don’t have their number? Google it.
Bottom line: you will get infinitely more out of a phone conversation, and you can steer it much more effectively than a one-dimensional email. Plus, you will be offering to help them; why wouldn’t they want to hear from you? If you get their voice mail, you can send a short email following up–but make sure you lead with a call. It will make all the difference.
3. The Call
Here is a script of what you should say in your call. Adjust the verbiage to fit your audience–but always make sure you ask a question that cannot be answered with a simple “yes” or “no.”
“Hi _________, it’s _________. You’ve been great about helping me in my job search, and I simply wanted to return the favor. I’m wondering how I might be able to help you? What’s causing you the most pain professionally right now?”
See? Short and sweet.
a) Calling a Peer or Potential Hiring Contact?
Maybe they’re working on a project and need help locating some resources. This gives you a reason to call other people inside, or outside, your network–you’re growing your network and demonstrating you’re “plugged in” while calling for a reason other than looking to get something for yourself.
b) Calling a Recruiter or Someone in HR?
Offer to help them with candidates for searches they’re conducting. I can tell you from my years as a headhunter that I knew the people who would always help me network, and they were my first call. I’ve watched the same behavior with savvy internal/corporate recruiters when I consulted with Fortune 50 companies on talent acquisition.
So, if you aren’t getting as many call-backs from search firms or internal recruiters as you’d like, this is the easiest way to fix that. Create a reason why they will always want to call you first.
4. Ask for Nothing
This is key to your success here. It’s not about immediate reciprocity. The benefits you will receive will become apparent in short order.
If your contact asks about your job search, certainly tell them. If they ask if they can help, I’d simply ask who they know (in your field, industry, area of focus) who they hold in high regard and with whom you can network. Reassure them that you are just looking to broaden your network and you aren’t going to hit them up for a job. (Listen to my interview with Michael Kerman–he does this beautifully.) And, again, push to meet in person if physically possible. It’s all about getting face-to-face time with people. The phone is closer to that than email (which is why I’m a big fan of it), but getting in front of someone is much more effective in working towards “know, like and trust.”
5. Going Viral and “Paying it Forward”
Finally, I’d like to leave you with this thought. Between my subscribers (280K+) and the social networks I post on (???M+ potential readers), this could have an incredible collective effect if every job seeker reading it takes action.
Imagine that your reaching out jogs the memory of someone in your network to call an unemployed friend. Maybe it makes them think of you for a certain position. Maybe you are that friend for someone else’s call. Who knows? What I do know is that the “pay it forward” effect will only be more exponential in its impact if everyone takes this step together.
