Let’s face it, if you have been networking you have probably asked for a lot. Leads on new opportunities, connecting with decision makers and 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 is balance…and the balance to receiving is giving. So, I’m going to share what I recently told clients of mine about 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?):
Your List – Start here. Take everyone you have 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 who rubbed you the wrong way and you barely spoke to once. By the way, if you don’t have a list of everyone you have 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.
Pick up the Phone – This is about being interactive and dynamic. Email is static. Grab the phone and call the people on your list. You can make 1000 excuses why not to do it (my industry likes email, I don’t know some of these people that well, I don’t have their number, etc..). In order – 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 the number – Google the company and call the main switchboard.
Bottom line, you will get infinitely more out of a conversation and you can steer it more than a one dimensional email. Plus, you are going to be offering to help them – why wouldn’t they want to hear from you? If you get voicemail, you can send a short email following up…but make sure you lead with a call – it will make all the difference.
The Call - I’m not a fan of scripts, but here is the gist of what you should say in your call. Adjust the verbiage to fit your audience:
"Hi _________, it’s _________. You have 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 on your plate right now that you could use some help with resource-wise?"
Short and sweet.
Calling a peer or potential hiring contact? Maybe they are working on a project and need help locating some resources? This gives you a reason to call other people inside, or outside, your network…growing your network, demonstrating you are “plugged in” and calling for a reason other than looking to get something for yourself.
Calling a recruiter or someone in HR? Offer to help them with candidates for searches they are conducting. While I’ve never been in HR, 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. So, if you aren’t getting a call back from the search firms or internal recruiters as you would like – this is the easiest way to fix that. Create a reason for why they will always want to call you first.
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, like I shared in both examples…and more.
If they ask about your 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) that they hold in high regard 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 am a big fan of it), but getting in front of someone is much more effective in working towards “know, like and trust.”
Going Viral and "Paying it Forward" - Finally, I’d like to leave you with this thought. Between my newsletter (41K readers), this blog (2K+ visitors daily) and the social networks I post on (2.7M+ potential readers), this could have an incredible, collective effect if every job seeker reading it took action. Imagine your reaching out jogging 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 this “pay it forward” effect will only be more exponential in its impact if everyone takes this step together.
So, make your list, pick up the phone and start asking what you can do for your network. Then come back here and share your comments and results below – I’d love to hear from you (and so would everyone else!).
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Kevin,
Not only is this great advice to job seekers, it is great advice to folks who have decided to start businesses and are looking to network into potential client firms.
Your "Know-Like-Trust" and your "Give-to-Get" mantra are just as relevant.
Hey Kevin - it is a tough thing for job seekers to get. That their good networking efforts will not always pay off that week or even that month. But giving more as you suggest will bring great rewards if people are patient. A great call to action!
Couldn't agree more! I got a job after many months of doing everything I could for 8-10 hours a day: emailing; researching; calling; networking/connecting/mentoring near (within my own network) and far (anonymous local business networking groups). How? It turned out to be due to a phone call I made to a connection from a prior job... I'm not saying it's always going to be THE recipe for success but just keep it all going... I liked this article a lot. One way to help others was and is in mentoring the younger folks out there simply by offering my experience. Thanks for great post. Keep at it and good luck to all.
Great idea, Kevin, especially emphasizing the approach BY PHONE. I'm giving a talk to alumni at my alma mater on the subject of job hunting - may I quote you with attribution?
Excellent idea, Kevin, especially emphasizing the approach VIA PHONE. I'm giving a talk at my alma mater on the subject of job hunting - may I quote you with attribution?
Love that you're reminding people to "pick up the phone" Kevin! Today, you can totally stand out when you do so b/c most folks lean on email a little too much.
I also was happy to see you reference the Pay It Forward effect as well since I write extensively about it in my writings on networking (check out my blog/site if you're curious - free book chapter download there), and wanted to offer this tip for your readers:
Don’t wait for folks to initiate a request to be introduced to your other contacts. Review your contact list regularly looking for introductions of potential value to your key connections. One good way is to offer to intro them to potential clients or partners via LinkedIn. I like using LinkedIn’s functionality to do this so people can see and learn more about the other party, but some people find it’s easier just to email both parties and suggest they make the connection on their own.
Glad you're spreading the same gospel! Sandy
@Martin – I agree…it’s a solid practice all around – regardless of where you are in your career or life.
@Tim – great point…and I know we are overdue to catch up!
@Shelley – First and foremost – CONGRATULATIONS! I hope your story serves as inspiration for others reading…thank you so much for sharing!
@Ed – feel free to quote away…I hope it helps!
@Sandy – I’d love to learn more about your site…I will definitely check it out.
While I agree that LinkedIn is a great tool and resource, too many times people get bogged down in the “system” it has designed and the resulting restraints. Get creative – use it like a white pages…combine it with Google…and, by all means, pick up the phone. Relying upon email or, worse, some nebulous job board/on-line application system to get you face time with a prospective employer is…well…not a very good plan.
The system is broken folks…which means, time for a new system – not trying to put band-aids on the old one and hope it gets better.
Thanks again to all who commented!
Kevin,
Good Points. I've been doing many of the things you mentioned. Since I'm looking for a job with a particular employer, I searched LinkedIn for people in HR with that company. I sent them a Inmail asking them to review my resume and telling them that we are already connected through someone else. Three of the Talent Acquistion managers accepted my request to connect. After we were connected, I send each one an email saying "I want you to know that I won't burden you with email. I just want you to know what resources are available to you, and occassionally, I might tell you about other people that I think would be good employees". 2 of the 3 recruiters were happy, but the 3rd didn't respond. However, since they are on my contact list, everytime something changes on my LinkedIn profile, an email or a notice will get sent out to my contacts. This passively keeps me front and center before those recruiters. As I apply for jobs with that company, I make certain my cover letter and my resume references my LinkedIn profile.
For me Kevin, I have a fear of picking up the phone, consequently it is taking me longer to get a job because I cannot network effectively. How does one overcome this fear?
Good advice for job seekers. I did connect with a peer who is in transition. Pay it forward, yes you should. We met in person and worked on his LinkedIn profile, Twitter profile, added a Google profile, and I was able to share a couple of Open Net work recruiters to add to his connections.. It felt good to help out.
Kevin,
The problem that I see with people networking today both from a job hunting and a business perspective is that most people are looking for instant gratification. These people do not understand the true meaning of networking. I have written 2 posts on the topic. One called networking and the other network etiquette. The link to these are the website I submitted.
My approach to networking is to find out what the other person does and what their latest pain point is. Then discuss possible solutions before we even get around to what I do and what my pain point is. I do this for 2 reasons one to help them and the other is to see the astonishment on their faces when they find out I am an engineer who knows so much about business.
1- I spoke with someone I searched out on Linked In. He has a job at the thriving local software company with 25 local employees and offices in 3 other locations, including Singapore. I don't have any background in their industry. He was very nice. He is a new hire there in a job that was advertised that I didn't think I was right for, so I didn't apply. I told him I'd like to find a job I was right for within the company. He's forwarding my info within the company. He actually has a long relationship with the company founder, working for her in a previous company.
2- I had coffee with someone. No firm leads, but suggested a few people to talk with. Now I need to call them.
3- I also sent out a "cousins" update on my genealogy hobby. I had run into a cousin's dtr at the funeral and got my cousin's email. I use these updates as a way of letting them know I'm looking for work, as well as sharing genealogical info. I mentioned I had several applications out there... and two companies in particular. Turns out the cuz from the funeral, the dtr, works at one of those companies. She personally forwarded my app to HR, and she and I are going to talk this evening. Also another cousin asked for my resume, that she might have a couple of contacts. And a 3rd cousin, same funeral, introduced me to someone who occasionally hires contractors.
4- I volunteered to help out at yet ANOTHER funeral in the kitchen. Getting things ready during the service and helping move the food out. The woman in charge of the kitchen is going to hire me for 5-10 hours a week at $14 hr to deliver flyers locally. Not much, but I need anything.
Find a small business organization in your local area and volunteer to assist in a membeship drive. Six months ago, I made a presentation to the board of a business organization, not a service club or a Chamber. I suggested another benefit the organization could provide at no cost to business members, a link to the company web site. It was approved & implemented. I contacted over 100 businesses in my area as a volunteer on a "sales call". Resistance was minimal as organization is well known and dues were low, $45/yr. While can't say I got a job offer, I now have identified several firms to track that I did not know about and improved my visibility in the community.
I found Kevin's values and mission quite evident in this recent posting. Since I share those values, I heartily recommend this approach. In addition to picking up the phone and calling people with whom I have had a good relationship in the past just to "catch up" and say "thanks," I have called a few "not so great" previous relationship folks to say "hello." To my surprise, they were very happy to hear from me and, as the years have passed, found that perhaps I was ahead of my time in our interactions way back then, and vice versa. Without my asking, they have offered to be a reference for me and have given me great advice.
In addition, I have started dropping in to chat briefly when I see someone is online, just to say "hi, how's it going?" This has led to new ideas, and even possibly writing a book with one of my "chat pals," as the chatting has become longer and on the phone.
Kevin, thank you for the great thoughts and insights into human behavior. So when are you going to call me?
Kevin,
Appreciate your post very much. Indeed, whenever I see anyone in the career management world talking or writing about what effective networking is all about. It makes me feel better in that this concept has been and remains the focal point of ExecuNet, so we have been writing and talking about it to our members for 22 years and sometimes it can feel like what you are saying gets lost in the noise.
At the end of the day, I think most executives and professionals are really better at networking than they think they are it is just that when someone is in a job search and they fall into the trap of looking at every encounter in terms of WIFM they feel (and not surprisingly) uncomfortable.
There isn't anyone who doesn't know when they are being used, and none of us like it.
One way that I suggest to people to get out of the WIFM trap is to start by participating in activities that are of personal or professional interest to you. You are going because you care about what goes on at the event not because you feel like you need to be in a race to see who can collect the most business cards.
Really effective networking is a product of building a relationship that grows from trust and certainly I am going to trust someone much faster if I see and feel actions that tell me this person actually listens and cares and is willinig to help and share.
I think Karen Armon who runs our netwokring meetings in the Denver area (open to anyone by the way) has said it in a way that really captures the spirit of it all:
Give first, the results will follow.
Kevin,
This link is great advice. I make sure to connect with people in person as much as possible to stay connected with my network and potential new industries. Additionally, job seekers should continue to volunteer not only to help others and keep up their networks, but also for the sense of achievement.
Hi Kevin, mentioning telephone contact was a great idea because it tends to" break the ice" in a way that
email and regular mail doesn't. You hear the person's voice and it is the next best thing to actually
meeting them in person, which is the best "ice breaker". The phone seems to have taken a back seat these days thanks to the widepread use of the internet and the computer. It also serves as a good follow up after writing to a person for the first time - to effectively introduce themselves. Great message!
This is great advise. Being afraid network or to pick up the phone are problems I regularly see with my peers. Approaching the networking situation by offering your help rather than doing a direct ask for help is a great way to avoid the embarrassment many people associate with the network strategy.
Another helpful piece of advise I came across today is how to make you and your resume relevant again. Check out this Forbes article for some solid suggestions on how to avoid redundancy.
http://www.theglobeandmail.com/report-on-business/careers/career-advice/career-tips/why-your-rsum-is-extinct-and-how-to-fix-it/article2197153/page2/