By Harvey Deutschendorf
The way we look for jobs has changed drastically over the last few years. While many jobs have always been filled by networking, that number has shot up in the last number of years. According to joint research conducted by LinkedIn, up to 85% of jobs are filled through networking. However, most candidates still spend a majority of their time looking for postings and applying directly. That time would be more effectively spent in networking. For some of us networking will come easier than for others. While introverts may find the thought of network daunting, their tendency to be well prepared and good listeners will work to their benefit. You may need to get out of your comfort zone, and it will get easier with time. With the right strategy, time, effort and patience it can result in landing that job you’ve been after. Knowing someone in the company you want to work for helps, but by networking effectively you can find someone within the company that will give you an inside referral. Almost all organizations would rather fill positions internally, through people they already know and trust, rather than taking what they consider the greater risk on hiring an outsider.
Here are things to consider when coming up with a networking plan.
Think strategically about all your social media profiles and posts from the perspective of a potential employer. Maybe your friends would think photos of your backyard party with loads of booze is cool or funny, but it’s not likely to impress a prospective employer. Instead think of your achievements, awards you’ve received, teams you have been part of and volunteer activities. Do your profiles and posts show someone who is active, engaged in healthy activities, good at working with others and cares about their community? What could someone who is looking for the ideal employee see that would make them think that they would love to have this person?
Use platforms such as LinkedIn and Twitter to find people in your field, industry, or company you want to work for. Look closely at their profile for anything that you can connect with them on. Perhaps you graduated from the same college, have similar goals, or career trajectories. When you reach out to them, offer a sincere compliment, something that impresses you or that you would like to emulate. It feels good to be flattered. Just be careful to not overdo it, as coming across as insincere will turn them off.
Once you have the connection ask if you can have a few minutes of their time to ask them some questions. Let know that you recognize that their time is valuable, and you would appreciate a few minutes of it. If at all possible, a face to face meeting gives you the best opportunity to make a strong connection and be memorable. Offer to buy them coffee or lunch if possible. An online meeting on zoom or skype, where you can see each other is the best second choice. If they agree, be well prepared with questions. Make it about them, not you. This is not the time to ask about job opportunities or pitch yourself. You are gathering information and making connections that may hopefully. People love to talk about themselves and their achievements if they don’t feel pressured. Listen attentively and look for opportunities to probe and go deeper. Your goal is to make the type of connection with them that would make them want to refer you for openings in their organization, now or in the future.
Look for opportunities to offer to do something for them. Perhaps you have written someone in an area that they have an interest in. Whenever someone sends me a connection request on LinkedIn, I always send a reply thanking them and asking if there is anything I can do for them. This has led to many valuable connections and partnerships. Always follow up your meeting with a thank you note. If possible, send a hand written note. Because so few people do it any more, it will make you stand out.
Keep the connection alive and vibrant. A Chinese proverb says that the best time to plant a tree was 20 years ago. The second-best time is today. Think of networking in the same way. The sooner you start the more potential results will come your way. Start networking even when you are not looking for a job. Think ahead and plan where you want to be and strategically network to that point. Keep the connection alive by looking for opportunities to support the people in your network. Do they have a book? Get a copy, and if you like the book, write a positive review and let them know. Comment on their blogs and posts. If your connection is strong, keep them updated on your career. Complement them on any promotions they receive. Persistence is the key. Not every connection will lead anywhere. Keep in mind that if they don’t you have lost nothing but gained experience which will help you learn and fine tune your future efforts. Remember that you may be only one well-placed connection away from the job and career of your dreams.
Harvey Deutschendorf is an emotional intelligence expert, internationally published author and speaker. To take the EI Quiz go to theotherkindofsmart.com. His book THE OTHER KIND OF SMART, Simple Ways to Boost Your Emotional Intelligence for Greater Personal Effectiveness and Success has been published in 4 languages. Harvey writes for FAST COMPANY and has a monthly column with HRPROFESSIONALS MAGAZINE. You can follow him on Twitter @theeiguy.