So, full disclosure: I wanted to do an episode on networking, covering it from a perspective I haven’t yet addressed. That’s not always easy when you’ve done more than 300 episodes!

I’ve done episodes on how to network throughout your career, but today I wanted to focus on networking as a major component of your job search strategy.

I ended up deciding to pull pieces from some other episodes I’ve done on networking while also adding fresh, new content. So here goes.

Why Should I Network?

-As many as 85% of jobs are gotten through networking, with 70% or more of all jobs being in the Hidden Job Market.

-Hiring managers like to hire people they know. In the absence of people the hiring managers personally know, they like to hire people who are known by people the hiring managers know, like, and trust. Many companies have a referral program for this very reason.

-When you are just applying online to the company’s website or via sites like LinkedIn, it is akin to being in a very crowded auditorium, trying to get the attention of the people on stage. It’s very difficult.

-When you have a conversation with a decision maker in the absence of a posted job, you are in competition with no one. This is where the real magic happens.

-Even when you have a world-class resume and superior LinkedIn profile like the ones I create for my clients, you are still not fully dimensional. That can only happen through personal interaction.

-Once you’ve established a relationship with someone who is in a position to hire you or advocate for you, your shortcomings as they relate to the job qualifications may become less significant.

Keep in mind that, as you network, you aren’t asking people for a job. You are asking for leads, referrals, suggestions – and hopefully, for them to make an introduction on your behalf.

Group Networking

If you are looking in your local area for an opportunity, an in-person networking event may be a great option for you. Keep in mind, however, that even if you are looking for positions in another city or state or a remote opportunity, the people you meet at a local networking event will have friends, colleagues, and family members in a wide range of roles as a wide range of companies – possibly even throughout the world.

My recommendation is to identify 2-3 potential group networking opportunities, then give each at least two tries before crossing them off your list.

Here are some suggestions:

-Chamber of Commerce

-Rotary, Kiwanis, and other service clubs

-Your place of worship

-Your university alumni association

-Meetup/Facebook events

-Events you attend on your own – if there are people there, you can network

-Professional association meetings (your own and others’)

-Educational/training event

-Causes you volunteer with/are on the board of

In addition, there are online networking events, especially since Covid. I belong to a group called Ellevate Women’s Network – do some googling and see what you can find that interests you.

How to Work the Event

This depends, of course, on the setup of the event, but I want to give you some tips and considerations.

-Set a goal. Depending on the overall size and composition of the group, decide ahead of time how many people you want to speak with. Alternatively, you may decide to network until you find someone who ____ (fill in the blank).

-The all-important first impression. Smile, give a strong handshake, make eye contact as you introduce yourself. Repeat the other person’s name as a way to help you remember it.

-First be interested, then interesting. So many people get hung up on what they are going to say. Instead, focus on getting the other person to talk. Come up with a couple of questions you can ask everyone you meet. For example:

           -What book that you’ve read has had the biggest impact on you?

           -Are you a dog or a cat person – and why?

           -What’s one thing on your bucket list?

The common thread here is that these aren’t questions everyone else is asking, and the person you are asking them of won’t have a canned answer for you. They will have to drop into the present and actually think about their answer! And you’ll learn something interesting about them.

-Position yourself strategically. If people are standing around, stay out of the corners of the room. A good place to stand is near the food or drink areas.

If you are attending a seated event such as a luncheon, choose a table that is already about ½ full – and where the people already at the table don’t seem to be in a private huddle. Don’t sit with people you already know.

Here are some lines you can try at the table to get the conversation going:

           -Who has attended the event before? (Then ask those who say “yes” what they have found most beneficial about it)

           -What is everyone reading right now?

           -Who has seen a really good movie lately?

One-on-One Networking

Most people only think of networking with the people they already know – what I call “low-hanging fruit.” Their approach sounds something like this:

           “I’m looking for a job. If you think of anything, let me know.”

In one ear and out the other. It isn’t that they don’t WANT to help you, it’s that you haven’t really given them a WAY to help you.

Identify 10-12 companies you want to work for – those that are an ideal fit with your skills, the culture you thrive in, your preferred geographic location, products/services you believe in, etc.

Then used LinkedIn’s Advanced Search function to find:

           -Someone you know who works there, or has worked there recently

           -Someone who is connected to the decision maker

           -Centers of Influence

How to Steer the Conversation

Networking, when done correctly, is an exchange among equals. You are giving as much value as you are receiving.

If the meeting is 30 minutes, spend the first 20-25 talking about the other person. What projects are they working on? What new challenges are they facing? What’s keeping them up at night?

At minimum, you are providing a listening ear. You might also be able to suggest strategies, tools, resources, vendors, or other things that will help them.

Then they are likely to say something like, “We’ve talked about me this whole time! What’s going on with you?”

You will have an ask prepared, based on your research of them on LinkedIn.

Here’s an example:

“I’m in the early stages of looking for my next opportunity, leveraging my success at COMPANY as YOUR ROLE. I saw on LinkedIn that you are connected to NAME and she’s someone I would love to speak with. Would you be willing to introduce me?”

Now you have given the other person a specific ask – something concrete they can do for you. They may not know that person well (or at all) and may suggest someone else they can introduce you to – and that’s okay.

How to Incorporate Networking into Your Job Search

-Just starting out: 25% of your time should be spent in networking-based activities

-Mid-career: 50%

-Senior-level and executive: 75% - 100%

-If you are a full-time job seeker: 30 hours per week on your job search

-Part-time job seeker: 5 hours per week on your job search

You can do the math.

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