Networking - Nancy J. Collamer

Nancy Collamer M.S. is a career counselor and founder of Jobsandmoms.com, a website for professional-level women who are looking for flexible jobs, work-at-home opportunities and innovative work/life resources.
She is the Author of the book, "The Layoff Survival Guide."

Unless you’ve been living on a different planet, you already know that networking is your single best way to learn of job opportunities, even when a specific job opening does not yet exist. Experts estimate that somewhere around 80% of job openings are filled using networking contacts. Hands down, it is the single most important tool of your job search.

That said, I know there are more than a few of you, who upon reading the word, “networking” just felt your stomachs start to churn. You’re thinking, “But I don’t want to turn into a slick salesman who has to pester my friends and family” … “I hate making those phone calls”…”I’d be a whole lot more comfortable just responding to the classifieds.”

I know how you feel. I used to hate to “ask for help.” But, I’ve learned over time that:
• You don’t have to be Slick Willy to be an effective networker – you can adapt networking techniques to a style that works well for you.
• People actually appreciate it when you ask for their assistance because now “you owe them.” Next time they need help, they know you’ll be willing to return the favor.
• Most important, networking helps you succeed. It’s the best way to learn of opportunities before the competition and it’s the most effective way to get a personal introduction to an employer.

Some Common Networking Fears:
I don’t know many people.
Spend some time thinking about this, develop a list and you’ll soon discover that you know many more people than you think. Think of your network in terms of categories:
• Business Associates: Former employers, co-workers, vendors, clients and colleagues
• Personal Contacts: Friends, family, neighbors, schoolmates, sorority or fraternity members, acquaintances you’ve made at church, temple, volunteering or through your children.
• Service Industry Acquaintances: Your hairdresser, banker, doctor, lawyer, real-estate agent, etc.
• People you don’t know personally, but with whom you share a common interest – Alumni associations, Industry groups, PTA, etc.
Spend several days brainstorming, writing down and expanding your networking list – you’ll be amazed at how many people you really do know.

I feel really uncomfortable calling people
Most people do. But you can ease the way, by first sending an e-mail or letter explaining your situation, what you are looking for, and how your contacts can help you. Send the letter, with an attached resume, and a promise to follow-up with a phone call. If you are really nervous, it’s always a good idea to start networking with people with whom you feel most comfortable, and then slowly work towards your more challenging assignments.

What if they don’t have any openings – aren’t I just wasting my time?
Networking is not about calling people up and asking them if they know of any openings. The purpose of networking is to make connections and establish relationships. If you ask people, “Do you have any openings at your company?” and the answer is “No” the conversation can go no further. But, if you approach the conversation with a request to learn more about their company (or position or industry), then you stand a far better chance of getting a receptive audience.

Why would anybody want to speak with me?
Lots of people are nice and want to help. Others will agree because they’ll feel flattered when asked for their input. But even if they’re neither nice nor flattered, chances are they’ll say, “yes” for fear that next time they’ll be the ones asking for help. As the adage goes, “what goes around comes around” and in today’s economy nobody is immune from the workplace/job-search merry-go-round.

How can I build my network?
• Join networking groups
• Frequent job fairs
• Attend trade shows and conventions
• Go to local meetings of professional organizations
• Attend speeches or continuing ed classes in your field of interest
• Read newspapers and trade journals for announcements about new hires or promotions, and then send a letter of congratulations to the appropriate party.
• Get involved with an online newsgroup or e-mail link (see www.yahoo.com for how to start your own online networking group).

Always conclude your networking meetings by asking for the name of somebody else you might speak with. For example: “ Catherine, you have been so helpful to me today. I can’t tell you how much I appreciate your insights. I have one last favor to ask. Would you be able to provide me with the name of another association member who might be willing to meet with me to discuss growth opportunities in our industry?”
By building upon your contacts, your networks will expand exponentially, bringing you into new spheres of influence and possibility.