This topic represents what most people call ‘active job search, but, as you can learn, the HOW –TO is what creates your success in networking. It professes strategies and tactics that will generate more effective networking.
In your ‘first wave’ of networking you had the opportunity to reconnect with people you already know, in the ‘second wave,’ those you have cause to know… a nice by-product of your efforts is the identification of attractive opportunities, and targeted organizations!
NEXT WEEK’s Session, Thursday, May 30th… Turning Opportunities Into Interviews: A closer look at networking your way IN to a targeted organization
You’ll be the first to know when you’re ready for ‘wave 3’ of networking… which, simply put, is networking your way in to attractive opportunities.
You will focus your activity and time management to the business of creating INTERACTIVE COMMUNICATION with employees, customers, and vendors–the “stakeholders”– within and surrounding any targeted organization.
So what are those basics that will allow you to effectively network to identify appropriate opportunities, and then secure the requisite INTERVIEWS in order to “close the deal?”
- Practice your two minute drill every chance you get…. it’s the fundamental building material of your communication strategy–your verbal collaterals!
- Practice your exit and qualification statements… most all potential employers and networking contacts will want to know your current situation and why you are available.
- Practice answering both common and tough questions… including pre-offer negotiation tactics. The most asked question during career transition is, “Tell me about yourself.” Appropriate use of your two-minute drill and related verbal strategies, your “verbal collaterals,” is a key ingredient to personal salesmanship.
Let’s not forget a couple of additional ‘collaterals’ that will help you round out your ability to ‘get the word out’ and serve as evidence of your qualifications.
- Brag bytes… Wordcraft various collections of words, phrases and sentences to capture memorable moments or accomplishments–the best you have to offer. “…saved 80% cost-perhire…” Used in MSWord, ‘Quick Parts’ can be quite efficient when building high impact correspondence as well.
- Personal Portfolio… Your collection of certificates, examples of work, reference letters, etc that can bring life and interest (not to mention PROOF) to your story.
RESEARCHING TARGET Organizations
Step six in our 12-step Process, first level research, will help you to identify attractive trends and targeted companies. But, in THIS context, I suggest digging a bit deeper in order to help secure an interview…
Learn as much as possible about the company, the potential opportunity, and the hiring authority–This is usually your next boss, but could be even higher in the chain of command.
Your research goals ought to include developing information about the company’s products, people, organizational structure, successes (and failures), profits (and losses), capital spending, strategic plans, philosophy and labor climate.
- As part of your ‘second wave of networking,’ ask a friendly recruiter, business acquaintance or stockbroker what they know about the company… and by extension, call people with whom you have networked and ask what they know about the company
- Check with the local Chamber of Commerce or Better Business Bureau.
- Call the company directly; request a sales brochure, annual report or other company information. Companies have to market themselves, too, you know!
Telephone and Networking Skills
On a scale of passive to assertive => to aggressive, let’s take a look at how we could communicate direct to contacts in and surrounding a targeted organization…
Email…safe, but too easy to be deleted before a relationship is established. Requires follow-up.
LETTER of introduction… also safe, but read more often. Paves the way for a first call to a referral… creates dialog. Requires phone follow-up.
Phone call…direct… often a cold call… requires risk. Establishes contact, interaction and, worst case, VISIBILITY.
There’s only two reasons to be on the phone during active job search…
- Reconnecting with valid contacts, seeking their advice and information, sharing your communication strategy, and seeking referral activity…
- Securing actual interviews
Cover NOTE and resume… Rather than mindlessly applying to countless jobs, playing the numbers game; develop your networking style to motivate a person to request your resume. When requested, resume gets read more often. Establishes relationship. Requires follow-through. Face2face office visit!