Articles

Networking: 
One Step at a Time!

BY STEVEN E. LURIE, Ph.D.

Everyone knows how important networking is to a successful job search and career development.  Nevertheless, very few actually look forward to networking – at least when it is part of a job search. Whether it’s the risk of rejection, the humiliation of “asking for help”, or the lack of networking skill and experience, there is typically a great deal of anxiety associated with the entire process.  Most people imagine the worst outcome when considering a networking opportunity (i.e.: “he will think I am desperate,” “I will look like I am begging,” “I will not get anywhere with her”) and tend to avoid it or limit their networking to familiar low-risk people.

Like most activities that lie outside of our comfort zones, the more structured and simplified, the less overwhelming it becomes and the more likely we are to do it.  Most people approach networking like a social-business activity – ‘playing it by ear’.  One of the keys to making networking manageable is approaching it in a highly structured, step-by-step fashion. Unless you are a professional salesman, you should script everything in advance and rehearse until you are really comfortable.   Once you can check off the list below, you will be prepared with all you need to build and maintain a successful network.

• I accept the fact that building and maintaining a strong network is the key to career independence and success.
• I am prepared for the unavoidable emotional ups and downs associated with networking. 
• I realize that courage, persistence and discipline is the key to successful networking and I commit to devoting a set number of hours each week to building and supporting my network
• I developed a great, organized and realistic plan that I will work from. The plan has specific goals, a process for tracking my contacts and the information I gather.
• I identified a networking “buddy”.  Like a weight loss or exercise buddy, we will hold each other accountable, and root each other on.
• I compiled my list of contacts and entered them into the networking plan.
• I prepared and am comfortable with my phone script.  I have it written and in front of me when I make my calls.
• I prepared my informal introductions and my purpose for meeting.  I am specific that I do not expect the contact to have a job or know of an opening.  I am meeting to get valued advice. This could be the toughest part of the presentation so make sure you are comfortable with it.
• I prepared my self-marketing statement.  (Make it short and sweet.  Make sure it answers the question, “What do you think you can do best and where do you think you should be doing it?”  Then, using a few specific examples of your accomplishments, explain why you believe your best strengths are in the areas you just said they were in.  Do not go through your resume and hope that the contact will be able to determine what you should be doing next.)
• I ran through my presentation on videotape, and made sure that my behavioral presentation is enthusiastic, clear and engaging.
• I have taken the time to PRACTICE, PRACTICE, and PRACTICE – by myself, with friends and relatives.

Then, beginning with those on your networking list who are least likely to help you, start the ball rolling.  You may be surprised to find lots of positive feedback and good feelings come out of networking.  For many, the networking process becomes self-reinforcing.  The more you do it, the more comfortable you become.