Diversify
Unlike the Harvard or Princeton network confined to former graduates of each school your network should be as diversified and wide-ranging as possible. You never know who might be in a position to help, so don't limit your group of friends. The more diverse they are, the greater the variety of information they may supply you with.
Don't forget to include everyone you know in your initial networking list friends, relatives, social acquaintances, classmates, college alumni, professors, teachers, your dentist, doctor, family lawyer, insurance agent, banker, travel agent, elected officials in your community, ministers, fellow church members, local tradesmen, and local business or social club officers. And everybody they know!
Be Specific
Make a list of the kinds of assistance you will require from those in your network, and then make specific requests of each. Do they know of jobs at their company? Can they introduce you to the proper executives? Have they heard something about or know someone at the company you're planning to interview with next week?
The more organized you are, the easier it will be to target the information you need and figure out who might have it Begin to keep a business card file or case so you can keep track of all your contacts. A small plastic case for file cards that is available at any discount store will do nicely. One system you can use is to staple the card to a 3 x 5 index card. On the card, write down any information about that contact that you might need later-when you talked to them, job leads they provided, specific job search advice, etc. You will then have all the information you need about each company or contact in one easily accessible location.
Learn the difference between an informational interview and a job interview. The former requires you to cast yourself in the role of information gatherer, you are the interviewer and knowledge is your goal-about an industry, company, job function, key executive, etc. Such a meeting with someone already doing what you soon hope to be doing is by far the best way to find out everything you need to know-before you walk through the door and sit down for a formal job interview, at which time your purpose is more sharply defined: to get the job you're interviewing for.
If you learn of a specific job opening during an informational interview, you are in a position to find out details about the job, identify the interviewer and, possibly, even learn some things about him or her. In addition, presuming you get your contact's permission, you may be able to use his or her name as a referral. Calling up the interviewer and saying, "Joan Smith in your Convention Sales department suggested I contact you regarding openings for reservation clerks," is far superior to "Hello. Do you have any job openings at your hotel?"
In such a case, be careful about referring to a specific job opening, even if your contact told you about it. It may not be something you're supposed to know about By presenting your query as an open-ended question, you give your prospective employer the option of exploring your background without further commitment If there is a job there and you're qualified for it, you'll find out soon enough.
Don't Waste a Contact
Not everyone you call on your highly-diversified networking list will know about a job opening. It would be surprising if each one did. What about their friends and colleagues? It's amazing how everyone knows someone who knows someone. Ask- you'll find that someone.
Value Your Contacts
If someone has provided you with helpful information or an introduction to a friend or colleague, keep him or her informed about how it all turns out. A referral that's panned out should be reported to the person who opened the door for you in the first place. Such courtesy will be appreciated-and may lead to more contacts. If someone has nothing to offer today, a call back in the future is still appropriate and may pay off.
The lesson is clear: Keep your options open, your contact list alive. Detailed records of your network with whom you spoke, when, what transpired, etc. will help you keep track of your overall progress and organize what can be a complicated and involved process.
Informational Interviews
So now you've done your homework, built your network, and begun using your contacts. It's time to go on your first informational interview.
A Typical Interview
You were, of course, smart enough to include John Fredericks, the bank officer who handled your dad's mortgage, on your original contact list He knew you as a bright and conscientious college senior; in fact, your perfect three-year repayment record on the loan you took out to buy that '77 Plymouth impressed him. When you called him, he was happy to refer you to his golfing buddy, Bob Jones, sales manager director at Huge Hotels, Inc. Armed with permission to use Fredericks' name and recommendation, you wrote a letter to Bob Jones, the gist of which went something like this:
I am writing at the suggestion of Mr. Fredericks at Fidelity National Bank. He knows of my interest in hotel sales and, given your position at Huge Hotels, Inc. thought you may be able to help me gain a better understanding of your field and the career opportunities it presents.
While I am major in marketing and minor in business, I know I need to speak with professionals such as you to learn how to apply my studies to a work environment. If you could spare a half hour to meet with me, I'm certain I would be able to get enough information about your field to give me the direction I need.
I'll call your office next week in the hope that we can schedule a meeting.
Send a copy of this letter to Mr. Fredericks at the bank-it will refresh his memory should Mr. Jones call to inquire about you. Next step: the follow-up phone call. After you get Mr. Jones' secretary on the line, it will, with luck, go something like this:
"Hello, I'm Mr. Paul Smith. I'm calling in reference to a letter I wrote to Mr. Jones requesting an appointment. "
"Oh, yes. You're the young man interested in our sales rep training program. Mr. Jones can see you on June 23rd. Will 10 A.M. be satisfactory?"
"That's fine. I'll be there. "
Well, the appointed day arrives. Well-scrubbed and dressed in your best (and most conservative) suit, you are ushered into Mr. Jones' office. He offers you coffee (you decline) and says that it is okay to light up if you smoke (you decline). The conversation might go something like this:
You: "Thank you for seeing me, Mr. Jones. I know you are busy and appreciate your taking the time to talk with me."
Tows "As I stated in my letter, my interest in hotel sales is very real, but I'm having trouble seeing how all of my studies fit into the big picture. I think I'll be much better prepared to evaluate future job offers if I can learn how everything works at a hotel such as yours. May I ask you a few questions?
Jones: "Well it's my pleasure since you come so highly recommended. I'm always pleased to meet someone interested in my field."
Jones: "Fire away, Paul".
Mr. Jones relaxes. He realizes this is a knowledge hunt you are on, not a thinly-veiled job interview. Your approach has kept him off the spot-he doesn't have to be concerned with making a hiring decision. You've already gotten high marks for not putting him on the defensive. From this point on, you will be able to ask anything and everything you need to find out-mot just about the sales function at hotels in general, but specifically about the training program at Huge Hotels, Inc. (which is what you're really interested in).
You: "I have a few specific questions I'd like to ask. First, at a hotel such as yours, where does an entry-level person start?"
You: "Where and how fast does someone progress after that?"
You: "What is the work environment like-is it pretty hectic?"
Jones: In this company, we rotate new people interested in sales through all the areas we work in-convention, resort, and room sales. You'd spend about two months in each area, and then specialize in the one you're most interested and/or where we need you most"
Jones: "Obviously, that depends on the person, but given the proper aptitude and ability, that person would simply get more and bigger projects to work with. How well you do all along the way will determine how for and how fast you progress."
Jones: "We try to keep the work load at an even keel. The comfort of our workers is of prime importance to us. Excessive turnover is costly, you know. But the hotel business is an exciting one and things change sometimes minute-to-minute. It's not a profession for the faint-hearted!"
Jones: "Well, judging by the hiring record of our company, I think you'll find it's an area worth making a commitment to. At the entry level, we've hired a number of new people in the past three or four years. There always seems to be opportunities, though it's gotten far more competitive."
You: "If I may shift to another area, I'd be interested in your opinion about the hospitality field in general and what you see as the most likely areas of opportunity in the foreseeable future. Do you think this is a growth career area, despite the many changes that have occurred in the last 18 months?"
You: "Do you think someone with my qualifications and background could get started in sales at a major hotel? Perhaps a look at my resume would be helpful to you." (Give it to Mr. Jones.)
Jones: "Your course work looks appropriate. I especially like the internships you've held every summer. I think you have a real chance to break into this field. I don't think we're hiring right now, but I know a couple of hotels that are looking for bright young people with qualifications like yours. Let me give you a couple of phone numbers." (Write down names and phone numbers.)
Jones: "You're welcome."
You: "You have been very generous with your time, but I can see from those flashing buttons on your phone that you have other things to do. Thank you again for taking the time to talk with me."
After the Interview
The next step should be obvious: Two thank-you letters are required, one to Mr. Jones, the second to Mr. Fredericks. Get them both out immediately. (And see the next chapter if you need help writing them.)
