- Sincerely Like People: You can't turn this basic trait on and off like a faucet. If you're a misanthrope, genetically hostile, or simply fear all Homo-sapiens, pretend to be otherwise and work on it. If you can't do it by yourself, join a support group or find a good therapist. By now you've learned that "team players" go the farthest. Countless surveys rank "interpersonal skills" alongside "ability" as vital assets for career success.
- Maintain Constant Contact: There's a point of no return when people cannot be contacted for networking purposes-typically after 3 to 8 years, depending on the nature of the relationship. As with the graphic artist cited earlier, you can't call a college roommate and expect her to help you if you haven't spoken to her in over a decade. Productive networkers stay in touch. Within a 12-month period, they've contacted, either by phone or letter, practically all the people in their network.
- Keep An Up-To-Date Log Or Database: Face it. Some people are more organized than others. If you're like me, in a perpetual state of near chaos, you must constantly work at your organization skills. Over the course of your job search, you'll speak to hundreds of people. The only way to stay on top of everyone is by creating some kind of system. If you don't, you'll be randomly calling people in your Rolodex whenever the urge strikes you. That's to be avoided. All it takes is discipline. You can create a file of index cards. Better yet, if you've got a computer, design a networking database. Create a system that's comfortable for you. I've seen all kinds of variations, from simply alphabetizing names to creating specific lists of business, social, and casual contacts. One ambitious job searcher created a list of 400 headhunters across the country. Another uses several lists ranked by importance. The A list, for example, is the blue-chip, hot list of contacts requiring constant attention. The B list logs the runners-up, and the C list contains lukewarm contacts
FUNDAMENTALS OF GREAT NETWORKING
You've got the idea. Networking need not be mysterious if you keep the following fundamentals in mind.
- Information is priceless; contacts are everywhere: An open mind is essential to successful networking. Information and leads are everywhere, sometimes in the most unlikely places. Great networkers know this. They report meeting valuable contacts in airports, on planes or buses, and at popular watering holes. Many career-long relationships have spontaneously started over a beer. You just never know who the man or woman sitting next to you may be. Maybe he's a middle manager like you. Perhaps she's a senior executive in your industry with whom you have many contacts in common. All of a sudden you strike up a conversation, build a rapport, and close with, "Isn't it incredible what a small world it is?" Three hours later, you're entering this person's name in your networking database-maybe on your A list.
- The process never stops: As I mentioned above, successful net working ought to be part of your lifestyle. Whether you are employed or unemployed, it never stops. True networkers never say, "Now that I have a job, the heat's off. I can ease up on the reins." More likely, they'll go at it more aggressively, thinking, "Now that I'm well positioned in a good company, I can make some incredible contacts."
Uppermost, networking is never considered work. Networkers and game hunters have a lot in common. Never knowing what lies around the bend, they love the challenge and excitement of the hunt.
- One good turn deserves another: It's the unwritten code of honor underlying great networking: "If you get me a great account, job candidate, stock tip, or valuable information, you'll be paid back handsomely." The payback is not going to be out of a sense of duty, but rather because of heartfelt gratitude and loyalty. There's that special human equation that's the leitmotif of great networking.
