It is simply people you know and the people they can link you to. Even if you're not particularly gregarious or well connected, you know hundreds of people. All your friends, acquaintances, relatives, neighbors, business associates, members of your church or synagogue, people you know through alumni and civic organizations, your doctor and dentist- everyone you know. Because these people can connect you to hundreds, even thousands of other people, your potential network is vast.
Traditional Networking- Asking for Help
The conventional advice: Get information interviews. "This amounts to saying to your network contact, want you to give me your time-maybe just 20 or 30 minutes. What's in it for you, Ms. Contact? Nothing! But you can relax; I'm following traditional networking rules.
- You talk with your friend A.
- You explain that you are looking for a job and ask if she knows about any openings in your field.
- A suggests you talk with B, who "may have an opening or may know someone who does."
- You contact B, explaining that A (your bridge) suggested that you call.
- B explains that he has no openings but suggests that you call C.
- Because B doesn't know you, he cannot honestly recommend you.
- You may be feeling uncomfortable because you don't know B or C. When C's secretary informs you that C is at a meeting and C doesn't return your calls, you find it difficult to be persistent. You don't want to "bother" him and seem too "pushy," so you probably give up.
Traditional networking is based on the assumption that people will take the time to assist you-and every other job seeker who asks. While most people are cooperative and helpful, they are also busy and increasingly under the gun to be productive. How your network contact responds to your request for "20 or 30 minutes" probably depends on his relationship to the referring person, time constraints, etc. He will be asking himself:
How important (to him) is the referring individual?
Let's imagine that there is a continuum of power and influence for that particular businessperson. Everyone in his network falls somewhere on that continuum. If the referring person (your bridge) is his most important customer, his favorite uncle, or the governor, the businessperson will probably "make" time to help you.
But if the bridge is only a casual acquaintance, he's apt to be "too busy right now." His busy schedule may legitimately preclude even a brief meeting if there seems to be no compelling reason to see you.
Put on his socks for a moment. What is he thinking? The job seeker said that he would not ask me for a job: He just wants ''some information." (That is supposed to be reassuring, but it could be insulting, or at least off-putting.) Apparently, he has no particular interest in this company as a place to work. Why doesn't he want a job here? Aren't we good enough for him? The network contact would be justified in concluding: This job seeker cannot benefit me or my company. So why should I take the time to talk with him? How easy for him to say: "I'm sorry. We don't have any openings right now. Why don't you send me your resume?" And he is off the hook-literally.
Asking for names of people you could talk with is an easier request to fulfill. But your network contact has only a limited amount of "good will" or political capital with each of business friends. If she's smart, she'll use it sparingly. Each time she suggests the name of someone you might contact, she's spending some of that limited resource. She's already giving you some of her time. Why should she also spend her political capital for you?
No Safety Net?
If you're young, inexperienced, or new to town, you may think you're at a big disadvantage. No business friends. No mentors. But look at the positives. Everyone loves to give advice-especially to young people. All you have to do is listen. You'll make the seniors feel great-and you can start your network.
Being new to town may be even better because most residents are quite gracious to newcomers. Jill found that she could get in to see virtually anyone she called when she explained that she was a clinical data analyst and said: "I'm new in town. We just moved here from Boston and I've heard that you are the best person to talk with about..."
You can only sell what you honestly have. If it's being new in town, sell that! Start with the few people you do know-even if it's only the three guys on the moving truck and your next-door neighbor. They each know another three or four people. Before long, you'll have a real network. Build on what you have, even if it's just a thread. Spiders do it all the time!
Employment Insurance Checklist
- Do you have a list of everyone in your network?
- Do you think of yourself as a resource?
- Do you offer to help whenever possible?
- Do you make every meeting an "information interview"?
- Are you listening actively?
- Do you focus on the other person and their needs?
- Do you have business friends who can recommend you?
- Do people know what you have done and are capable of doing?
- Are you continuing to expand and strengthen your network?
