“I don’t feel comfortable in large groups in which I don’t know anyone.”
“I don’t care about getting on the rubber chicken circuit and listening to boring programs.”
“When I’m in a room full of accomplished people, I feel small and unimportant, because I’m unemployed.”
Perhaps one of these attitudes rings true for you. Whether you are currently working or not, there are dozens of reasons you might not want to get out of your house and make the effort to meet new people.
However, if you are serious about advancing your career, bear in mind that somewhere around 80 percent of jobs are not obtained through blind online résumé submissions or recruiters, but rather through networking. And we are now in prime networking season!
With Labor Day past, all kinds of organizations that take a summer hiatus are springing back to life with fall events, meetings, seminars and a multitude of gatherings. Leaders in virtually every field or enterprise are called on to speak at professional organizations, and others of influence are coming to hear them. Each of these events presents a valuable networking opportunity.
You should have your antenna raised to become aware of these gatherings, especially when you are searching for a job. Look for events where you can expand your network and obtain the latest information that will make you an interesting person with whom others will want to interact.
Disillusioned job seekers often complain about situations where jobs are “hard-wired.” The boss knows the person that they want to hire, tailor-makes a job description that depicts him or her and goes through the motions of an open search to camouflage the fact that the hired candidate was chosen long before. The flip side of this argument, however, would be to say that the successful candidate has networked to the max!
Articles and books about networking abound, but here are some key tips to get you going and help work the room at any networking event:
1. Target multiple types of networking venues. Attend events at professional organizations that relate to your expertise or industry, but don’t be content with that. There are also many other types of fruitful networking groups, such as alumni, recent graduates, professional women and young professionals. You should also seek out networking events related to your city or metro area. Companies such as Networking After Work and NetParty hold open events in many cities throughout the country and also host geographic-based LinkedIn groups.
2. Prepare a professional presence. That includes “dressing for success," personal grooming and much more. Keep your own business cards in one pocket, and place the business cards you receive into a different one. The last thing you want is to inadvertently pass out someone else's card! If you are unemployed, you still need a basic card with your name, contact information and something about the role you seek.
3. Set realistic goals and expectations. It's just fine to speak with only a key handful of people the room. Aim to establish enough of a relationship with someone that you will each want to continue the conversation later. Why give someone your card and then have him or her wonder the next day, “How did I get this business card, and why should I keep it?”
4. Figure out who you want to speak with and how to get his or her attention. For example, if the speaker at an event is a leader in a target company of yours, you might want to be close to the stage or dais to rub shoulders as the person enters or exits. Another consideration: Companies often take whole tables at events, and you can check out the tent cards or seating chart to figure out where people of interest to you will be seated.
5. Don’t be a leach! Don’t stand in the way of your networking partners' objectives. They come to the event with their own agendas, and they won’t be favorably impressed if you take an inordinate amount of their time.
6. Pay attention to the person with whom you are speaking. Be “in the moment,” and maintain eye contact. Show you are interested in what they are saying. People can tell if you are eyeing your next networking target, and they feel disrespected if they think you would rather be speaking with someone else.
7. Think: Can we talk? Remember that famous Joan Rivers line, and leave your elevator speech at home! The best networking is about engaging people in conversation and not speaking at them. No matter how much you practice that 20-, 30- or 60-second pitch, it will likely come off as just that: a rehearsed, stilted pitch. When perceived that way, it will seem like an hour to the listener. By all means, be purposeful in what you say, but talk with people and not at them.
When you practice these points, you will be well on your way to becoming more comfortable in networking situations, turning strangers into contacts, contacts into networking partners and opportunities into job offers.
Happy hunting!
Arnie Fertig, MPA, is passionate about helping his Jobhuntercoach clients advance their careers by transforming frantic “I’ll apply to anything” searches into focused hunts for “great fit” opportunities. He brings to each client the extensive knowledge he gained when working in HR staffing and managing his boutique recruiting firm.
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