Networking: Identifying who can help and how to connect with them

 Chris Wodke

http://www.summittrainingpublications.com/

Tom Sather, Founder of Career Works spoke at the January meeting of Crossroads Network group. The following is a summary of his remarks:

Tom was a transplant to the Fox Valley in 2001. He thought doing a job search would be easy.  He had 12 years of experience and owned 3 companies.  He found out just how tough a job search can be. He found building relationships was the key to his successful job search.

Nearly everyone goes about a job search looking for a certain type of job or to work for a certain company.  Perhaps a different approach is in order.  What if you were looking for an organization that had problems you could solve?

People hire people. They hire people to solve problems. By building a relationship you might just be the person you want to hire.  So stop looking for a job. Become a problem solver.  Building requires relationships.

Networking requires building relationships with people you know, so they feel comfortable introducing you to people they know.   To understand networking, know these rules:

• We work for people not companies. Relationships’ matter.
• We are hired because we can solve problems. They are concerned about their problems, not our.
• People who hire are always on the lookout for talent they feel comfortable with. They want to hire people who will get along with others and fit in with the company culture.
• Your goal as a job seeker is to find a person who has problems you can solve.

There are several things that you may find helpful to know about networking:

• People are willing to say “yes” to a reasonable request.
• We honor people when we seek their advice.
• People prefer to be approached gradually.
• Always be prepared to give something before you get something.
• Our job is to find the person who has the problems we want to solve.

Informational interviews can be a great way to connect with people and build a network.  Think of the interview like a funnel.  Start with broad questions and funnel down to work unit or problem area questions:

• Broad-Industry questions
• Drilling down-company questions
• Specific-Work units or problem areas.

1. First ask general questions about industry trends.  People like to be approached gradually and talk about things they know.  They are helping you by sharing their knowledge. Have at least 5 great questions about general industry matters. Be prepared with follow up questions about interesting points they have made.
2. Next as you hone in, ask specific questions about their organization. Ask about their perspective and statements about their company. Have at least 5 questions prepared and be ready to go off script. Probe, they will be pleased and amazed you are interested and are listening.
3. Next get to specific problem areas. These are areas to probe more deeply. Listen as they talk about their specific areas. Problems will begin to emerge. Find out what problems are irritating or keep them up at night. This is pay dirt. If your skills and experience can solve these problems discuss that.

Your goal is to understand their top three problems.  Ask yourself “Does this person have the problems I want to solve or do I know someone that might be of help?”

Follow the 10/50 rule

• For every 60 minutes of conversation, talk 10 minutes while the other person talks for 50 minutes.  If you are talking you can’t be listening.  When you listen you learn their problems and how you might help.
• Your questions give them an insight into how you think and what it would be like to work with you.
• Talking all the time during an interview shows you will be a talker at work. You will take up lots of their time.

Building relationships during informal and informal relationships sets the ground work for the most important relationship, employer and employee. Build relationships through networking and informational interviews. They are the key to job search success.

Copyright 2012 Summit Training Publications

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