Find out why people allocate time to networking
Put simply, networking is creating opportunities to have conversations with lots of appropriate people about your knowledge, experience and career ambitions.
Taking the definition one step further; networking is establishing relationships with people who are most likely already working in sectors or organizations you are interested in, to have a two-way career conversation with the eventual aim of uncovering potential job opportunities.
Note that it's a two-way conversation and not a one-way exercise in asking bosses you don’t know for a job. The best networking is as much about what you can offer as it is about what others may be able to do for you. Get away from the "What can this person do for me?" mindset and instead ask yourself, "How can I help this person?"
Networking should form a key part of your ongoing career development. It is something you should be doing before you are in active job search mode for it to be most effective.
Done correctly networking can be very powerful allowing you to:
Raise your visibility with hiring managers.
Build credibility by showcasing your skills.
Unearth jobs before they are publicly advertised.
Conquer your networking related fears once and for all
If networking so important, why do people often avoid it?
Good question. Everyone knows they should network, but few do it effectively or consistently while many actively avoid it.
One client said this about networking:
“But it’s grubby, going cap in hand asking for work”.
Effective networking is not about begging for work and in this case, his mindset was in danger of sabotaging his career.
Let’s look at some of the most common reasons why people avoid it and address them one by one.
They don’t want to be rejected
Say “networking,” and it’s likely you associate it with walking into a room full of bosses you don’t know, asking for a job 20 times, and being turned down 20 times. That’s enough to discourage even the most thick-skinned extrovert.
Attending targeted networking events when not actively looking for a new role takes the pressure off you. It allows you to be genuinely interested in other people and their achievements without having to ask for anything (beyond their business card of course!).
Networking is not one size fits all, and different tactics work for different people. There is little point going to an event with 50 strangers if you are an extreme introvert. The level of stress may well prevent you from presenting the best version of yourself, and it’s just going to put you off. In that case, it's better to meet one-on-one over a coffee.
Of course, much networking takes place online now through networking sites like LinkedIn, which lowers the stress level. Online rejection comes down to someone you have never met choosing not to accept your connection request. As rejection goes, that’s pretty minor!
They “don’t do” small talk
Maybe you are someone who thinks you can’t do small talk. Think again.
Your friendships, your current and past relationships, and colleagues you work with, all started with small talk.
Small talk is a socially acceptable way to have a conversation with someone you don’t know by finding out a little about each other and staying away from controversial subjects. It’s as simple as that. It provides space to connect safely.
With a few prepared questions, good eye contact, a smile, and some practice, you can quickly become a small talk ninja. In fact, the most important skill is not talking, it’s listening. Never underestimate how much people like talking about themselves - it's their favorite subject!
The key to small talk questions, especially the first time you meet someone, is to ask open questions that require more than a one or two word answer. It is the difference between asking, “Have you been to one of these events before?” and “What are you hoping to get out of this event?”
Here is a list of questions and conversation openers you can always ask. Some are from a recent Business Insider article, and a few are my own personal favorites:
What is your connection to this event?
How did you hear about this event?
Beautiful venue! Have you ever been here before?
Do you know the host? How do you know the host?
Are you local?
How far have you come to get here?
What do you know about the speaker? (at an industry conference or function)
What's new since we last spoke?
What keeps you busy?
It’s my first time here, what tips do you have on how to get the most out of the day?
Which blogs or resources would you recommend to stay up to date?
What’s the most exciting thing happening the industry right now?
What are the biggest challenges happening the industry right now?
What line of work are you in or looking to get into?
Why are you interested in working in that industry?
Why did you decide to work in this sector?
Which skill do you use the most in your work? Is it what you expected?
They don’t have the time
Without a doubt, the best time to develop your network is when you are not actively looking for your next job.
Why? Effective networking tends to be a slow burn. We naturally want to help people we know, like, and trust, but it takes time to build strong trust-based professional relationships.
When you develop your network before you need to call on them, activities can be done little and often. This is a much less stressful way than throwing yourself into it full time.
So, how much time does it actually take?
You can devote as little as 15 mins each day online, and one or two face-to-face events or one-to-one’s each month. Then ramp up your efforts when you are in active job search mode.
They don’t know who to target
The place to start isn’t out there … it’s with you.
First, get clear on the types of roles you want and what you offer in terms of skills and experience.
If you have a CV, you should already know what positions you want to target. Aim for a list of no more than four (and a tailored CV for each one). Having a CV for each position will help you find keywords you can use as you reach out to people.
Having no more than four positions will naturally help you narrow down who to target. There’s little point targeting a director of finance if you want to be a marketing manager (unless the finance manager is an existing contact and can facilitate an introduction to the marketing manager of course :honte:).
Let's recap!
Networking is about finding creative ways to start work-based conversations to raise your profile.
The best and least stressful time and to network is when you are not actively looking for a job.
The fears you may have about networking are normal and easily overcome with practice.
Start with you. Identify the position/s you want first, then identify the people you want to contact based on those roles.
We have looked at why networking is important and how, with a bit of practice, you can reduce the fears associated with it. In the next stage of building your personal networking strategy, we are going to help you get clear on your unique talents.
