There’s some great guidance out there on networking (and, some not-so-great advice): what to say and what not to say, how to ask who is hiring and how to make new connections. But one of the largest missed opportunities in networking is what I want to talk about today. How to ask for nothing, simply give back and the enormous impact it can have on your network and job search.
Let’s face it, if you have been networking you have probably asked for a lot. Leads on new opportunities, connecting with decision makers and the list goes on. And, I’m not here to tell you that you shouldn’t be networking and asking for these things – you absolutely should. But, there is balance…and the balance to receiving is giving. So, I’m going to share what I recently told my Career Attraction University members about how to do this and why you should be doing this (beyond the obvious reason that it’s simply the right thing to do. That should be enough, right?):
Your List – Start here. Take everyone you have spoken to or interacted with during your job search. From that trusted advisor and mentor who you touch base with weekly down to the recruiter who rubbed you the wrong way and you barely spoke to once. By the way, if you don’t have a list of everyone you have connected with this is a prime time to create one. This is your network. Some pieces may be stronger than others, but every interaction is an opportunity to strengthen that relationship and build new ones.
Pick up the Phone – This is about being interactive and dynamic. Email is static. Grab the phone and call the people on your list. You can make 1000 excuses why not to do it (my industry likes email, I don’t know some of these people that well, I don’t have their number, etc..). In order – if everyone is emailing, it’s easier to stand out via phone. If you don’t know the person well, what better way to get to know them better? Don’t have the number – Google the company and call the main switchboard.
Bottom line, you will get infinitely more out of a conversation and you can steer it more than a one dimensional email. Plus, you are going to be offering to help them – why wouldn’t they want to hear from you? If you get voicemail, you can send a short email following up…but make sure you lead with a call – it will make all the difference.
The Call – I’m not a fan of scripts, but here is the gist of what you should say in your call. Adjust the verbiage to fit your audience:
“Hi _________, it’s _________. You have been great about helping me in my job search and I simply wanted to return the favor. I’m wondering how I might be able to help you? What’s on your plate right now that you could use some help with resource-wise?”
Short and sweet.
Calling a peer or potential hiring contact? Maybe they are working on a project and need help locating some resources? This gives you a reason to call other people inside, or outside, your network…growing your network, demonstrating you are “plugged in” and calling for a reason other than looking to get something for yourself.
Calling a recruiter or someone in HR? Offer to help them with candidates for searches they are conducting. While I’ve never been in HR, I can tell you from my years as a headhunter that I knew the people who would always help me network and they were my first call. So, if you aren’t getting a call back from the search firms or internal recruiters as you would like – this is the easiest way to fix that. Create a reason for why they will always want to call you first.
Ask for Nothing – this is key to your success here. It’s not about immediate reciprocity. The benefits you will receive will become apparent in short order, like I shared in both examples…and more.
If they ask about your search, certainly tell them. If they ask if they can help, I’d simply ask who they know in (your field, industry, area of focus) that they hold in high regard with whom you can network. Reassure them that you are just looking to broaden your network and you aren’t going to hit them up for a job (listen to my interview with Michael Kerman – he does this beautifully). And, again, push to meet in person if physically possible. It’s all about getting face-to-face time with people. The phone is closer to that than email (which is why I am a big fan of it), but getting in front of someone is much more effective in working towards “know, like and trust.”
Going Viral and “Paying it Forward” – Finally, I’d like to leave you with this thought. Between my newsletter (21K readers), this blog (2K+ visitors daily) and the social networks I post on (1M+ potential readers), this could have an incredible, collective effect if every job seeker reading it took action. Imagine your call jogging the memory of someone in your network to call an unemployed friend. Maybe it makes them think of you for a certain position. Maybe you are that friend for someone else’s call. Who knows? What I do know is that this “pay it forward” effect will only be more exponential in its impact if everyone takes this step together.
So, make your list, pick up the phone and start asking what you can do for your network. Then come back here and share your comments and results below – I’d love to hear from you (and so would everyone else!).
Comments