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Becoming a Nominee for Networker of the Year
Job seekers who, at first contact, seem to be ignorant boors are often
potentially great employees who simply lack collaborative networking
techniques. However, with a little forethought and some targeted research,
they can turn themselves into candidates almost anyone would be happy to help.
Poor networking methods generally derive from a "me-against-the-world"
attitude. Without an understanding of his contact's perspective, a job seeker
seems to be selfish and unconcerned about anyone but himself. Put this
myopic individual together with a busy professional working under a lot of
stress and feeling stretched to the limit, and you have a recipe for
networking disaster. To be a successful networker, you must perceive the
process as a two way street. If you want a favor from a stranger, be
prepared to give her a motive for attending to your needs instead of putting
the time into her own pressing project. Here are some tips for becoming a
nominee for Networker of the Year:
Recognize that people may be willing to give you information for a
variety of reasons. They may do it as a favor to a friend or manager
whom they respect, admire (or fear). They may enjoy playing the
"expert." They may have an altruistic desire to help you to make a
critical life decision. They may expect you have some valuable
information or business opportunities for them either now or in the
future. They may be looking for good employees and you sound like a
worthwhile prospect. They may be in a really good mood when you
serendipitously call at just the right moment.
Whatever their motive, you must be prepared to allude to one or more of
the above reasons for calling. For instance, if your good friend, Jim
Collins, suggested you contact his other good friend Susan in Atlanta,
you would say, "Hi. This is Taunee Besson. Jim Collins and I were
playing golf last Saturday when your name came up in the conversation.
I told Jim I was thinking about moving to Atlanta and he said that,
before I talk to anyone else I should call you, because you can tell me
all about the city and introduce me to everyone worth knowing. Since
I've always found Jim's advice to be right on target, I'm starting my
Atlanta research with you. Besides I promised I would send his regards,
ask about your new granddaughter, and report back to Jim on our
By starting your call with these few carefully selected words, you have
alluded to an important friendship between Susan and Jim, told her she
is an acknowledged expert on Atlanta, indicated you are also a good
buddy of Jim's who might make an excellent employee or colleague for
her or one of her other Atlanta friends, mentioned that you agreed to
tell Jim about your conversation, and asked about her granddaughter who
undoubtedly is the light of her life. How can this women refuse to talk
to you when you've given her so many good reasons to believe your
impending phone conversation or visit will be both enjoyable and
Suppose you have decided to call the VP of Marketing of a fast-growing
high tech company in your area. You have never met the guy and you
don't know anyone who can introduce you. How can you interest him in a
networking appointment? First you'll need to find out as much as you
can about his company. If it's publicly owned, get an annual report.
Use your on-line service or go to the library to look up any articles
written about the firm in business or trade magazines. Talk to other
people in your network to ascertain if they know anyone in the company
you could visit before you call him. Ask local business reporters or
professors about their insights on the company. (You probably think
these busy, high profile professionals won't take the time to talk to
you, but they will.)
Then, when you have plenty of information, plan your phone call. Given
everything you know about the firm, what piece of information is of most
interest to you? Is it the expansion into Mexico? The company's
marketing ideas? Its recent acquisition of a complimentary business?
What piece of information do you think the VP would find most enticing?
What are his hot-button issues? Based upon your reading, can you think
of any solutions for his current or long term problems? Have you had
any similar experiences that might be useful to him? Can you send him
any articles or studies you have seen that would give him food for
After you've done some brainstorming, select several key "hooks" you
think would intrigue him enough to schedule an appointment with you,
then start your call something like this, "Hi. This is Taunee Besson.
I've been doing quite a bit of research lately on fast-growing high tech
companies, and Xyrix's name keeps emerging as an exceptionally
well-managed company with continuing double digit growth through new
product introductions, savvy acquisitions, and a very successful
expansion into Mexico. Having recently returned from establishing my
company's industrial product lines in Chile and Argentina, I would
enjoy meeting you at your office or over lunch to trade war stories on
doing business in Latin America and discuss your potential interest in
expanding into South America in the near future. I have some
preliminary ideas about how our two companies might form a mutually
beneficial joint venture where the sum would definitely be greater than
the parts. What do you think? Shall we get together next week over
lunch or at your office?
Granted the VP doesn't know you from a hole in the ground, but you've
certainly captured his attention. He may decide to make an appointment
with you as you talk on the phone, or check you out before he commits
himself. Either way, if you genuinely have something to offer him, the
likelihood of your scheduling a meeting is excellent because you initial
conversation emphasized what you can do for him, instead of vice versa.
Once you have secured an appointment, you've need to decide what you will
say when you get together. Since you initiated the relationship, it is
your responsibility to set the agenda. You'll assure a continuing
mutually productive networking experience, if you do your homework and
prepare a set of well-researched, intelligent questions. Don't waste
valuable time with queries you can easily answer in the library.
If you are a career changer, ask about your contact's insights and
perceptions of his own career, industry and company, as well as his
description of the skills and personality traits of his ideal candidate.
Tell him a little about your background and why you are interested in
his career. Ask for feedback on whether what he does would be a good
match for you. Find out how he would move into his career, if he were
If you are changing jobs, concentrate on asking about the company, its
culture and philosophy, and plans for the future. Find out from your
contact about his career with the organization. Ascertain if, in his
opinion, your background would be fit into the existing structure or if
you could add value by bringing new skills and perspectives to the table.
Determine if there are other key people you should be contacting in the
Whether you are investigating the possibility of a position or a contact
with a particular company, or trying to get an overview of a career or
industry, always consider how your conversation can be beneficial for
both parties. By keeping your contact's best interests at heart you
will create a win-win situation for the two of you and pave the way for
other collaborative networkers as well.
After your meeting, always follow up with a thank you note. Sending a
note is more than just a polite afterthought. It puts your name on
front of your contact again, gives you a forum for saying what you plan
to do next, and reminds your new acquaintance that you value her time
and insight. Whether your thank you note is the final chapter in a
brief networking association or the bridge to a more permanent
relationship, it reflects your genuine concern for others and your
superior understanding of net-etiquette.