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NETWORKING:
TAP INTO THE HIDDEN JOB MARKET
A workshop on why and how to
network
John L. Mohammed
President
Computer Committee
Sacramento Professional Network
October 30, 2012
10/30/2012
WHAT IS NETWORKING?
Merriam-Webster definition of "network":
Networking: A workshop
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a usually informally interconnected group or
association of persons
 can be personal relationships with friends, family
and others met in informal gatherings
 can be business relationships developed with
vendors, clients/customers, supervisors, subordinates
and competitors
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Your network is only limited by the company you
keep, both on and off the job.
 You don't just network when you are conducting
a job search — you develop and maintain your
network all the time
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YOU ARE NETWORKING WHEN YOU...
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attend professional meetings, conferences, or
conventions
visit with other parents during your child's sporting or
music events
volunteer for "clean-up" day at the park
visit with other members of your social clubs or religious
groups
talk with your neighbors
strike up a conversation with someone else waiting at
the veterinarian's office
search out friends (current as well as former) on
Facebook
re-connect with former colleagues on LinkedIn
talk to sales persons visiting your office
Networking: A workshop
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WHY NETWORK?
Networking is consistently cited as the #1 way to
get a new job
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Networking: A workshop
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80% of jobs never get advertised
CareerXRoad's 9th Annual Sources of Hire Study
(Feb 2010):
"referrals make up 26.7% of all external hires
(new employees hired from outside the
organization). [...] The yield for referrals is one
hire for every 15 referrals, making this
category the most efficient source by far."
 Job boards represent 13.2% of external hires
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Hiring deciders prefer to talk with someone
recommended by an existing employee
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WHAT NETWORKING ISN'T
making cold-calls
 sending Facebook Friend or LinkedIn "Join my
network" requests to strangers
Networking: A workshop
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WHAT NETWORKING IS
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connecting to people you do know through a
valid connection
professional association
 fellow alumnus
 friend of a friend
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Networking is a two-way street: both parties
benefit
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Get help by offering help
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IN-PERSON FACE-TO-FACE NETWORKING
The most effective way to network
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easier to make true human connection
more likely to be remembered
easier to gain trust and confidence
easier to establish a rapport
quality, not quantity
harder to dismiss your request for advice or feedback
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Networking: A workshop
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The most natural way to extend your network
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the context of the meeting provides a rational reason
for why you are interacting
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NETWORKING AS A TWO-WAY STREET
Networking does not mean meeting people
 It means becoming the type of person other
people want to meet
 Keep the other person's perspective in mind
 Recognize that people may be willing to give you
information/help for a variety of reasons
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a favor to a friend or manager
desire to play the role of "expert"
altruistic desire to help you
you may have valuable information or skills for them
now or in the future
you sound like a worthwhile prospect
Be prepared to allude to one or more of these
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Networking: A workshop
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FACE-TO-FACE NETWORKING
OPPORTUNITIES
Networking: A workshop
Professional association meetings
 Volunteering at conferences and other organized
events
 Chamber of Commerce events
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Take advantage of SacProNet's membership in the
Sacramento Metro Chamber of Commerce
 Membership may be going away in January
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Sacramento Professional Network
General Meetings
 Support meetup groups
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8 KEYS TO NETWORKING
1.
Be prepared
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identify the best sources of networking
opportunities, best sources of contacts
Be professional
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Have a concise, practiced "30/60 me"
Be targeted
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Networking: A workshop
Know your core goals (e.g., get to know people who
can provide information regarding careers and
leads)
Know yourself
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Ask for advice, not a job
Be patient
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persist — cultivation takes time
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8 KEYS TO NETWORKING
Be focused on quality, not quantity
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Better to have meaningful conversations with a few
rather than 50 hasty introductions that don't go
anywhere
Be Referral-Centered
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The person you are networking with may not have a
job to offer, but may know someone who is hiring;
exchange information and obtain referrals
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Networking: A workshop
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Be Proactive
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Track your networking meetings; send thank-you
notes or emails; follow up with a phone call, email
or additional face-to-face meeting
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8 KEYS TO NETWORKING
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Be Dedicated to Networking
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Networking: A workshop
Stay in touch over the long haul
Make networking part of your long-term career plan
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Questions to ask:
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When I call, may I use your name?
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What do you like most (least) about your work?
Can you describe a typical workday?
What education/experience is needed for success?
What are the future career opportunities?
What are the challenges?
Why do people enter/leave this field or company?
What advice would you give to someone entering?
With whom would you recommend I speak?
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DOS AND DON'TS:
Networking: A workshop
Do bring copies of your resume
 Be confident of your value
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treat meeting like a mini interview
 put your best foot forward
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Don't tell them your life story
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you are dealing with busy people: get right to the
point
Don't be shy or afraid to ask for what you need
 Don't pass up opportunities to network
 LISTEN as much as or more than you SPEAK
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ONLINE NETWORKING
Advantages
Networking: A workshop
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There are thousands of discussion groups and
community forums covering hundreds of subjects.
 You can "break the ice" before meeting someone in
person.
 You can listen, engage, or be engaged as you wish. No
one can see you sweat, and you don't have to feel like
a wallflower since no one can see you standing off by
yourself.
 Many recruiters are lurking the lists to find potential
candidates.
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ONLINE NETWORKING
Disadvantages
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Networking: A workshop
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Networking online is just as difficult as networking
in person! It may actually be even more difficult
because you can't establish a true connection online.
Body language and personal demeanor are not accessible
 You must convey your value solely through your words
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First impressions count even more. Be very careful
with your first public posting.
 Your online behavior matters more than you think.
Don't be a jerk! I really mean it!
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NETIQUETTE
Do not go boldly where you have never gone
before!
Stop and learn the rules of behaviour in effect in this
particular group and follow them!
 Look for a list of Frequently Asked Questions (the
FAQ) so you don't ask the same questions that
everyone else has many times before.
 Listen patiently to the discussion groups you have
joined and learn the tone, language, and culture of
the group.
 Never post your resume to the list nor openly tell the
entire list you are job searching and ask if anyone
can help you unless the group is specifically set up for
this kind of service.
Networking: A workshop
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MAKING CONTACT - WHOM TO CONTACT
In mailing lists and discussion boards, look for
postings by someone who seems to be
knowledgeable about the topic being discussed
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look for this person's email address and signature
information containing their organizational
affiliation, position within the organization, and
contact information
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in a social networking site, limit yourself to
contact with whom you can claim a valid (if
limited) connection, or ask for an introduction
through a connection you have in common
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MAKING CONTACT - FIRST CONTACT
Be sure to contact the person directly and not
through the list.
 Be concise. Identify yourself, state why you are
contacting this person, and list some of your interests
and where you noticed some correlation with his or her
interests as noted in the postings you've read.
 Do NOT send this person a copy of your
resume. You are networking, trying to establish a
relationship that extends far beyond just "please help
me find a job." A resume will blow everything to bits at
this point. Just relax and let the relationship build to a
point where a resume will be requested or you feel
comfortable asking for advice on preparation.
 Request a follow-up to this email, via phone or
email. Give your contact the choice of how to continue.
Networking: A workshop
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SOURCES AND RESOURCES
Riley Guide
Networking: A workshop
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www.rileyguide.com/network.html
 www.rileyguide.com/nettips.html
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CareerCast
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timesunion.com
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www.careercast.com/career-news/networking-twoway-street
blog.timesunion.com/careers/the-8-keys-tonetworking/348/
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YOUR 30/60 SECOND “ME”
Networking: A workshop
OR
THE ELEVATOR
SPEECH
John L. Mohammed
…a brief commercial for yourself that
can be delivered in the time it takes
to ride from the top to the bottom of
a building in an elevator.
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WHY YOUR ‘30/60-SECOND ME’ IS
IMPORTANT
Communicate:
Networking: A workshop
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What you do
 Who you are
 What sets you apart from others?
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Create interest - stimulate conversation
 “Ice Breaker” in an interview
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“So what can you tell us about yourself?” is often the
first question in an interview
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Useful for new audiences
Job fairs, exhibitions and sporting events, social
gatherings, etc.
 i.e., NETWORKING EVENTS
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PARTS OF YOUR 30/60 ME
Opening/Hook
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Main description of who you are, what you're looking
for
Story
More detail regarding your skills/interests/history
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break ice, grab attention
Overview
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Success/Accomplishment/Goal
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Preferably, SAR/PAR
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KEY ACCOMPLISHMENTS
Key Types of Accomplishments to Consider:
•Production
•Cost
•Time
•Waste
•Operations
•Sales
•Efficiency
•Service
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•Revenue
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MAKING IT GREAT
Networking: A workshop
Keep it short — no more than 30 or 60 seconds
 Make it conversational — it should sound like
when you talk
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Gauge listener's reaction — don't continue non-stop if
the person seems bored or uninterested
 Let the interested listener interact by asking
questions
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Use short sentences and short words
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Don't use "utilize" when "use" will do
End on an accomplishment or success
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MISTAKES TO AVOID
Networking: A workshop
Don't confuse an elevator speech with a resume
 Resist the impulse to exaggerate
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Don't use the exact same speech in all situations
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Brag, but don't paint an unrealistic picture
Adapt to your audience and situation
Be flexible and expect interruptions
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you want to get questions!
 Though we call it a "speech" it's really a brief
conversation
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PRACTICE, PRACTICE, PRACTICE
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a good actor makes it look easy by working very
hard
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EXAMPLE 30/60 "ME"
The "Hook":
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Networking: A workshop
Hi, I'm Sandra Green, and I make attorneys more
productive
Overview:
I have over 10 years as an Administrative Assistant working
in several different law offices
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Story:
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In those positions, I performed clerical and administrative
tasks scheduling appointments, maintaining electronic and
paper files, and handling incoming and outgoing
correspondence. In addition, I prepared and edited legal
documents and assisted in legal research
Accomplishment:
In fact, my last employer praised me for saving her so much
time that she was able to take on more clients.
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