Part 3- Networking to Find Jobs
I recently read a statistic that said 60-65% of job opportunities can still be found with good old-fashioned networking. Despite that figure, most job seekers I encounter spend a good part if not all of their time researching and applying for jobs “on line.” After which, I commonly hear the phrase “I have been on the internet all day and there are just no jobs out there.” There is nothing wrong with looking online at all. What would happen if you added active networking to your efforts? It can drastically increase your chances of finding a job. Last week, I discussed the four types of raving fan networking sources for business referrals. This week I’ll explore how to modify the system to help you locate job opportunities.
After serving on a few employer panels and being a former recruiter, I know that most large companies and government agencies will post available jobs. There are also very strict protocols in place for applicants to locate, apply, and get hired for those jobs. Despite that, people are still people, and some folks still go to their professional network connections when they are looking to hire someone. This is especially true in a mid to smaller size business. They frequently ask their trusted friends and colleagues, “Hey, I need to hire a person for X. Do you know anyone I should consider interviewing for the position?”
Because that is a reality, I am a huge advocate for using the raving fan approach. That means job searching using networking. This is extremely effective as long as you have good standing relationships with folks within your existing network. Most importantly, you have consistently helped these same people get connected to others; vendors, clients, business opportunities, etc. What I mean to say is this isn’t “Hey I know I’ve really never done anything for you before … but can you help me out?” That approach usually isn’t going to get you very far.
A variation on becoming an expert and being specific in your search
Some people know exactly the type of job they want. However, some people are looking for “any job” or they are just not sure what they want. Instead of a shot-gunning for any job out there, consider a more honed approach. Here is something that might help you whittle it down. What are your answers for the following questions:
- Would 5 people agree on the following statement; “Hey I really think you are an expert at ________.”?
- What expertise do you already possess that you could refine and develop even further if given the opportunity?
- What expertise do you possess that a potential employer may need, want, or desire.
Next, match your expertise with a “specific” job you desire. Do your research! Make sure you have the track record, experience, and credentials for the position. If you don’t have them, find out what is required for the position and then work on getting what you need. Having a specific industry and specific position in mind is very helpful in clarifying EXACTLY the potential job opportunity you would like to peruse. Here are some examples:
- I want a sales job in an I.T. firm that has 10 or less employees.
- I’m searching for a GM position at a B&B located in the Metro Richmond area.
- I’m looking for an office manager position in the dental industry preferably in Baltimore.
The more specific you are, the easier it is for others to think of ways they can help you. (THINK: I want a vehicle VS. I want a red sports car that gets over 25 miles to the gallon and I want to spend under $25,000.)
Urgency will also dictate your options and how you interact with people in your network. Some people want to change their job and they have the time and financial resources to explore all of the options and possibilities. These folks have the ability to take things a little slower. However, some find themselves in a situation where there is a huge financial pressure bearing down. This may be the result of a layoff or dismissal that they were not financially prepared for (i.e. I have to have enough money to pay the electric bill this month, I gotta find something in the next 30 days!!!) I would suggest looking for a “place holder job “ if this is your situation. You can use the same strategies as mentioned above, just be ok with taking a less than ideal job. Remember, in this scenario this is a short-term solution that can help take the immediate financial pressure off which will, in turn, allow you to dedicate some time to looking for a more ideal job.
Job searching modifications using the 4 sources (Reference last week’s article for the definitions)
Personal relationships – If you are searching in a particular industry think of individuals (including relatives) that might have access to that industry. For instance, say you are interested in going to medical school and your brother is a doctor. He could be a great resource to help answer questions about life as a doctor and what he did to become a doctor. He might even write a letter of recommendation for you. If using personal contacts as references, make sure you give them some guidance. Help them understand the importance of mentioning things that are relevant to the job or career you are seeking. As mentioned before, it helps tremendously if they hold a position in your desired field of interest.
Past clients – These are the best letters of recommendations because they can speak of a particular exceptional experience they had with you. Again, coach them to point out a specific event and focus on the result of their experience with you. It’s also paramount that this experience is relevant to the job you are seeking. Also, if you are looking for a career in a similar field your past clients may know a former competitor that may have a job opportunity. Just ask them to ask around for you.
Professional referral sources – Think about specific past referral sources that you really know well. They think the world of you and you think the same of them. If you are staying in a similar industry, chances are they might know of opportunities that are opening up or at least can ask around for you. They have referred business to you in the past so they can automatically vouch for your expertise. If you are thinking about changing industries all together, keep in mind how that might change the relationship with your former professional referral sources. Think of how your new industry might potentially help them. If it does, they probably will be more apt to help you.
Strategic Alliances – If you are staying in your industry, these are going to be your best resources for knowing who is hiring or even who is looking to eventually hire. Since they have had a long fruitful relationship with you, they are the most likely to go to bat for you any way they can.
Another great way of using a strategic alliance is to create a whole new one. This can be done in person, by phone, or even video conferencing. It would be made up of trusted individuals that are looking for work in a similar industry. I encountered this while speaking to a few MBA candidates in their final year. This may seem counter-intuitive in a “competitive” market place. However, think about it? If you were to pool your resources, be the eyes and ears for everyone in the group, share best practices, be supportive, and be advocates for each other, it can be a great thing. Think of how you can lean on each other and share insights with each interview, as well as, hold each other accountable for actions (i.e. did you call the recruiter, did you revise your resume, did you meet with the director, etc.). Most importantly, if one person in the group lands a job they can report back to the group about any other opportunities within that organization or company!
Other tips:
- Talk to anyone who is a hiring manager about interviewing do’s and don’ts.
- Have someone who is a recruiter or hiring manger in your desired industry, take a look at your resume and listen to her suggestions.
- Interview someone who currently holds your desired job or occupation; ask them why they love their job and what their personal journey of finding it was like.
- Seek out the assistance of a temp service, especially if you need a place holder job.
- Seek out the help of a recruiter.
- Attend and visit networking functions in your local community and let people know you are job hunting.
- Use other virtual resources like facebook, Linked in, and alumni networks
- Put in the time! If you treat finding a job like it’s your full time job, (think 40 hours a week) you’ll eventually find and land the opportunity you are seeking.
Whatever your situation, good old-fashioned networking is the best way to get the lay of the land. It can do everything from helping you find the plumber you need, landing that great business client, all the way to finding that one in a million shot at an introduction to the HR director that is hiring for your dream job. Just remember the three rules of networking; work towards becoming an expert, be very specific about what you want and lastly, and most importantly, pay it forward! Make it your mission to help as many people as you can and create raving fans. They will come through for you every time!
