A Field Guide to Networking

Job Searching as the world recovers from Covid 19

By Ben Gidwani & Steve Margalit

A friend who was recently downsized during the Covid-19 crisis asked me, "what does networking really mean?"  There’s both a short answer and a long answer. The following is the long answer which provides actionable items and details on how to be effective at networking during these times.  

Networking is probably the most powerful tool in your arsenal today. It involves making connections with people you know and don’t know, who will be helpful in your job search. During this crisis, it has surprisingly been easier to get a hold of people. 

Anyone you speak with can be a part of your network and you should reach out to as many people as possible. It is always easier to get information from people you know, than from people who you have never met. 

The act of networking itself encourages you to reach out and identify specific job openings and connect with the people that can get you there. A key part of networking is perseverance. Rarely will your direct contact be the person who can help you the most. Often, it will require you to navigate a few degrees of connections, someone who knows someone who knows someone else. By continuing to contact people, you will eventually have a breakthrough and reach a person who can be extremely beneficial to you. They may be able to set up an interview or pass your resume into the hands of the hiring manager. Networking has become the most common way for people to identify a new job.

There are three primary levels of a building your network and they must all be used simultaneously. 

Personal Social Networking

This is the first level of people you reach out to.  They are the people you feel comfortable interacting with and discussing your job search. People are sometimes hesitant to use their social base for businesses purposes, but this group is actually the most inclined to help you since they know you on a personal level, so use them to the greatest advantage. These people will include your family, friends, members from your religious congregation, and neighbors. It is best to speak with these people directly, as they will likely be open and available to any communication from you. Speak to them about your job search and your qualifications and see if they have any helpful contacts that they can refer you to. 

Business Social Networking

Your business network makes up the second level of people you should look to. This group is made up of colleagues, acquaintances, former co-workers, clients, and customers. These are people you have interacted with in professional environment that have a good impression of you. As you gain more professional experience, this group will grow as you work with more people and maintain contact with them. Coming from the professional realm, this group is more likely to have a wide range of industry-specific contacts. 

Social Media Networking

The third level is made up of the people on your social media, and the folks your business contacts introduce you to. In most cases, you have never met these people before, but by connecting the dots that put you in the same network, they could be able to help you. Included in these could be your LinkedIn contacts. They will be more likely to help you when you are referred to them by someone in both your networks. By maintaining and expanding your network in this way, you will build a larger list of people who you can work with.

How do you begin? 

Direct conversations over the phone are an effective way of maintaining your network and become especially important when looking for a new job. It will actually be easier to get into contact with people when you are out of work and the job search is your full time or job than if you are just casually looking for a new job while still employed. 

The most effective networkers work in a systematic way. When you begin making all these connections through various means, a database (i.e. an Excel spreadsheet or Google sheet) is essential to maintaining and organizing who you spoke to, when you spoke to them and what you discussed. This will keep track of all the information you have, including contact information, the nature of the connection and referrals. Work to maximize this list so that you will have an expansive inventory of contacts. When you begin connecting with your network as part of your new job search, you can pull up all the information you have about them and your interactions. If you get any added information or a referral to another person, you can then immediately add that information to your database.

One efficient way to go about contacting your network is to compile a list of companies you are targeting so that you can be specific in your discussion. If someone you know has a connection at one of those companies, that individual will be the first to come to their mind and they can connect you with them. 

Effective Networking 

To be successful in networking and get what you want, you need to be true to yourself. Do an honest self-assessment of your strengths and weaknesses, and be sure that you are truly qualified for the job you are interested in. Be sure that what you’re asking for is reasonable and you will be able to deliver. If not, your contact will no longer be willing to help you. Being realistic with your expectations and your capabilities is the key to leveraging your networks. Give them as much information as possible so they will do the same with you and know what directions to look into on your behalf. 

Determine beforehand why the people you are looking to contact should speak with you. If you’re going to network, have a direction and know what you are going to say so you are not seen as a waste of time. A short, direct discussion is the best way to open doors with networking.

It is equally important to not be overly aggressive when making new connections. Try to make working with you a positive experience. People in your network are not going to feel the same urgency as you about your job search, and they will quickly drop you from their network if you do push too hard. If a contact does not answer, give them 48 hours to return your call before calling them back. They may be working from home or working via social distancing guidelines on-site or nearing a deadline on a big project. Perhaps, find a mutually agreeable time to schedule the call. If someone has not returned your call, be careful about networking with another contact at the same company, as this might create more confusion. Use common sense and professionalism when trying to contact someone.

Networking with Recruiters

Executive Recruiters can be an extremely beneficial part of your network because their own networks are incredibly expansive. Recruiters work with clients to fill open positions. If you have a particular skill-set in an industry the recruiter works in, they can lead you to many new opportunities. A good relationship with an Executive Recruiter can be created by being open and honest about your career situation and maintaining communication. Allow the recruiter to act as an objective consultant regarding career transitions. The recruiter will become confident in you as a candidate and work to place you with a client that matches your qualifications and goals.

Networking Tools

There are several tools available online that you can use to expand your network through social media. By creating an online profile on several sites presents a professional image, you can increase your visibility and credibility. Even if you are happily employed, these services are an effortless way to maintain your network connections. If you are out of a job, and job hunting has become your full time job, you can even create and publish new content that demonstrates your expertise and creates a self-promotion machine. If you are creating added content on a website or with videos, it is critically important that these are well done, professional, and put you in a positive light. When creating an online presence, be sure to follow the recommendations and guidelines provided by the services. Do not have anything posted online you would not want an employer to see. LinkedIn has proved to be the best networking tool available, but it is important to utilize several of these services.

LinkedIn

LinkedIn is the most important online tool for professional networking in today’s market because that is exactly what it was designed for. The site allows you maintain an online profile, connect with others in your field and join groups and discussions relevant to your industry and career. It is easy to join and begin using the service to your advantage. 

●      Your LinkedIn profile along with a professional photo will act as your online resume, so be sure to include all relevant information. This includes all past positions, education, recommendations, websites, and keywords. Also include a personal description that will catch the attention of anyone looking at your profile. 

●      After you’ve completed your profile, begin making connections and building your network. Look through your address book and connect with people you already know directly, including friends, colleagues, classmates, etc. Their networks then become your second- and third-degree networks. Begin connecting with them if you can see value in sharing networks. 

●      You can build credibility within LinkedIn by connecting with key people in the industry and participating in discussion boards.

●      You can also use LinkedIn to find various job opportunities. There are tools on the site that allow you to see jobs posted by people in your network and see if you know anyone at a company with a posted job. You can research individuals involved in the interview process.  Seeing if you have a common connections could prove very beneficial when it comes time to interview.  

Facebook

If you decide to use Facebook for both social and professional purposes, clean up your profile, use a professional photo, and keep the content you post minimal and relevant to your career. If you want to actively network over Facebook, begin joining groups that cater to your career interests. 

Twitter

Twitter can be a useful tool for jobseekers and networkers. When you make your twitter account, use your actual name or something professional. Create a 160 word bio that should work as your sales pitch and incorporate key words so that you will show up in searches. Also put a link to your resume or LinkedIn account so that people can see your extended career if they come across your profile. Start tweeting/retweeting relevant, industry specific articles or about your job search. Use hashtags to tag keywords in your posts. This will allow your posts to come up when people are searching for what you are posting about. Examples may be #jobsearch, #jobs, #resume, or something more specific to your industry. Follow people and companies that you are interested in connecting with and tweet at them to start a conversation. By learning the basics of twitter, you can easily begin learning new information and networking with likeminded people. 

Associations

Professional and Alumni associations can also be an excellent way to connect with people. Professional associations will often hold conferences, send out newsletters, and provide insider insight into the industry. Members can see upcoming trends and where job openings may be appearing. Alumni associations often hold networking events where members can interact with a wide range of professionals. Membership to these organizations can prove extremely valuable.

Blogs

Blogs can be an excellent tool for learning, networking and increasing your own credibility. Following blogs can keep you up to date in your career and industry and finding them can be as simple as doing a Google search. If you follow the blog of a company or professional you would like to network with, you can begin by commenting on their posts and engaging in discussions. Writing your own blog about your professional work is a good way to make yourself known online. Just be sure that you’re not breaking any confidentiality agreements regarding current projects. If you create something insightful, industry professionals will want to get in contact with you and the blog will work as a credential that adds value to you. 

YouTube

If you are able to look comfortable, collected, confident, and professional in front of the camera, you could make a 2-3 minute video outlining your career and capabilities. It could show you presenting in front of a projection or show slides with your voice narrating. If you can create a video that is well edited and professional, it can work well as a career overview. Add the link on your LinkedIn profile and it may work as an extra self-promotion element that will make you very memorable. 

Social Media Etiquette

It is particularly important to be cautious with your social media posting. You should always assume a future employer may have access to your social postings, so do not post anything inappropriate or that may be misconstrued and seen in a negative light. Keep your whole online image professional and appropriate.

Initial Contact

Decide how to contact a person in your network based on how familiar you are with them. If you have a strong connection, give them a call and follow up with an email after. If they are a second- or third-degree connection that you don’t know directly, start out with an email or InMail. A quick email that states who you are and why you are emailing them will work best. Ask to set up a call, you will be able to get into more detail then. Your initial email may look something like this: 

Dear John,

I received your name from Tim Montgomery. I have been working as an Engineering Manager for the past 8 years specializing in Quality Control. I am seeking advice from people in same industry area as I consider my next move. If you could send me your phone number and the time to connect for a quick conversation that would be great.

Be sure to fine tune this email to show what makes you valuable and worth the time to build a networking relationship. Be open and specific about yourself. If you are currently employed and just gathering information or actively looking for a new position in a certain area, be sure to state so. 

Phone Call Script

After you’ve got the networking ball rolling, you should develop a script for when you talk directly to the person. Begin with a 20-second sales pitch that communicates what you are looking for and steer the direction of the conversation. This should include the following:

●      Name

●      Profession, current position, and any specializations

●      Current career situation

●      Type of opportunities you are looking for

●      What makes you valuable and sets you apart from other candidates

●      Ask for their help

You can vary the wording or have the pitch flow within the conversation but be sure this information is communicated at the outset. It is important to express that you would really like their help. By approaching them in a professional and friendly way you make it easy for them to assist you.

Website

A personal website will work as a huge advantage in self-promotion. Your website should include a bio, your resume, contact information, and links to all your social media networking sites. This will make life easier for your contacts because all your information will be at one central location. It’s easy and affordable to create a site by using a template site, such as Squarepace, Wordpress, or Wix. A website will prove to be a valuable tool because it will help to define your personal brand and showcase your professional career and qualifications. 

Voicemail

Most of the time when networking, you won’t have a confirmed time to call, and you’ll end up going to voicemail. The first time this happens, it’s probably better to not leave a message and just try back later. If you can’t get through, leave a brief message that states your name, telephone number, how you got their number and why you are calling. Thank them in advance for their time. Hopefully, you can get a return call. If not, try following up over a different medium such as email or a social media platform.

Follow Up

After you have contacted various people in your network, it is especially important to have a follow up process in place. A quick note of appreciation for giving you their time, referrals and leads goes a long way in maintaining your network. You can even have a set of prepared notes that you simply format with names for personalization. Keep record of all your correspondence in your database. If the person is in a direct position to help you, follow up with your resume. Email them a copy, and it also can be a good idea to mail them a paper copy. Physical pieces of mail are so rare in today’s workplace that it will likely be read, whereas an email can easily be skipped over in the crowd. 

Networking Results

As the primary method for landing a new job in today’s market, networking is an extraordinarily important part of your job search. Networking will generate referrals and introductions which will lead to phone interviews and in-person interviews, which will lead to jobs. When recruiters are working to place candidates, it will take around 4 introductions to get a phone interview, and then 2 phone interviews to get an in-person interview. Then it will take around 5 in person interviews to get a job offer. Looking at these numbers, you can see it is important to send your Resume to several places and contacts with open jobs you qualify for. By using your connections to foster professional relationships, you will meet to right people who can help you find the right job.

FPC Recruiters Can Help

FPC recruiters throughout the country are continuing their work during this Covid-19 crisis, working closely with candidates to best position them for success in their job hunt. They have insight into the hiring needs at various companies and how to best approach a job search during this time. Contact an FPC Recruiter to develop a career strategy that will best capitalize on your strengths and experiences. Even in times of health and economic challenge, jobs are available, and skills are needed. Remain positive, research, network and follow this advice to take steps toward your next great opportunity. Good Luck!

About the Authors:

Ben Gidwani, President, FPC Orlando

Steve Margalit, Manager Training & Operations, FPC National