DuPage Executive Network
NetWorthing™
Today, how are people told to network?
The perspective of the target contact
Networking is often touted as the best way to find a new job. This is a very accurate statement and will only continue to be more and more of a reality in years to come. However, there are about as many suggestions on how to network as there are consultants.
It is not surprising, then, to discover that most people do not network correctly. In fact, there are some, who we lovingly dub "job stalkers," who abuse networking, bringing it to the brink of becoming an unwelcome intrusion.
Because there are misconceptions about how networking should be done, and because we consider networking to be the foundation upon which "NetWorthing" is built, we decided to present a comprehensive program on networking first. Then we take networking to the next level, raising the bar, to NetWorthing.
Please don't look at this as a rehash of what you already know. Look at it as "sharpening your axe". At the end you will have a stronger foundation, and you will be enlightened by networking's next generation: NetWorthing!
"If I had eight hours to chop down a tree, I'd spend six sharpening my axe!" ~Abraham Lincoln
The anecdote is about a woodcutter who talks his way into getting a job cutting down trees. The first day he cuts down 18 trees. The boss loved it and encouraged him. The second day, the fellow worked even harder, but only managed to cut down 15 trees. The third day, he was only able to cut down 10 trees. The fellow thought he was losing his strength and went to his boss to apologize for his deteriorating performance. The boss asked him, "When was the last time that you sharpened your axe?" "Sharpen? I had no time to sharpen my axe. I have been busy trying to cut down trees!"
(This plays into sharpening your skills as part of the NetWorthing process.)
Networking is the process of requesting assistance from people who might be able to help in your job search. The more people you network with, the greater your odds of being at the right place, at the right time. The contacts you make may lead to job referrals. This sounds good, but it is "me" focused. It also puts a huge burden on the networker to "obtain" contacts, gathering as many business cards as possible. It is also considered that networking is something you only do when looking for a job. This is outdated thinking!
NetWorthing is talking with others to discover commonalities or areas in which one or both parties are aided by the other with immediate, or expectations for future, reciprocity. NetWorthing focuses on the "we" and not the "me." The emphasis is placed on establishing relationships. This is the evolution of networking
- Anywhere from 70% to 95% of all "job landings" are attributed to networking.
- Most companies don't want people outside the company to know that they are considering the addition or replacement of key positions, particularly during tough economic times.
- Some positions are created because of current unsolved business problems and unrealized opportunities. These positions can be created very quickly.
- The more networking you do, the more skilled you become and the more opportunities are available to you.
- Your job search insights will sharpen.
- Your communication skills will improve greatly.
- Good NetWorthing skills turn into good interviewing skills, which turn into good business relation skills.
- Establishing and maintaining good contacts is a lifetime process.
In the world of work, networking is, indeed, a very critical determinant to business success and gaining employment. Even the Wall Street Journal reported two years ago that 94% of successful job seekers claimed that networking had made all the difference with a successful job search. Networking comes in many forms -- everything from meeting an old friend for a cup of coffee to attending a high power networking meeting.
In today's market, you have to realize that making and keeping contacts is essential to career growth, it's often a case of networking or not working.
We see NetWorthing as a higher level of networking! Make sure to offer any information, help and insight you can in return. NetWorthing should be mutually beneficial whenever possible. Thank the contact and make plans to meet again. Keep the contact aware of your future career moves and ask about their plans. This process of nurturing contacts will sustain and enhance your career.
Converting to NetWorthing
- What is your understanding of what networking is? (Write it down in 2 sentences)
- Specifically, what must you do, step by step? (List the steps)
- What is your attitude towards networking?
- How does that make you feel?
- How can we change your attitude towards these activities?
- What job search activities are you utilizing now?
- Internet search?
- Newspapers?
- Career Centers?
- Headhunters?
- Targeted campaign?
- Professional/industry networking?
- Personal networking?
- Passive search techniques (post a resume)?
- How important is professional networking to you today?
- What percentage of your search week involves networking activities?
- If 70% of jobs are filled through networking, 70% of 40 hours (28 hours) each week should be spent at networking events
- If 10% of jobs are filled through newspapers, 10% of 40 hours (4 hours) should be spent at responding to newspaper postings
- If 10% of jobs are filled through the internet, 10% of 40 hours (4 hours) should be spent responding to internet postings
- If 2% of headhunters' connections fill jobs, roughly 2% of 40 hours (1 hour) should be spent working with headhunters
- If 10% of jobs are filled through targeted campaigns (websites), 10% of 40 hours (4 hours) should be spent targeting companies
Today, how are people told to network?
Specifically, what do they do, step by step:
- Make a list
- Create a script
- Practice
- Begin calling people
- Ask for an appointment
- Don't ask for a job (do people heed this?)
- Ask for help and a referral
- Send a thank you note/letter
How do you feel about this process?
Are you doing it or avoiding it?
Honestly, how many events or hours a week do you invest in this process?
The perspective of the target contact
If I were on the receiving end of one of your prepared, well-rehearsed phone calls, what would I be immediately thinking?
- What is this all about?
- How did they get my name?
- What do you want from me?
- How & when will this benefit me?
- How can I get out of this?
- How much time will I need to invest in this?
THERE HAS TO BE A BETTER WAY!
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