title: Networking Made Easy

author: Marler, Patty.; Bailey, Jan.

publisher: NTC Contemporary
isbn10 | asin: 0844243426
print isbn13: 9780844243429
ebook isbn13: 9780071401593
language: English
subject Business networks, Réseaux d'affaires.
publication date: 1998
lcc: HD69.S8M328 1998eb
ddc: 650.1/3
subject: Business networks, Réseaux d'affaires.
 Page i

Networking Made Easy

Patty Marler Jan Bailey Mattia

VGM Career Horizons

NTC/Contemporary Publishing Company
 Page ii
Library of Congress Cataloging-in-Publication Data
Marler, Patty.
Networking made easy / Patty Marler and Jan Bailey Mattia.
p. cm.
ISBN 0-8442-4342-6
1. Business networks. I. Mattia, Jan Bailey II. Title.
HD69.S8M328 1997
650.1'3dc21 9715798
CIP
This project started as a dream ... quite simply, an idea. It turned into
a series of books and a friendship that will last a lifetime.
Chase your dreams, whatever they may bethe universe wants to work
with you, you must only begin.
Cover photograph copyright © Peter Correz/Tony Stone Images
Published by VGM Career Horizons An imprint of
NTC/Contemporary Publishing Company 4255 West Touhy Avenue,
Lincolnwood (Chicago), Illinois 60646-1975, U.S.A. Copyright ©
1998 by NTC/Contemporary Publishing Company All rights reserved.
No part of this book may be reproduced, stored in a retrieval system,
or transmitted in any form or by any means, electronic, mechanical,
photocopying, recording or otherwise, without the prior permission of
NTC/Contemporary Publishing Company.
Manufactured in the United States of America
International Standard Book Number: 0-8442-4342-6
15 14 13 12 11 10 9 8 7 6 5 4 3 2 1
 Page iii

Contents
Introduction 1
Special Features 2
Networking Is 3
Chapter l: The Power of Networking 4
Six Degrees of Separation 5
The Mathematics of It All 9
The Power of Positive Energy 12
Checking Your Reflection 15
Learn to Say Yes 18
New Age Networking 21
 Page iv
Chapter 2: You Are Your Own Business 23
Creatures of Habit 26
Walking the Walk 28
Thinking the Thought 30
Talking the Talk 31
Reading Between the Lines 33
You, Your Business, and the Internet 36
Chapter 3: Fundamentals of Networking 38
Ready, Set, Go! 38
Networking Within 39
Extracurricular Contacts 41
Searching for Opportunities 41
The Etiquette of Networking 42
Knowing Who to Talk To 44
Connecting with People 46
Speaking with Confidence 49
Maintaining a Positive Outlook 50
Listening and Following Through 52
Notes of Appreciation 54
Networking: A Two-Way Street 55
Practice 56
 In Summary 56
Schmooze without Sleaze 57
Summary 59
 Page v
Chapter 4: Networking Know-How 60
Opening-Line Bloopers 60
Saying it Right 61
The Right Way ... Is There One? 61
Introductions 62
Social vs. Business Talk 64
Topics for Discussion 68
Networking Scenarios 68
Volunteering 73
Timing 76
Identifying Opportunities 78
Approaching Employers 79
Volunteer Networking 81
Leaving Permanent Reminders 82
In Summary 83
Maintaining Active Contacts 84
The Usual Probes 85
Creative Management 87
Conclusion 89
 Page 1

Introduction
Networkingthe process of meeting people, developing a positive
rapport, and encouraging people to help youis a required skill in
today's world. Helping others and requesting their assistance is
perfectly acceptable and necessary. We all rely on others to a degree in
our lives and this is a healthy social practice.
Networking Made Easy will describe what it takes to be an effective
networker. We will look at the impact networking can have on your
life and your search for employment. Considering yourself a
"marketable business" will provide a different perspective to your
networking and will help you see how you can market yourself in the
same manner that companies promote their products.
The basics you need before you begin networking are described in
"Fundamentals of Networking," and ideas and suggestions for
effective networking are described in "Networking Know-How."
Networking is an exciting and rewarding experience. Once you
discover its many benefits you will continue networking and it will
become a way of life.
"Act as if it were impossible to fail."

Dorothea Brande
 Page 2

Special Features
Special features throughout the book will help you pick out key points
and discover new things about yourself and others.
Notes clarify text with concise explanations.

Helpful Hints provide ideas and suggestions to

improve your networking potential.

Business Brains provide ideas to keep you

current and marketable in a demanding business
world.

Perspective Checks encourage you to look at

your attitudes and feelings towards a variety of
issues and challenge you to see other points of
view.

Life Bytes are condensed stories of real people

who networked their way into some success.

Special Thoughts provide inspiration and

motivation.

It's time to greet your potential!

 Page 3

Networking Is...
People constantly talk about networking and describe how important
it is, especially when looking for work. But what exactly is it?
Networking is simply a different way of looking at people and your
relationships with them. Networking is:
having something in common with another and discussing it.
leaving a positive, lasting impression on others.
helping people.
establishing a connection with others.
encouraging others to help you.
done for both business and pleasure.
getting in touch with others.
socializing. Getting to know people and having them learn about you.
the words you say, how you say them, your facial expression, and
your body language.
developing and utilizing friendships and acquaintances.
fun.
done every day, whether you recognize it or not.
"Production is not the application of tools to
materials, but logic to work."

Peter Drucker
 Page 4

Chapter 1
The Power of Networking
"Talents are best nurtured in solitude:
character is best formed in the stormy billows
of the world."

Johann Von Goethe

Networking ... the latest buzzword. You've heard it a million times

before and now you're going to read it ... "you gotta learn to network
if you wanna get anywhere!"
Effective networking can get you a job, a date, a great deal on a new
car, or an invitation to the grand opening of the hottest new club in
town. Whatever you need, want, or think you need or want, someone
you know, or the friend of the person you know, has it, or knows
someone who knows how to get it. Whew! Sound confusing and
complicated? Well, perhaps in writing it does, in practice, it is
something we all do, every day whether we choose to call it
networking or not.
For example, some friends of ours are getting married this year and,
like everyone else, they are trying to make the whole event affordable.
In keeping with that idea, we sat down the other day to make a list of
all the things they would need to organize: hall, catering, flowers,
photography ... that sort of thing. Now, how, exactly, does this prove
that we all network every day? Well, the next step in the whole
procedure was to begin to brainstorm about who we knew.
 Page 5
Who do we know that works in a hotel that could get us a deal on a
space for a dance?
Do we know someone who belongs to a private dub that is big enough
for a reception?
Do we know a photographer that would trade pictures for some
service we could offer (the groom is a carpenter)?
...you're getting the idea. We were at the beginning stages of
networking, the ''who do we know'' that can help us stage.
Think about it. You've done it, you do it, probably more regularly than
you think. Suddenly, however, when it comes to something like
finding employment, we all forget that we have networked before and
it didn't hurt us. In fact, more than likely, networking probably helped
us get where we wanted to go. Take some time to think about
situations where you networked effectively and try to apply those
same techniques to your current situation.
In case you're curious, the wedding is still a
go, but we quickly realized we need to get out
more and meet some new people!

Now, consider these thoughts on the power of networking.

Six Degrees of Separation
A theory exists that suggests every individual in the world is separated
from any other individual by only six people.
What?
Well, in other words, this idea implies you could meet and get to know
everyone in the world simply by being introduced to six people, the
first one being someone you know.
 Page 6
For example: Your Mend Anton introduces you to his distant, long
lost cousin Simon, who just moved to town and would like to join
your soccer team. While you two are chatting and getting to know one
another, Simon mentions that he used to play soccer for a great team.
They had a phenomenal goal keeper that played with them, and you
bear a striking resemblance to him. His name was Chris. Chris,
incidentally, is now working in Thailand teaching English. All this is
very interesting so far, don't you think?
Never decide ahead of time, "oh, how could
they possibly help me," the possibilities are
endless.

Well, Chris knows Lee, who happens to work in the kitchen at the
Palace of the royal family of Thailand. (Chris and Lee are still playing
soccer and play together twice a week.) Now conveniently enough,
and it really isn't that unusual, the royal family in Thailand happens to
know, and are close personal Mends with, Lady Diana Spencer, the
former Princess of Wales. Indeed, this is all simply fascinating, don't
you think? But what on earth does it have to do with you out playing
soccer in the rain in Vancouver half way around the world?
"Life has to be lived forward but can only
be understood backward."

Kierkegaard

Well, interestingly enough, you happen to volunteer for an

organization that grants wishes to terminally ill children. It's a great
organization, and you enjoy the work you do there. This week things
are a little stressful for you, though. It's Thursday night, soccer night,
and you find yourself telling Simon about this great little boy you're
getting to know. His name is Mitch, he's eight years old, and he has
inoperable brain cancer. There really is no certainty of how long he
may live, and your organization would like to grant him a wish.
 Page 7
Now, you're expecting Mitch will want to take his family to
Disneyland or play hockey with Wayne Gretzky, but he tells you he
would like to meet a real, honest-to-goodness Princess, Princess
Diana. You, of course, have no idea how you're going to begin to
orchestrate this one, and in a relatively short period of time. Simon
empathizes with your situation, but there is really nothing he can do
for you.
Or is there?
Coincidentally, that same Thursday is also Simon's friend Chris's
birthday (you know, the one in Thailand), and Simon gives him a call
later that night to wish him a happy one. They chat about life and
about soccer and, of course, you come up (because as you remember,
you remind Simon of Chris ... are you keeping up?) and so does your
Princess problem. Simon hangs up the phoneChris did have a great
birthday, in case you're wondering, and that's the end of it ...?
You must continue to put your thoughts,
ideas, and needs out there. People can and
will help you.

The next day is Friday, and Chris and his Thai friend Lee are playing
soccer that weekend in a tournament. The team meets for a light
practice Friday night and heads out for a team dinner after. Naturally
it gets out that yesterday was Chris's birthday, and everyone wishes
him well, and he remembers the conversation he had with Simon. He
mentions to Lee that his buddy from Canada called him and tells him
also of the story of Mitch, the little boy with cancer.
As you're starting to see a distinct pattern here, you can well imagine
what happens next.
You guessed it. Sunday night after the tournament Lee can't celebrate
with the team because he's needed at work to meet with the head cook
about a special dinner the royal family is planning. Apparently this
dinner is a big deal because the King pops in to see how things are
coming along. As it would happen, Lee is a skilled pastry chef and the
King has a special request for dessert he would like to pass on to Lee
personally. In passing, the King asks Lee how the soccer tournament
went, and they begin to chat. And ... yes, the story of Mitch and the
Princess dilemma comes into the conversation.
 Page 8
Take pride in becoming a good
conversationalist and a great storyteller.
You never know who you may be appealing
to.

Well, the royal dinner is a smashing success, the dessert is a sensation

and once again it's Thursday. You're just heading out the door to
soccer practice once again, and your phone tings. It's long distance,
from London of all places. Monique is on the line, and she is the
media representative and event coordinator for, you guessed it,
Princess Diana. She unknowingly asks to speak with Mitchyou really
can't blame her for being confused after all the times this story has
changed hands!
Once you get your mouth closed and catch your breath you quickly
explain to her who you are, who Mitch is, and what it is your
organization does. She seems quite receptive and knows that this type
of thing is in line with much of the charity work Princess Diana does
... indeed, it sounds promising. As a matter of fact, Diana will be in
the country for a function later that month, and you are left with a
phone number to contact Monique to arrange a suitable time for Diana
and Mitch to meet. This has taken exactly a week and frankly, you
don't care that you are now half an hour late for soccer practice.
Sound a little far-fetched? Is it? Maybe you should take up soccer!
This is a good time to remember how small
the world is. You never know who the people
you are talking to are related to, good friends
with, or business associates of.

Seriously, think about it. It really isn't that much of a stretch of the
imagination to think that we could meet someone in any of the farthest
reaches of the globe. Today, so many of us, our friends, family, and
acquaintances are traveling, working, and living abroad.
So, with that thought in mind, think of the possibilities of meeting
people who could help you with your job search! Six degrees of
separation ... hey, even if it's eight ... think of the potential!
 Page 9
"Ships in harbor are safe, but that's not what
ships are built for."

John Shedd

The Mathematics of It All

Six degrees of separation is a very interesting thought with unlimited
potential, but perhaps it is a little "out there" for you. Let's take a look
at the power of networking from a mathematical perspective.
Let's suppose for a second you've opened a small dell in a trendy little
area downtown. Business is slow, but you're new and you have faith
in the advertising you've done. It happens to be Tuesday, and your
best friend Yvonne has just come back into town after an extended
business trip so you invite her down for lunch. She hasn't seen the
new place, but she was around for some of the planning and certainly
for all of the dreaming.
Granted, you're a little nervous about her opinion and wonder if you
were ready to invite her, but ... she loves it from the food to the
service to the flower arrangements in the washrooms, she loves it all.
If it hadn't been Tuesday and there wasn't a staff meeting she had to
attend, Yvonne would, in fact, have loved to while the afternoon away
drinking wine with you and catching up on all the news since she's
been gone. Unfortunately for her (but fortunately for you, as we will
soon see), she heads back to work.
On any first meeting of even a "sort of" business
nature, be sure your first impression is a
professional, positive, and long-lasting oneit
may be passed on to several people.
 Page 10
So, Pat happens to be sitting at the front desk when Yvonne walks into
the office after lunch. Oddly enough, he doesn't have the phone
attached to his ear like he usually does, and he takes the opportunity to
welcome Yvonne back to the office and ask her how she's been. Well,
the business trip was long, sort of productive, the weather was horrid,
her husband missed her, and the dog got sick while she was away. She
also tells Pat she has just come from the greatest little place where she
had the most fabulous lunch she has had in a while. As a matter of
fact, Yvonne happily launches into quite a glowing review of your
restaurant and makes Pat promise he'll try it for lunch before the end
of the week. Naturally Pat promises with a laugh, knowing Yvonne
will hold him to it (one new customer for you), and reaches for the
phone as it starts to ring.
Trust your productyou, and remember: If you
represent yourself in a positive professional
manner, so will your friends when they speak of
you.

Now, not five minutes later Ray comes by with a new client he needs
to impress. Lunch is in order, they've been hard at work negotiating a
deal all morninggreat food, great atmosphere, great price, and
somewhere funky that the client has never been. Well, Pat, feeling the
pressure of the moment, but knowing he's up to it, remembers
Yvonne's enthusiastic recommendation of your restaurant and passes it
along to Ray. Off they go for lunch (two more customers for you).
It turns out, much to your credit, that both Ray and his client very
much enjoy lunch at your dell, and they don't hesitate to tell people
where they stopped for lunch. As a matter of fact, they happen to each
tell five friends about your restaurant and away it goes from there.
 Page 11
"The best preparation for tomorrow is to do
today's work superbly well."

Sir William Osier

This is where the math part comes in and the numbers really kick into
high gear. If Ray and his client each tell five friends and each of those
ten tell five friends, suddenly you have yourself a huge lunch rush and
whole restaurant full of new customers just by inviting one friend.
What are the exact numbers? Well, you've had 54 people in for lunch,
just because your friend liked what you had done with the place and
told someone about it. Imagine what would happen if each of those 54
people brought a spouse, a coworker, or a friend from the office down
the street with them for lunch!
This is truly the power of networking!
So what did you learn from this little math drill? Well, for one thing,
instead of inviting one friend next time, you'll have the first day of
business dedicated to all your friends, feeding and impressing them so
they head out and tell all their friends about your business. The big-
get the number you start with, the bigger the number you'll serve in
your dell. Business will surely boom!
"The past should be a springboard, not a
hammock."

Ivern Ball

Remember: You are networking when you ask someone where he

bought his great jacket, if he happens to know a good restaurant in
town, or if she can recommend a good movie to see or book to read,
who cuts her hair, or who sold her house. You are a social creature.
You come into contact with new people every day, sometimes you
chat with them and sometimes you don't, but if you do, chances are
there is some form of networking going on.
 Page 12
Dean is an extraordinary athlete, and always has been. His
official claim to fame is his ability on the trampoline, having
competed on an international level, but anything else he tries
he's good at. For fun, in his spare time, Dean took on the job of
mascot for a local football team. He loved the job, he got to
perform in front of people, use his trampoline skills, and be as
silly as he wanted to be for the entire game. In Dean's second
year as a mascot, the NBA came to town with a new team, lots of
money and all the advertising hype that comes with it. They were
looking for entertainer/athlete types who could perform at half
time and between the quarters to keep the fans' energy level
upbut, sadly, Dean never heard about auditions and the squad
was formed without him. However, a few games into the season,
the basketball entertainers decided they needed a little spice in
their performance and started to chat amongst themselves about
who could help them. Someone mentioned he had seen Dean at a
football game, and it would be great if they could get him. Too
bad no one knew who it was in the suit. To make a long story
short, the squad members started asking their friends, and a
friend of a friend of a friend (that's only three degrees of
separation away!) knew it was Dean and gave them his number.
The job was his if he wanted it.

The Power of Positive Energy

Have you ever noticed that when you're in a good mood people seem to
be drawn to you? They walk up and talk to you whether you look at them
or not, whether you smile and open conversation with them or not, or
whether you even want them to or not! Positive energy seems to attract
people, and you find yourself meeting new people whether you intended
to ... or not. It's very similar to when you get a great haircut and you love
the way you look, or you're wearing a brand new suit and the tailoring is
divineyou look great, you feel great, and people notice you. You often
have people come up to you and ask you where you got that suit or
haircut.
A lot of this is about confidence.
 Page 13
Martin is an actor. Well, actually, Martin wants to be an actor
and he is willing to work hard in an industry filled with beautiful
people and temperamental executives. It happened to be a sunny
day in an otherwise rainy week and, taking full advantage of the
situation, Martin headed out on his inline skates for some sun
and some exercise. Forty-five minutes later Martin was in the
area of a film and TV studio that was always busy casting
various projects. On a whim he skated by. There was a man
outside having a smoke, and Martin paused to have a look
through the front doors at what was going on inside. He smiled a
hello at the man, who smiled back and asked if Martin was an
actor looking for an audition. Martin, not knowing who he was
speaking with, said yes he was an actor, but he wasn't
auditioning, and asked if the man was working there today. The
older gentleman laughed and said he was, in fact, casting a
television movie there and asked if his assistant had a copy of
Martin's resume. Not a guaranteed job for Martin, but closer to
one than earlier that day. In the end it turned out the older
gentleman was, in fact, a prominent casting director Martin had
been trying to reach by phone!

So, you're confident with your suityou know you look great, or you love
your new haircut and it gives you some added confidence that day. So
you like who you are and people can feel that from you, and somehow
this is going to help you network to get a job? Still a little too vague for
you?
OK, thank about the saying that suggests it's easier to find a job when
you have a job. Why is that? Personal power, positive energy, and the
power of self-confidence. You feel, consciously or not, you are in a
position of strength because you aren't searching for work. Maybe you
have a great job, maybe you just have an adequate job, the point is you
feel confident you have an answer to that frustratingly common question,
"So, what do you do for a living?"
If you have trouble with the "What do you
do?" question, spend some time coming up
with an answer that is comfortable for you.
 Page 14
You may think that is the most ridiculous thing you've heard in a long
time, but think about it before you dismiss it. If there has ever been a
time in your life when you have been looking for work, answer
honestly:
1. Have you ever paused while you were filling out a form and it
asked for your occupation?
2. Have you ever had to stop and think when asked for your work
phone number?
Or,
3. Have you, on maybe one occasion, not wanted to go to a party
where you knew you would have to meet new people and the first
thing that would come out of their mouths was that question?
Did you answer honestly? If you did, you know what an effect not
working can have on your self-confidence.
"Our doubts are traitors And make us lose
the good we oft might win By fearing to
attempt."
Shakespeare

Why?
Well, for a lot of reasons, most of them having to do with social
pressure and the value we as a society place on work. Because of this
social pressure, we often feel as though only when we' re working are
we valuable, contributing members of society, with something to do
everyday, and something to talk about at parties.
The point is, when you are working, you are not self-conscious about
not working, you do not find yourself coughing before you mention
you are in-between jobs, and that gives you confidence. Suddenly you
feel more qualified to discuss future job and market trends with
someone you may or may not know who is starting up a new
company. Who knows? Based on your engaging conversation, that
person may indeed ask where you are currently working and if you've
considered a move!
 Page 15
Take advantage of the networking
opportunities that come your way when you
are employed, and keep in touch with the
connections you make. You never know
when you'll need them.

Perhaps you are more confident meeting new people and discussing
your ideas for advertising on the Internet. Why? Because at this point
they are just ideas and you don't feel like you are desperately pitching
your ideas to someone in a position to hire you. Finally, you are
simply more confident putting yourself in places where there are
people with the power, influence, and ability to hire you for your
skills, when those skills and abilities are currently being used and
valued by some organizationwhen you have a job.
Checking Your Reflection
So how does this help you now? Well, if you currently have a job,
consciously take a look at how you act when you are in group
situations. Evaluate the way you speak with others about your job,
your field, and your expertise. Are you more comfortable and
confident discussing things you know? Or are you equally as
confident outside your comfort zone? Take a few notes to help you
remember those feelings of confidence and personal power ... just in
case you want to start looking for a new career soon or you are forced
to start looking for a new career soon.
 Page 16
Lorna is a working accountant. She is looking for a change even
though her job has been quite interesting recently. Lorna has
been researching the feasibility of her company investing in and
developing a new golf course. She has done some extensive
traveling to talk with experts in the field and has spoken with
many companies who are currently developing properties or who
are planning to in the near future. She put considerable time and
effort into the project and was proud of the result. Indeed, so was
the company she works for, and they decided to go ahead with
the project. Where did that leave Lorna? Well, as I mentioned,
the company was so impressed with her effort they put her in
charge of purchasing equipment, hiring contractors to develop
the site, and generally to oversee the project. Lorna put together
quotes, manuals, financial projections, and all sorts of terms and
agreements on paper and over the phone. Along the way, she
made sure everyone she dealt with knew her name and that her
name was on everything she put down on paper. Why? Lorna
quit her job after the development was underway and went back
to school. The program she chose is mostly at night, enabling
her to find a job during the day. Well, the phone rang a week or
two after school started, and it was one of those companies she
had contacted when researching her golf course project. It turns
out they were beginning development on their project soon and
wondered if Lorna would be interested in doing some contract
work. They had read some of the literature she put together and
talked to a few people, and decided she was the person they
wanted at the foundation of their project. Looks like Lorna won't
have to worry about a student loan after all!

Well, this is all just lovely, isn't it? You don't currently have a job, so
what has this got to do with you? If you are currently looking for work or
a change of scenery in your career, think about how you act in situations
where you could be networking with others for employment.
Honestly ask yourself if it bothers you to state what your employment
status is and what your future objectives are.
Or,
Do you completely avoid those types of questions that would take a
conversation in that direction?
Are you uncomfortable fielding comments about where the world of
work is going, or do you simply avoid those types of situations
altogether?
 Page 17
If you answered ''yes'' to those questions, you are seriously limiting your
ability to use the power of networking. You must thoroughly immerse
yourself in situationsboth social and businesswhere you can meet people
who can help you with your career path. If you are uncomfortable with
these situations do the following: rehearse them, think back to the time
when you were working, and honestly try to evaluate if you are a
different person, or if you feel like a different person because you are not
working. Consciously or not, a lack of confidence because of a temporary
lack of employment can seriously affect how others view you.
Remember you are not alone in all of this.
Many of the people you meet have been
unemployed or know someone who is.

Vhing is a friend of mine. Ever since I've known him he has been
trying to break into the music business, and lately things haven't
been going so well. After much soul searching, he has decided
maybe he wasn't meant to be a rock 'n roll star, and he should
look for something else. He doesn't have any postsecondary
education, and music is all he's ever done other than his recent
compulsion to travel and see the world. Well, he and I sat down
one night and did a little brainstorming and came up with what
we think is a pretty good option for Vhing, incorporating his
need for change and his love of travel. It just so happened that I
was recently chatting with a long. time friend of mine who works
in the hospitality industry in South Africa. He is in charge of
hiring and training guides for the large game reserve he works
on and is having some trouble finding quality people. Vhing, as
far as I am concerned, is "quality people," and I certainly didn't
hesitate handing over that South African phone number to him.
So, the music business has lost a great songwriter for now, but
South Africa and its wildlife have gained an outgoing, energetic
tour guide.
 Page 18
Networking is a powerful tool if only you begin to use it. In a business
world where competition is increasing and companies are finding
themselves faced with budget and staffing cuts, it is important to
employers to hire people who are multifaceted, good at their jobs, and
good at working in small, cohesive, productive groups. This means
employees with great customer service skills and excellent people
skills are great assets. By surrounding yourself with people who are in
business, or are in the market for positive, goal-oriented, results
people, you are immediately increasing your odds at finding suitable
employment for yourself. Now, add to that formula your enthusiasm,
energy, and ideas and you have some very interesting conversations
and probably some interesting opportunities for networking and
meeting like-minded people.
Surrounding yourself and talking with
positive people may not always land you an
immediate job, but you can be guaranteed it
will boost your confidence and you will find
people who support your growth and your
direction.

Learn to Say Yes

Because of what not working can do to self-confidence levels, it is
sometimes easy to fall into the "no" routine.
What?
In other words, more than ever when you ate not working it is
important to get out and meet people. However, sometimes
unknowingly, it is easy to start to routinely say "no" to your friends,
family, past business associates, and potential new business associates
when they do ask you to come out with them. For various reasons,
when you aren't working, there is a tendency to begin to withdraw
from people:
 Page 19
Why?
You may be depressed.
You may be self-conscious about not working.
You may begin to think people are only feeling sorry for you.
You may be on a tight budget.
Whatever your reasons, it is normal to find yourself saying "no" to
opportunities to go out and meet new people or even old
acquaintances. Break the routine!
Think about this: "No" has a tendency to create stress in our lives.
Generally, we have some trouble saying "no," especially to our
friends, without offering them an excuse or reason why we can't see
them.
This creates, you guessed it, stress. So, don't say "no"save yourself
some of the agony!
Pay attention to how many times you say
"no" in the next week. look at the situations
where you are more prone to using the "no"
word. Is there a pattern?

Begin today to practice saying "yes." Saying "yes" to a variety of

situations, offers, changes, and possibilities says ''yes" to an unlimited
number of opportunities. Quit resisting the power you have to create
opportunity for yourself. Start saying "yes" to the things that are
trying to come your way. You may be surprised by the events that
begin to take place and the "chances" that occur.
"You can't steal second base and keep one
foot on first."
Unnamed 60-year-old Junior Executive
 Page 20
Although it seems like networking is simply a trendy buzzword for
people who want to sound "hip," it really is a solid tool for your job
search. You've heard about it a million times, and you will hear about
it a million more until you actually begin to do it consciously.
It is a trendy word, but it is a trendy word for something people do
naturally and have been doing for a long time. Unfortunately, often
when something is given a definition and added to the invisible list of
things one must learn to be successful in life ... we are suddenly
unsure of how to go about it and afraid we may fail. Remember, at
some point, everyone is uncomfortable networking, you are not alone
in that. Fear is not a bad thing when you are faced with a new or
unfamiliar situation. There is, however, an underlying feeling of
helplessness when one is afraid. It is far better to push on through
your fear than to live with the continuing, underlying feeling of
helplessness.
Ultimately, what makes the difference between people who are master
networkers and reap the rewards and those who do not? The masters
acknowledge their fear, understand that sometimes it is inevitable, and
then they go out and do it anyway!
We guarantee you will feel better about
yourself, stronger and more confident if you
acknowledge your fear of networking and go
out and conquer it. There is nowhere to go
but ahead!
 Page 21

New Age Networking

There is a new way of thinking and viewing the world that is creeping
into mainstream Western thinking. Whether you agree with, believe
in, or subscribe to these new ideas, you may at least find them
interesting. Fundamentally, we are becoming a society filled with
people who find themselves searching for something, some sense of
higher purpose, some reason for doing the things they do, in an ever-
evolving, fast-paced society filled more and more with work, work,
and more work.
As ancient Eastern thought slowly begins to sneak into our Western
culture we are seeing a new breed of business people. At the root of
these new ideas is the thought, or founding belief, that indeed,
everything happens for a reason. If we adopt this philosophy as our
own, we may begin to look at networking in a slightly different
manner. Consider:
Everything does happen for a reason, the good and the bad, you
simply have to look to see how the pieces fit with your life and your
direction.
You are never a victim of life. If you take responsibility for everything
that occurs in your life, even things that seem like setbacks, and don't
simply look for others to blame because it is easier, only then will you
progress beyond those situations in the direction you are meant to go.
You will make a decision, and the universe will find a way to test you
to see if that decision is one you are sure of.
You will draw situationsagain, good and badpeople, and opportunities
to yourself in order to learn and increase your understanding of the
world and of people.
Learning to listen to and trust your instincts will be the greatest
business skill you learn.
 Page 22
If your instinct tells you to go to a party, meeting, or some other type
of function that you really don't want to go to... go. You will meet
someone or learn something that will help you with your search.
What goes around does come around. Make a positive difference in
someone's day today. It will come back to you.
If you are headed in the right direction, you will feel calm and
focused. If you are not, or you stray from your path, you will feel
confused, unfocused, and scattered.
There really are no wrong decisions. Whatever you do and whichever
direction you take, you will learn something and you will grow
because of it.
Material things are not what matters caring about those around you
and becoming happy with who you are and what you dothese are
things that are important, and people are beginning to change their
lives accordingly.
"It is only with the heart that one can see
rightly; what is essential is invisible to the
eye."

The Little Prince

 Page 23

Chapter 2
You Are Your Own Business
"Men go abroad to wonder at the heights of
mountains, at the huge waves of the sea, at
the long courses of the rivers, at the vast
compass of the ocean, at the circular motion
of the stars, and they pass themselves by
without wonder."
St. Augustine

You, as a person, an employable person with skills and abilities, are a

business. When you are searching for employment that is suitable to
you and your wants and needs, you must consider yourself a business
with a product, assets, liabilities, a niche in the marketplace, and the
need to move with the times or lose out to your competitors.
When you are working at finding a job you must become your own
small business. No, you don't have to see a lawyer, start a corporation,
pay yourself dividends, and set out shareholder agreements, but you
do need to start to think of yourself as a viable, marketable, saleable,
necessary small business.
What?
Consider if you were the dell owner we spoke of in the previous
chapter:
How will you advertise your company?
What are your company assets?
What are your company drawbacks, shortcomings, or liabilities?
Who are your clients?
 Page 24
Who are your potential clients?
What makes your business special?
Why would people want to buy your product?
Do you provide better service than the company next door?
How long will there be a market for your product?
Is there room for expansion and diversification, and are you willing to
do the work it would take?
In order to ensure there is a market for your dell and there will be
customers to eat the great recipes that have been handed down in your
family for generations, you will need to answer all these questions
about your new business venture. There are a lot of delis out there, so
you need to make sure you tell people yours is the best, that they hear
that from other people, and when they come in, they get proof for
themselves.
You have a vested interest in the "company,"
so be sure to investigate all the options. Take
a look at some success stories, and see what
strategies you can adopt for your own job
search.

Now, these are exactly the things you need to consider with respect to
yourself. You must think of yourself as the business and your skills
and abilities as the product. What do you have to offer an employer
(the customer) that other people (other businesses) do not. Ask
yourself all of the same questions you would if you had just opened a
retail store, a restaurant, a local garage, or a home-based business.
Take the time to research the market with yourself as the product the
same as you would if your product were clothes, food, car parts, or
computer graphics: Is there a market? Who are the consumers? and
How do I get myself/my product in touch with those consumers?
Take a course in advertising, business, or
marketing. Who knows what you might learn
or who you might meet.
 Page 25
Thinking of your job search in this way may help you come up with
some new and creative ways to market yourself:
Write a mandate that encompasses your vision for your future.
Outline your goals and objectives for the promotion of your business
(you).
Create innovative sales ideas and advertising packages for you, your
business.
List all the people you can think of who may need a product such as
yours and then begin the process of calling and meeting with them to
discuss your marketability.
Research and learn about businesses that may be similar to yours.
Find out if they are successful, why they are, and if they can be of
some assistance to you.
Objectively decide if your business is up-to-date with the trends and
current needs of the job market, and do something about updating, if
necessary.
List the places you plan to target and initially focus your advertising
on.
Set up an office at home out of which you plan your "attack."
Tell everyone you know and people you meet about your great
business (you!) and all it has to offer.
Remember, people are always willing to try a
new product once. If they like it, they'll tell
people they know. If they don't like it, they'll
tell everyone, whether they know them or
not! Make a favorable first impression.
Thinking of yourself as a small business may help you distance
yourself from the sometimes emotional side effects of looking for
work. You need to objectively think of your strengths and your
weaknesses, and how you can improve them to make your product
more saleable, more current. If your job search is not immediately
successful you can rationally look at why your "company" was turned
down and what the other "company" had to offer that you didn't. It is
much more difficult and takes longer to get past the idea that
something was ''wrong with me."
 Page 26
When you are shopping for employment,
look for lessons in what you do. What did
you learn today, positive and negative, why
did it happen, how can you make it happen
again, or be certain it doesn't?

This may sound trivial to you, but when you take away some of the
personal nature of the job search, you take away the feelings that you
as a person are not good enough. You, as a person, are great! You are
who you are, and your personal life is your personal life. Your
business, however, may need some updating and some work, and that
is fine. It is no reflection on your worth as a person or as a meaningful
individual. When you do not receive a job offer you hoped for, you
must remember, you personally are not being rejected, your business
was simply inappropriate in some way for that position. It is up to you
to find out what aspect of your business needs work and to do what is
necessary to realign your "company."
"It's not what happens to you. It's what you
do about it."

W. Mitchell

Creatures of Habit
For better or for worse, most people are creatures of habit. Indeed,
sometimes it does work out for the better and sometimes it does work
out ... worse. If your day feels incomplete if you don't make it to the
gym for at least 45 minutes, that is a great habit if you make it a
practice to tell your partner every day, at least once, how much he or
she means to you, that is another great habit. But when it comes to
networking and finding yourself employment, there are a few daily
habits that can get in your way.
 Page 27
Whether you are working and looking for a change or simply keeping
your options open, or whether you are currently not working, take a
look at your lifestyle for some of the following patterns and how they
can affect your networking success.
''Motivation is what gets you started. Habit
is what keeps you going."

Jim Ryun

What?
You're working. It's your lunch hour and no matter what the weather,
no matter what office function is going on, you sit alone and read your
book.
By doing a little socializing with the people at work you may find
people who have similar interests. Who knows, you may branch off
and start a small business on the side, or you may make a connection
that will benefit you in the future.
You ride the bus to work every day and every day you wear your
walkman so people can't or won't speak to you.
Not only are you missing out on the chance to say or receive a warm
hello, you are missing countless opportunities to meet people who
could greatly assist your job search.
You practice your "don't talk to me" face in the mirror to use when
you stand in line at the grocery store.
It is said that the grocery store is the best place to be if you are
looking for a potential romantic mate. If you can make those kind of
relationships happen there, it's got to be a great place to strike up
business relationships!
You never go to company functions that take place outside of work
unless absolutely required to ... "the company gets too much of my
time during the week."
Depending on the size of your organization, there may certainly be
people you have not met. Additionally, you never know whose guest at
an after-work function may turn out to be a great business contact for
you in the future.
 Page 28
You never read the newspaper or watch the news because it's too
depressing.
Yes, the news can become depressing, particularly if you aren't
working and the news is about layoffs. You do need to keep current,
however. So, stay away from the daily paper, but perhaps pick up the
weekend edition. You never know what helpful tidbit you'll find!
You don't own a computer, and you definitely want nothing to do with
that Internet!
Well, fear of rapidly advancing technology is very common, and the
Internet and talk of it is certainly advancing rapidly. Unfortunately,
there really is no way around this one. You will be affected by this
technology. So, you can go out there, learn about it, use it, and benefit
from it, or you can bury your head in the sand and hope the
technology can't find you.
Let yourself be afraid, be nervous, be tense
... it's energy, learn to convert it into
something usefulaction!

So, habits can be a good thing, or they can be a bad thing. Take an
honest look at yours better yet, get someone you trust and respect to
help you look at your habits and see where they are helping or
hindering the sale of your business (your job search).
Walking the Walk
Like any game, sport, or even any new hobby, networking is a skill. If
you want to be any good at it and you want your business to succeed,
you absolutely must practice. This means:
1. Go out of your way to meet peopleYou don't feel like going to a
birthday party tonight, you have nothing to wear, and there is a great
movie on TV. Get off the couch and go! You never know who you'll
meet, and odds are you will have a great time.
 Page 29
2. Remember the names of people you meetIt doesn't do you much
good to get out and meet people if you don't remember who they are.
Practice remembering names, write them down, get a business card,
and pass out yours ... do whatever it takes.
3. Take a genuine interest in people and what their interests
areNetworking is not offensive. It does not mean being slick and
smooth and manipulating people to get what you want. That may
work once, perhaps even twice, but it won't take long for people to see
through you and word will get around.
Be patient.

4. Keep in touch with new friends and old acquaintancesWe live in an

ever changing world. People move, change jobs, and are constantly
meeting new people. By keeping in touch with people you are keeping
your business in touch with their networks of contacts as well.
5. Listen actively when you are involved in any conversationThere is
nothing worse than chatting with someone who is only interested in
one thing in the conversation"How can you help me?" Be an active
participant in conversations. You may meet someone interesting, and
conversation may move in any number of unexpected directions. You
never know what people have to offer unless you listen.
Don't be afraid to talk about your ideas,
dreams, and hopes. By doing so, you will
draw supporters to yourself and you will
help clarify your intentions.
 Page 30

Thinking the Thought

Now that you are actively and faithfully doing your part networking,
it's time to be aware that more than half the battle of the networking
game is played in your mind. You've probably figured this one out
already because it can sometimes be a genuine battle to get yourself
up off the couch to go out somewhere, or even to go into your office
to pick up the phone. What in the world is going on?
"Nothing lasts forevernot even your
troubles."

Arnold H. Glasow

Well, you know your business is worth something to any employer

who will take the time to give you and your skills a chance. However,
as you start to get out there and meet people, you may not meet with
instant success. As a result, you might start to question your
confidence and your abilities: Perhaps I'm not in demand. Perhaps my
skills aren't as great as I thought. You may think, I doubt there is
anyone out there who is willing to help me find work. Okay, that's
more than enough, stop fight there!
This horrible, irritating noise you're heating is your mental
mouthpiece talking, and you must know, there are times when it talks
incessantly. The worst part is, it usually says negative things unless
you make an effort to teach it otherwise. The mouthpiece can make us
wonder if we really can do what we set out to do. Is my business
marketable? Will my partner approve? Will people like me when I
meet them? and so on.
So how do you counteract this ridiculous little noise in your head?
the first step is to simply be aware of itaccept it for what it is, nervous
energy that is temporarily misguided.
surround yourself with positive and supportive people who let you
know you are doing well.
know that nothing you do, no decision you make is wrong, you will
learn something and readjust your course if necessary.
tell the mouthpiece every day as you shave or brush your teeth that
you are going to be successful with or without its helpso it might as
well say something positive.
 Page 31
Remember, you as a person are a business. Obviously you wouldn't let
someone say horrible, negative, unfounded things about your new
deli, or your new garage, so why on earth would you tolerate negative
comments from yourself about yourself!
"Forgiveness is a gift we give ourselves."

Anonymous

Talking the Talk

You are your business, and you wouldn't dream of hiring anything but
the most professional people to represent you as a business, would
you? So, do you qualify as the most professional of people
representing you/your business?
Much of a first impression is created as soon as we open our mouths,
so it is interesting and informative to listen closely to our choice of
words and the way we speak. Often when we are speaking to others
we are simply thinking out loud, and things may not necessarily come
out as we hoped. Similarly, we often assume because we are using
words and thought patterns we are comfortable with and know the
meaning of, those we're speaking with will naturally understand the
message we are trying to get across. This is not necessarily so!
"We don't know who we are until we see
what we can do."

Martha Grimes
Unfortunately, many words in the English language have more than
one meaning, and even more importantly, many words suggest certain
things about you and your character when you use them. For example,
we all know people we would consider calling "whiners." Not a nice
term, but when you say the word it brings to mind a very specific
picture of a particular person.
 Page 32
What?
The term suggests someone who speaks with a definite sound quality
to his or her voice, and uses phrases like, "Why does this always
happen to me," or, "I never knew," or ''Nobody told me," and so forth.
Try again. Think of someone you would consider arrogant or
snobbish. You immediately hear a certain quality in this person's
voice, perhaps even picture him or her standing in a particular way.
What kind of phrases or words escape this person's lips? Perhaps
things like, "I would never do that," or, "If you ask my opinion," or,
"Oh, I've done that many times" may slip down his or her nose at you
in conversations.
The point is, we all have a characteristic way of speaking that conveys
a message to others of what kind of person we are and what kind of
business we are involved in. Indeed, this might not be such a bad
thing, but sometimes the image that comes across in certain situations
is not really a true one. Another example: we all know people who are
normally warm and friendly but who become shy and withdrawn in
social situations. People think they are snobs or stuck up when the
opposite is actually true.
Take the time to use a cassette recorder, or
better yet, a video camera on a few different
occasions to capture yourself in social
situations (or business ones if possible). Take
an honest look at whether you talk the talk!

Each of us probably has a friend or two who are normally relaxed and
easy going but become obnoxious and downright silly when around
people they don't know well or those they feel they must impress ...
people quickly get fired of their antics. Or, we know those who are
intelligent, confident people, who suddenly forget they speak the
English language when asked to approach and meet someone for the
first timeall that intelligence and confidence goes fight out the
window!
So you can see that sometimes first impressions can be terribly
misleading and unforgiving. You need to be aware of the type of
person you are and the "Mr. Hyde" you may turn into in public or
high-pressure situations. If you have difficulty evaluating your public
behavior, which most people do, have a close friend (someone
supportive, not critical) help you with your observations.
 Page 33
You really must go into this with an open mind
and a willingness to change. Otherwise you are
just looking for stress.

Reading Between the Lines

Now, let's talk specifics when it comes to that first, all-important
impression. Language. Not only do the words you choose to use in
conversation say a lot about you to other people, they also
subconsciously send a message to your own brain about the kind of
person you are.
What?
Think about it. If you tell yourself often enough you are a poor public
speaker, odds are you will be a poor public speaker. Why? Well,
you've been telling yourself for so long you aren't any good at it that it
will certainly be a challenge to even force yourself to try it, let alone
practice. If you do finally get the nerve to open your mouth while in
front of a group, again, you have told yourself for so long you aren't
good at it that you are defeated before you even startyes, you've
created a mental block for yourself. Finally, if you do get up and
speak and you are good at it, will you even believe it. What a mess! It
is truly amazing what we can talk ourselves into or out of!
"We promise according to our hopes, and
perform according to our fears."

La Rochefoucauld

So, take some time to really listen to the way you talk, what you say
about yourself and to yourself. Remember, you are representing your
business, in fact, you may be the only representative of your business
sometimes, so you must do a good job of it.
 Page 34
How?
Be on the lookout for phrases and words that suggest you lack
confidence. Phrases like "I can't" suggest you are a victim, someone
without the strength or initiative to change your situation if it needs
changing. Remember, you always have a choice. Are you doing
something because you choose to do it and will accept whatever
consequences result? Or, are you involved in, or doing something
simply because you fell into it and don't know how to get out?
Again, the words you use in everyday conversations are a pretty good
indicator of how you perceive yourself.
Remember, we are talking about you, the
business, here. This is something you are
doing to help your business. Take it seriously,
but not personally.

Consider the following "victim" phrases and then the alternate

"choice" phrases:
I can't I won't
"I can't" says there is nothing you can do about it.
"I won't" says you choose not to.
I should I could
"I should" implies you don't want to, but guilt will make you.
"I could" gives you the option if you choose to do so!
It's not my fault I am totally responsible
"It's not my fault" says you are a victim with no control.
"I am responsible" says you have the strength to make a change!
 Page 35
It's a problem This is an opportunity
"It's a problem" says it's negative and you'll have to dig your way out.
"It's an opportunity" suggests challenge, excitement and energy!
Life is always so hard This is an exciting challenge
"Life is hard" implies you plod your way through, barely keeping up.
"This is a challenge" says you take an active part in where you're
going!
I hope I know
"I hope" says you can't really help what is going on, you just have to
sit back and wait.
"I know" says you will do whatever you need to to make it happen!
If only Next time
"If only" is a wistful wish that someone would do it for you so it
would be easy.
"Next time" says you will make changes and things will go the way
you want them to!
... get the idea?
So, make an honest analysis of your speaking habits and decide, are
you saying what you really want to say and sounding how you want to
sound? Are you coming across as the independent-thinking, confident,
business-minded individual you are? Do you hope you'll find a job, or
do you know you'll find a job?
Make a point of taking some time each day
to visualize your success. See yourself in
your new job, at your desk, in the
boardroom, at the factory ... wherever.
 Page 36

You, Your Business, and the Internet

As you are, no doubt, already aware, the Internet is the most talked
about, fastest growing technology today. We are suddenly finding
ourselves surrounded by talk of: the Web, the Net, chat rooms, e-mail,
and virtual reality, a whole new technical vocabulary that was
virtually unheard of five years ago. It is overwhelming, exciting,
intimidating, and fascinating all at the same time.
So what does it mean to you? Change.
Whether you are currently employed, looking for full-time
employment, or seeking contract work to do from home, you will find
Internet technology creeping into your life. Your friends are giving
you e-mail addresses to contact them, your kids are researching
science and history projects on the Web, your neighbor is shopping for
a car via the Net, and even the local sports pub has a Web site. This is
a technology that will not be ignored. Even condominiums are now
being built with their own fiber optic access to the Internet. You will
be affected by this.
"The strongest principle of growth lies in
human choice."

George Elliot

If you are already confidently "surfing the Net" you know it is a

wealth of information and a communication marvel. The potential is
just starting to unfold. Right now the technology is advancing so
quickly it is virtually impossible for anyone but the most devoted
computer gurus to keep up with it. This does not mean, however, that
you should wait for the smoke to clear before getting in the know! If
you wait for that to happen you'll wait a long time and will find
yourself so far behind you'll think you're ahead.
So why is it so important for you to keep up with Internet technology?
For a number of reasons:
Change is good for you, it keeps you active and on your toes.
It won't be that long before your computer runs your home.
Your kids are growing up on the Internet.
 Page 37
The potential for communication and networking is only just
beginning to be realized.
Employers and individuals alike are only beginning to access the
incredible pool of people and resources available on the Internet.
Employers will post jobs on the Internet and be able to access
candidate information from all over the world.
Job candidates will be able to research companies and make
connections on-line with people who can assist them in their job
search.
You will be able to chat with people on-line in the same industry as
you, all over the world, and discover how they got where they are.
You're getting the idea of the potential here?
Take the time to do some investigative work of your own. Go to your
local computer store, visit an Internet cafe, check out your local
library, these are all places you can ''play" on the Net with someone
there to help you navigate successfully. Make it a priority on your list
of things to doyou'll be glad you did.
You are learning to be a master networker, you're practicing every day,
and you are definitely getting somewhere and making progress for
yourself. The Internet is simply a tool to help you reach a bigger
market, a tool to help you get where you want to go. Use it for what it
isyou may be surprised at the result.
"They are able who think they are able."

Virgil
If you do happen to stick your foot in your
mouth when you're trying to meet and
impress someone, don't be afraid to laugh
and admit you're nervous. We are, after all,
human.
 Page 38

Chapter 3
Fundamentals of Networking
Big business, little business, you. All businesses must do one thing if
they are going to succeed Sell themselves. Customers need to know
about a business, its services and products before they can use them.
Similarly, your customers (employers) need to know about the
services you have to offeryour skills, expertise, and knowledge. It is
up to you to promote your assets thoroughly and effectively.
"When the rock is hard, we get harder than
the rock. When the job is tough, we get
tougher than the job."

George Cullum, Sr.

So how exactly do you do this?

Ready, Set, Go!
First, when is it time to begin networking?
Now ... or better yet, yesterday!
It is easiest to begin networking when you don't have to do it. When
recruiting others to help you isn't necessary and when there is no
pressure to "get results" is when networking is easiest. Doing it for
fun and to establish relationships with others just because you want to
is the best time to begin networking.
 Page 39
How?
You may not even realize it, but you are probably already networking!
Chatting with friends, coordinating your child's gymnastic meet,
working at a job, etc., all of this is networking... getting in touch with
others.
Excellent networkers can also be call good socializers. They are
people who approach others at work, parties, during family reunions,
at the bus stop ... everywhere there are people. They chat about
everything from the weather to their dog's obedience class to their
business, and make it interesting for others to listen. They are
continually establishing and furthering the relationships they have,
and they do it all the time.
"The aim is not more goods for people to
buy, but more opportunities for them to
live."
Lewis Mumford

You can do this. Talk to others about things that interest you, business
or pleasure, and increase the number of people you meet. Get to know
as many new people as possible, and maintain and enhance the
relationships you have already. By socializing and talking to people
you are networking. Not so hard, is it?
Networking Within
If you are currently employed, now is a great time to establish a
rapport with people who are likely to become friends and who could
someday be valuable business contacts. Get to know:
people you work with
customers you serve
suppliers in your industry
people who work for the competition
personnel throughout your organization
people working for the business next door
the convenience store attendant
 Page 40
the mail service people
any and all other people who seem interesting or have interesting
careers
By getting to know as many people as
possible, you increase your chances of
knowing people who can help you when you
need to find a job.

Changing jobs is very common in today's world, and many people

tend to stick to similar sorts of occupations. The youth counselor may
become a social worker, the gasoline truck driver a petroleum
distributor, and the secretary an office manager. Occupations change,
but the general field of work often stays the same.
Even if you are changing to a completely
different field of employment, the contacts
you make can still be useful. People travel in
many different circles, and you never know
who will be able to help you.

The more people you know, the better your chances of knowing
someone who can help you. Become a social butterfly and establish
contacts who make your life interesting today and may help with your
job search tomorrow.
The instrument supplier you met as a hospital nurse may also sell
apparatus to the extended care facility you want to work in, and they
may know people there. The workshop provider you met as a social
worker may work for the company you now want to be hired by. The
contacts you make today may come in handy when you are looking
for work tomorrow. If you make a good impression now, searching for
employment later will be easier.
 Page 41
Extracurricular Contacts
Your contacts outside of work can also be valuable networking
connections. People you met at the new parent's workshop, the name
after yours on the baseball league phone list, and members of the
organic cooking club you belong to are all people you currently
network with who could come in handy with your job search. Casual
acquaintances now may become fruitful business contacts when
looking for work at a later time.
Never rule out the influence others can have
on your job search. Assistance may come
when you don't expect it from people you
never expected could help. Network with
everyone.

The key is to do things and meet people all the time. All people you
meet and everyone you know can be helpful when you are searching
for employment.
Searching for Opportunities
Be prepared and always be on the lookout for career boosters and
chances to network. Missed opportunities will greatly increase the
time it may take to fulfill your career change. Always be on the
lookout for:
- "signs" that a business needs your services. Listen to the local
business gossip to see if you can help out or fit in.
- "opportunities" to show themselves. Noting that a retail outlet is
poorly laid out may be your chance to describe your management and
organization experience.
- "people" who may be able to help you. Remember, never
underestimate the influence someone may have on your employment
situation. Network all the time.
 Page 42
''Problems are only opportunities in work
clothes."

Henry J. Kaiser

Always be prepared:
- for conversation. Talking with people is the crux of networking, and
you must invest the time, energy, and enthusiasm to make your
conversations interesting and useful. Possessing the "gift of gab" is
essential.
- look, smell, and dress well at all times. Your appearance has a
dramatic influence on the impression you make.
- carry a daily planner to keep track of important information your
networking contacts provide.
- carry business cards and keep a copy of your resume in your car or
briefcase. More importantly, pass them out to people you network
with.
- speak to everyone you meet. Yes, everyone. Say hello to people you
pass on the street and smile. Your positive outlook and pleasantries
will be appreciated and remembered.
The person you smiled at and greeted on the
street yesterday may be the employer
interviewing you today.

Always present yourself in the best light and you will be remembered
and helped. People prefer to do good for good people.
The Etiquette of Networking
So, networking is telling all the people you meet and know everything
about you that is wonderful, and they will help you get a job. What
more is there to know?
 Page 43
Lots!
Effective networking is much more than simply regurgitating your
skills, strengths, and assets to everyone you know and meet. It takes
skill, technique, and lots of common sense.
"Think like a man of action, act like a man
of thought."

Henri Bergson

Suppose:
You are attending a family reunion, and a cousin you had lost contact
with approaches you. You exchange pleasantries, and Cousin Ed
begins telling you about his search for employment. He describes the
jobs he has had and what he is looking for now. He provides you with
an extensive description of all the skills he has ever used and then
goes on to tell you about the volunteer work he is doing. He takes a
deep breath and tells you where he is currently looking for work and
finally ends by asking if you know of employers looking for help. You
respond with a "no" without thinking so you don't inspire another 30-
minute monologue. You quickly excuse yourself and realize Ed knows
no more about you than when you met 30 minutes ago. This reunion
stuff isn't as much fun as you thought it would be.
Then you meet Great Uncle Peter. You heard he was recently laid off,
and with the experience of Cousin Ed painfully fresh, you try to dodge
him. Thankfully, you don't succeed. Peter asks you about your life
including your family, job, and holidays. After that opener, you have
more interest in hearing about him. He tells you about his family and
hobbies, and then mentions his recent layoff ... "Here we go," you
think. To your surprise, Peter doesn't recite his resume, but briefly
describes how he is considering turning a hobby into a job, and then
asks what hobbies you enjoy. The discussion continues on in this
casual two-way exchange, and by the end, you have provided Peter
with the names of three people to contact and have made a mental
note to keep an eye out for businesses looking for employees. Peter
gives you his business card, and you leave reacquainted and eager to
help.
 Page 44
"Good communication is as stimulating as
black coffee, and just as hard to sleep after."

Anne Morrow Lindbergh

This example illustrates the difference between effective and

ineffective networking. You want people to want to help you, not just
know everything there is to know about you. So how will you convey
your skills and desires while maintaining a positive and useful
exchange? Who must you talk to? What networking skills are
necessary to become effective and productive? What are all the things
you need to know to become a networker with etiquette?
Make it a personal goal to network with one
new person every day. Steady work will
ensure you maintain your momentum and
stay active in your job search.

Knowing Who to Talk To

Who do you network with? Do you browse the yellow pages for
company contact names, or do you ask your best Mend? Do you
involve family, friends, and casual acquaintances, or do you limit your
networking to business associates? Is everyone fair game, or is there a
limit? Just who are you supposed to be networking with?
Everybody!
"Don't wait for your ship to come in; swim
out to it."

Anonymous
 Page 45
Yes, everybody. If you want to be successful marketing your business
(you), then you must tell everyone what you have to offer.
When casually speaking with your hair stylist, let her know you are
looking for work and in which occupation. She may tell you about a
customer who was discussing how hard it is to find employees who
have the qualifications you do.
Tell your friends you are looking to change careers, and ask for their
help. They are your friends because they like and admire you, and
they will be great at passing on positive information about you.
Call past business associates and meet with them for lunch. People
you worked with, customers you served, suppliers you chatted with,
and people who worked for the competition are all potential luncheon
partners.
Tell people who belong to the same model train club as you about
your career plans and goals. Clubs and organizations you belong to
are a great place to network because you already know the people.
Join business and professional associations. This helps you stay in
touch, hear the latest goings on in the industry, and maybe hear of job
opportunities before they are finalized or advertised. You also have
the perfect opportunity to network with people working in your
industry.
Take advantage of this time and join recreational clubs and
organizations. While you're at meetings, get to know people and tell
them what's going on in your life ... that you're looking for work. You
win two ways here: more networking opportunities and you have fun!
Contact those whose business cards you keep so neatly in your
rolodex. Ask them if they know of any openings within their
companies that you could fill and for further ideas and suggestions.
Those old business cards are good for more than just collecting dust.
Discuss your plans for the future with Grannie Edith at the family
gathering. With all the grandchildren she has, she just might know of
someone who can help you out.
Advise your financial planner that you will be stopping all retirement
contributions until you locate employment and any ideas or
suggestions she has would be welcomed. This will be sure to stimulate
her thoughts and suggestions.
And so on ...
 Page 46
Almost everyone can help with your job search, but you must initiate
conversations and tell people what you need. Never underestimate the
influence others can have on your job search.
Connecting with People
Perfect networking results in others networking for you. When an
individual feels connected to you, he or she is more likely to
remember you, remember what you say, and help you. By connecting
positively with people and leaving a lasting impression of yourself,
you encourage them to keep an eye open and to tell others about you.
By recruiting others to network for you, you
greatly improve your chances for success.

Establishing a strong positive connection with others should be one of

your prime networking goals. You can find a job on your own, but it is
a lot easier and more fun when you have others helping you out.
So, how do you establish this connection?
Paper Connection
Establishing a paper connection means allowing people to get to know
you on paper: via your resume, business card, introductory letter,
personal brochure, or any other written correspondence.
For more information on these marketing
tools, see Job Hunting Made Easy.
 Page 47
This could also include articles written about you, business
correspondence, or any other written material where your name is
mentioned.
A paper connection allows your name to briefly cross a person's mind,
but the impression it leaves is usually minimal. Unless the information
provided has a strong impact or is very creative and unique in its
presentation, few people will remember your name, the information
they read, and how both are connected.
Paper tools are significantly more effective
when you have connected with a person in a
different way first. They are effective tools
when used as reminders.

Telephone Connection
Contacting people over the phone allows them to become somewhat
acquainted with you. You become a ''person" rather than merely a list
of skills on paper, and more of your personality comes through. Your
voice makes you distinct, your telephone manners convey information
about you, and your enthusiasm can be felt.
This type of connection is still limited. People get a sense of who you
are but don't experience the "total you." Your telephone skills must be
honed so you can portray information about your skills, your desires,
and your personality in a way that is quick, concise, and interesting.
You must rely on your voice to convey all the information about
yourself that you want to convey.
Practice mock telephone networking
conversations with a friend. Ask him to
provide feedback on how you sounded during
the conversation and for suggestions on how
to make yourself sound more convincing,
enthusiastic, and knowledgeable.
 Page 48
Word-of-Mouth Connection
The next time your ears ring, it could be because others are talking
about you ... enjoy the sensation! When other people talk about you,
the things you have done, and what you have to offer, you are
connecting in a very strong way. Little else has as much of an impact
as the first impression another person provides of you. Whether good
or bad, what others think and say about you will greatly affect the
people you are connecting with.
So, when people ask how they can help, suggest they tell others about
you. Give people permission to describe your work habits, education,
strengths, accomplishments, and personality to others. If they know of
anyone who may be hiring or who knows of contacts that would help
you, encourage them to talk about you in a positive way.
Ask people to tell you when they have
spoken with others about you. This allows
you to follow up with a personal contact,
making the impression of you even stronger.

The connections others make for you will be very profitable for your
job search.
Personal Connection
Connecting with people personally is the most effective method of
networking. People develop an impression of the whole you; your
voice, your mannerisms, your face, your look, your enthusiasm, your
voice, and the skills you have to offer.
In addition, people are usually more willing to give "people" time than
words on a page or voices on a telephone. Therefore, you will have
more time to network than if you simply call or leave a resume. Your
impression will be much stronger and longer lasting when you
personally connect with others.
 Page 49
One effective networking interaction is more
effective and fruitful than several interactions
done haphazardly.

The degree to which you connect with people involves more than
simply how you contact them, but the method of contact will
influence how much of an impact you make. Before you approach
people consider how important it is to make a complete and lasting
impression, then decide how you will contact them.
Speaking with Confidence
Communicating is much more than the words you say, it is your body,
your eyes, your voice, and your emotions. How you say things has as
much of an impact (usually more) than what you say. So be sure that
when you network, you communicate totally.
Show your enthusiasm and allow your passions to come through when
you speak. Let your body portray your confidence and excitement. Let
your eyes portray your passions and knowledge. Allow your voice to
paint a true picture of how you feel about what you say, and use
descriptive words that portray your skills, knowledge, and eagerness.
People will be more willing to listen when you speak with enthusiasm,
and they will "hear" more.
"Flaming enthusiasm, backed up by horse
sense and persistence, is the quality that
most frequently makes for success."

Dale Carnegie
 Page 50
In order to communicate totally, you must:
believe in the things you say.
If you don't believe what you say, why would anyone else?
be willing to speak.
If your parents taught you being seen but not heard was the way to be,
then it's time for a new lesson. Speak out and be heard! Help people
remember you.
Life is about being, feeling, and sharing.
Allow your life to impact others and leave
lasting impressions.

be real.
Don't worry about what other people will think. If you have an
opinion, voice it. Let others discover the real you and know that you
think about issues and have made informed opinions. Not voicing
your opinions because you worry about what others will think
accomplishes nothing. Be yourself and let the real you come out.
Being "silly" with enthusiasm or "bursting"
with ideas indicates you are a thinker and a
passionate person. These are very positive
qualities.

Maintaining a Positive Outlook

Generally, people are drawn to positive, happy people and avoid those
who are negative. Simple fact, but sometimes hard to internalize.
Practice finding the good in all situations.
 Page 51
You're unemployed ... you have the opportunity to discover new
career paths.
Your last interview was a bomb ... you can learn a lot about interviews
and be more prepared next time.
It's been raining for a week ... the flowers are sure to bloom soon.
Many of us are conditioned to see the
negative in situations, but it is much more
fruitful and enjoyable to do the opposite.

Life is a matter of perspective. It's your choice as to which perspective

you choose.
When you are networking, be sure you emphasize the positive in all
things you describe. People are much more willing to listen and help
you when you describe yourself in a positive manner. Be conscious to
convey positive descriptions, positive ideas, and a positive image of
yourself.
How?
Replace: "I am looking for a better job."
with: "I am working at broadening my horizons and expanding my
experience."
Replace: "I am a carpenter, but there aren't any jobs in the winter."
with: "I am a carpenter eager to work every season of the year."
Replace: "I have never been a service representative before."
with: "I know I would do a great job as a service representative
because I enjoy working with people, I am fast, and I show people
that I care."
Replace: "I am looking for work and haven't been able to find
anything on my own. Can you help?"
with: "I would appreciate any ideas or suggestions you have that could
increase my employment opportunities."
Your goal when networking is to encourage people to help you, not
bore and depress them. Focus on the positive and be sure the words
you say and how you say them leave a lasting, positive impression.
 Page 52
By being positive you will interest others,
come across as someone worth helping, and
you will feel better also. Changing your
behavior works to change your attitude.

Listening and Following Through

The main reason for networking with people about your employment
intentions is to obtain their assistance. When others demonstrate their
willingness to help by providing suggestions, let them know their
suggestions are valuable to you.
How?
- By listening. When you ask for help, listen to the answer. This is
your chance to tap into another person's network and his or her job
search ideas and skills. Take advantage of it.
- Being prepared.
carry a notebook/daily planner and pen
write down the businesses, names, phone numbers, and titles of
people to whom you have been referred
keep records of ''who" provided you with "what" information
carry business cards and resumes
keep time free in your schedule to follow through on suggestions
Always have a supply of business cards on
hand to give to the people you network with.
These cards will be a reminder of your career
goal, name, and phone number. (For more
information on job hunting tools refer to Job
Hunting Made Easy.)
 Page 53
Demonstrating how prepared you are is sure to impress those you
speak with and encourage them to help you more.
- Follow up on the suggestions others have provided. Contact people
to whom you have been referred, attend business meetings you were
invited to, and use the suggestions and ideas provided. It is your
networking responsibility to follow up on suggestions.
- Speak positively about suggestions. Even if you don't think an idea
will work or that a suggestion is useful, listen anyway. Nothing stops
people from helping you quicker than telling them their ideas aren't
useful.
Even when a suggestion doesn't seem to be
useful, follow through on it anyway. You
never know when a door to employment will
be opened.

- Ask people to continue talking. Many people will stop giving

suggestions when they feel they have been speaking too much, not
when they run out of ideas. It is up to you to encourage them to
continue brainstorming and offering ideas.
- Encourage friends, family members, and/or business associates to
talk about you with people they know. This is essential to getting your
name out ... quickly and effectively!
Always ask if you can tell "contacts" who
referred you to them.

- Thank people for their time and effort. People do not have to help
you and it is important you show your gratitude.
Remember, the suggestions and assistance others provide are the
reason you are networking.
 Page 54
Notes of Appreciation
It is imperative you acknowledge the effort and thought others have
given to your job search. Let them know their help is appreciated and
that you welcome further suggestions by:
- thanking people for their suggestions and ideas.
- keeping them informed on what came of their suggestions,
comments, ideas, and referrals.
- sending them thank-you cards, letters of appreciation, or other
gestures of thanks.
Use thank-you cards to show your gratitude
and as a further opportunity to network.
Restate your career goal or note something
you "forgot" to mention during your
conversation.

By doing these things you show your gratitude and encourage people
to continue "thinking" for you. Who knows, if this suggestion wasn't
"the one," maybe the next one will be.
Paying for a networking lunch shows people
you value the time and effort they have put
into meeting with you ... and it makes them
feel good. And making others feel good is
what networking is all about.
 Page 55
Networking: A Two-Way Street
As much as your focus may be on yourself and what you want from
your networking endeavors, remember that other people have lives
and needs as well. The best way to encourage people to help you is to
help them first.
"you can make more friends in two months
by becoming more interested in other
people than you can in two years by trying
to get people interested in you."
Dale Carnegie

Not only is this a good way to help your networking success, it is a

good way to live your life. Help others and they will help you.
When you know someone needs help, help him or her. Don't wait for
the person to ask, simply do.
When people do ask your assistance, provide it.
Remember people's interests, hobbies, and unique personality
characteristics. This way if you discover something about "underwater
basket weaving" you can let your "weaver" contact know about it.
Good intentions are empty thoughts ... good
deeds are cherished and remembered.

Help others with small things. Small deeds added up are "worth" more
than large deeds done sporadically.
Do for others with the intent of doing good, not with the intent of
receiving back.
 Page 56
While people may not expect anything in
return when they help you out, a good deed
returned will be appreciated and
remembered.

Networking is more than simply encouraging people to help you find

work, it is a way of life. Making contact with others in a positive and
personal way will help you out in the long run and will be a rewarding
way to live your life.
Practice
All these skills are meaningless unless you use them and use them
well. Practice. Begin approaching others and using your networking
skills. The more you practice, the better you will become ... and the
more rewarding your efforts will be.
"The worst sin towards our fellow creatures
is not to hate them, but to be indifferent to
them; that's the essence of inhumanity."
George Bernard Shaw

In Summary
Effective networking is merely speaking with people about the things
you do so as to leave a lasting positive impression on them. If you
speak to many people about the things you want and leave them
motivated to help you, then you will have networked effectively.
 Page 57

Schmooze without Sleaze

Helping others and requesting their assistance is perfectly acceptable
and necessary in our society. We all rely on others to a certain degree
in our lives, and this is a healthy social practice. The unhealthy
practice comes when our helping relationship with other people
becomes sneaky, one sided, or disrespectful. When this happens we
are no longer networking, we are using.
''I shall tell you a great secret, my friend. Do
not wait for the last judgment; it takes place
every day."

Albert Camus

Schmoozing is the respectful, considerate, and acceptable use of

another person's skills, knowledge, and talents. It is networking know-
how. When you sincerely describe what you want and need from
others while maintaining honesty and integrity, then you are a
proficient and respectable networker. This should be your goal.
Be cautious of "sleaze" seeping into your networking. You will know
when it happens by that feeling in your gut that what you are doing is
wrong (not uncomfortable or awkward as networking may be when
you first begin, but wrong).
The old cliché "The ends justify the means"
is a sleazy cliché. Remember that when you
reach your goal you want to have friends to
enjoy your success with you.
 Page 58
Some sleazy practices to avoid are:
Saying you will help someone and not following through.
You may trick someone into helping you once, but not twice. And you
will leave a negative impression of yourself.
Lying to people.
This includes giving half truths and omitting necessary information.
When you lie about yourself or your intentions you compromise your
integrity and you will inevitably be caught in your lie. You risk
hurting others and hinder your chances for employment.
"Knowledge without conscience is the
ruination of the soul."

Francois Rabelais

Pretending to be genuinely interested in a person's life as a way of

getting information or help from him or her.
Be up front with people with your intentions and desires and they will
respect your honesty. They may not be able to help, but the positive
impression you leave will gain their respect. Who knows, maybe
someday they will be able to help.
Contacting friends only when you need something.
Friends are people you have a relationship with that goes beyond
simply helping each other out in times of need. If the only time you
contact them is when you want something, you will discover your
friendships ending. Ask friends for help, but keep up the casual part of
your relationship as well.
Using a "you owe me" attitude.
We all have people who "owe" us a favor, but approaching them with
a "you owe me" attitude will make them resentful and angry. They
may feel obligated to help you this time, but be sure they will never
help you or ask for your help again. Approach people in a respectful
and cooperative manner.
Flirting.
Giving people the impression that you are "available" if they help you
out is a dangerous practice. If they do help they may expect to be
"paid" for their efforts, and this could lead to trouble ... for you. Use
your brain, creativity, and resourcefulness when networking, not sex.
 Page 59
Sleazy networking practices are ineffective, unfair, and often backfire.
They leave people with a bad feeling about you. Schmoozing, on the
other hand, will help you make friends and find work. This is what
positive networking is all about.
"Six essential qualities that are the key to
success: Sincerity, personal integrity,
humility, courtesy, wisdom, charity."
Dr. William Menninger

Summary
These are the fundamentals of networking: knowing when and where
to begin, knowing about etiquette, and understanding the difference
between schmooze and sleaze. You're well on your way, keep your
chin up!
 Page 60

Chapter 4
Networking Know-How
Now down to the nitty gritty ... the networking "how to's." The things
you will say, the approaches to take, and discovering how to keep
your contacts working for you, this is networking "know-how."
"Wonder rather than doubt is the route of
knowledge."

Abraham Joshua Heschel

Opening-Line Bloopers
Some people may say that what you say isn't important, as long as you
make the initial approach.
Not!
How you ask people for help is just as important as asking. Here are
some opening-line bloopers to avoid.
1. "So, I heard you could get me a job. When do I start?"
Probable Response: "How about never!"
2. I have a racquetball game in 30 minutes, so could you think of
people I should contact quickly."
Probable Response: "Sure ... I can't think of anyone."
3. "My mother told me I should talk to you."
Probable Response: "Maybe she should hold your hand, too."
 Page 61
4. "You're my last resort for finding a job, can you help me?"
Probable Response: "Man, are you desperate!"
5. "You don't know me, but I was wondering if you could help me
locate a job?"
Probable Response: "You're right, I don't know you, why should I?"
6. "Remember me, I met you at Mr. John's Restaurant before I was
fired. I'm looking for work again, and I would like to talk to you."
Probable Response: "If you were fired, why would I want to
jeopardize my reputation by helping you?"
7. "Rebekah, remember the favor I did for you last month? Well, now
I want to be repaid."
Probable Response: "So I owe you, do I?! Well, I'm going to do just
enough to repay you."
"Tact is the art of making a point without
making an enemy"

Howard W. Newton

Saying it Right
Knowing what to say and how to say it is an important part of
networking . . . and often the most intimidating part. Having an idea
of what to say to people makes networking easier, enjoyable, and
rewarding.
The Right Way ... Is, There One?
"What do I say when I approach people?" This is one of the most
common questions, but unfortunately there is no simple answer. The
main reason is that every person is different. Each person who
networks and each person he or she networks with necessitates a
slightly different approach and different conversation. Therefore, to
provide the exact words for you to say would make your job more
difficult. You would be
 Page 62
concentrating on how to ''fit" a script into your conversation rather
than listening to what the person had to say.
"People have one thing in common: they are
all different."

Robert Zend

The following suggestions will help you decide what and how much
to say. The exact words you use will depend on who you are talking to
and what the situation is, but some general information should make
your job easier. The rest is determined by your personality, intuition,
and common sense.
Introductions
The most important and challenging part of networking is knowing
how to approach people. Introducing yourself is a skill to learn.
Practice as much as possible to do it comfortably.
Control your destiny by taking a proactive
approach to life. Make it your responsibility
to meet people, try new things, and jump at
opportunities.

When introducing yourself to people, it is important to:

introduce yourself at the beginning of a conversation. While it is not
impossible to state your name halfway through the conversation or
evening, it is more awkward.
ask for the person's name.
offer to shake his or her hand.
be prepared to begin the conversation. You introduced yourself, now
continue talking to the person.
 Page 63
Very simple and straightforward suggestions, but important ones.
Telling people your name and asking theirs begins the conversation in
a positive and respectful way.
Introduction Pitch A:
"Hello, Terri Prat? My name is Jack Jones. My friend Sue Trapper
was telling me you are an avid snowboarder, and I'm interested in
trying it. Do you know of a good place to take lessons?"
Networking begins by talking to people ...
about anything. Your conversation does not
have to begin with your career or even focus
on your job search to be an effective
networking session.

Introduction Pitch B:
"Sheila Atkins? My name is Roberta Waylens. I've heard about the
work you do with pharmaceuticals, and I was wondering if you had a
few minutes to chat."
Remember people's names. Write them down
along with the topics you discussed in your
daily planner. You will remember the person
and his or her name better when you do this.

Introduction Pitch C:
"Excuse me, my name is Joel Wandler. I saw you landscaping outside
a house on Belgravia Drive, and I am enthralled by the architecture of
the building. Can you tell me what you know about its design?"
(Remember to ask the person's name if he or she doesn't offer it.)
 Page 64
It is up to you to initiate contact with people you are interested in
meeting. Do it and the rewards will begin.
Social vs. Business Talk
It is not necessary for you to discuss your employment situation with
everyone you meet immediately, but it is a good idea to connect with
each person. By becoming familiar with other people, their likes and
dislikes, their hobbies and occupations, you open the doors for further
discussions. It may not be until your second or third meeting that a
discussion about your employment situation seems appropriate, and it
is better to wait until then than to bombard a person with your
employment "trivia" before he or she is interested in hearing it.
"Nothing is ever lost by courtesy. It is the
cheapest of pleasures, costs nothing, and
conveys much. It pleases him who gives and
receives and thus, like mercy, is twice
blessed."
Eratus Wiman

Once it seems appropriate to approach a person about your job

situation, it is important to maintain a personal feeling in your
discussions. Casual conversation (the weather, a baseball game, the
family, etc.) mixed with business talk keeps a discussion personal.
Maintaining an appropriate "mix" can make the difference between
encouraging people to help you or to avoid you.
So, how much casual vs. business talk should you engage in? Well,
that depends on who you are talking to.
New acquaintances
When you first meet people in a casual or social setting (vs. a business
setting) you want to develop a personal rapport with them. The initial
meeting is an opportunity to get to know the person; learn about the
person's likes and dislikes, find out more about his or her family, and
develop a friendship. After you develop a personal
 Page 65
connection and feel the time is right to begin "talking business," it is
still a good idea to include a lot of casual conversation. Remember
this new acquaintance has put his or her trust in you as a friend, and it
is up to you to maintain the friendship.
Even if a new acquaintance cannot help you
immediately, continue to develop your
relationship. Your goal in networking is to
meet lots of people and as a spinoff, find
employment.

New business acquaintances

When you contact people you want to do business with immediately
(employers, people "in the business," people to whom you were
referred, etc.) who are virtual strangers, it is best to keep the casual
conversation to a minimum. When your intention is to obtain
employment information or follow through on employment tips, use
business conversation. Keep your networking conversation brief and
to the point. Discuss your intentions and the skills you have to offer
and ask about employment opportunities. Leave a strong positive
image of yourself without taking up too much of their time.
Be considerate of others' time restrictions
and needs. Using time people don't have
causes them to resent you rather than help
you.

Business contacts
The people you met through previous employment (paid or volunteer)
or who you know are "in the business" are your business contacts.
These are not only previous employers and people you worked
directly with, but also customers you served, suppliers you dealt with,
employees of the competition, members of associations or affiliations
you belong to, your best friend's uncle who's in human resources ...
everyone you had contact with in your employment or whom you
know professionally.
 Page 66
It is essential to demonstrate networking savvy by including casual
conversation in these discussions. You know these people and are
familiar with the work they do (and maybe even their hobbies or
families), so it is important your discussion have a personal element.
Take time to reacquaint yourself with the person and then discuss your
employment intentions. Finding employment will be the focus of your
discussion, but adding a personal touch reminds people you are
interested in them, and not just using them.
Drinking alcohol while networking over
lunch is not a good Idea. Alcohol dulls your
perception and you don't want to convey to
an employer that you can't make it through a
business luncheon without a drink.

Casual acquaintances
Take what you do with business acquaintances and flip the proportion
of casual to business talk. Instead of a little personal and a lot of
business, focus on personal issues with a little business added in.
People you are familiar with, for example your bank teller, your
dentist, the babysitter's parents, the people you see at church, are all
people you want informed about your job search. Mention your
employment intentions, but remember to keep the conversation casual.
If they have ideas for you then continue discussing and networking
with them, but if they don't, letting them know your intentions has
expanded the number of people who know about your job search by
one. And this is the "one" who may hear about the perfect job for you!
Exception:
Like most rules, there is an exception to this one, too. If you know a
casual acquaintance could be instrumental in helping you locate work,
discuss your employment intentions with him or her in more depth.
Use your casual discussion to set up the more formal networking
meeting where you can further discuss your job situation.
 Page 67
Example:
''Mr. Robbins, this is Jane Claussen, how are you doing? I know
you're in the electronics industry, and I will be looking for work when
I graduate in June. Would you have some time to chat with me about
the type of work your company does?"
Use the expertise others have, but use it wisely. Approach people who
may potentially help you and recruit their assistance.
Relatives and friends
Friends and relatives can be the key to your networking success.
These are the people to whom you can really talk about your
employment intentions. Tell them details about the work you want to
do, and ask for their assistance. The better you know people, the more
time you can spend telling them about the work you want.
Your best friend will want to know every detail, your CEO Aunt will
need to know your skills. Your cousin Fred should know about your
employment desires, and your good friend Mary should know of your
credentials and experience. These are the people who are instrumental
in helping you locate work. Network, network, network!
Gauge the amount of information you give
relatives and friends by how close you are to
them. The closer you are, the more interested
they will be and the more potential there is
for them to help you. Remember, a distant
relative is more like a casual acquaintance
than a close friend.

The amount of casual to business talk will vary from situation to

situation. Use the suggestions provided only as a guide, and then let
your heart, head, and common sense lead you.
 Page 68
Topics for Discussion
The topics you discuss will vary from person to person. Again, there
is no "right" answer describing things to discuss under specific
situations, you must "feel" the right answer. Use your intuition and
knowledge of the other person to tell you what to say.
Remember to mix casual conversation with business talk when
appropriate, but your employment networking focus is business. Some
potential business networking topics for discussion are:
- your career objectives and jobs you are interested in.
- the skills you would like to use in your next job.
- the type of company you would like to work for.
- the aspects of previous jobs you enjoyed.
- the places where you have been submitting resumes.
- the people you have networked with thus far.
- your non-work-related skills that would be an asset to employers.
- anything else that seems to make sense.
Use tact and be sensitive. Speak and act
without offending.

Remember to look for cues of interest and boredom and gauge your
discussion accordingly. Choose the things you discuss depending on
how much you believe it will impact the other person. Don't waste
your time telling someone who doesn't really like you about your
career plans and then forget to mention to your human resources
friend that you are unemployed. Use your head.
Networking Scenarios
Again, memorizing "scripts" makes networking more difficult, as you
will be concentrating on the script rather than what the person is
saying. Of course, the other problem is that the person you are talking
to
 Page 69
doesn't have a copy of the script! Here are some examples just to give
you an idea ... don't memorize them.
"It isn't life that matters; it's the courage you
bring to it."

Hugh Walpole

Scenario: Requesting Favors

Now is the time to ask for favors. Contact people you suspect would
be willing to help or who have in the past said "If you ever need
anything, let me know" and recruit them. Let people help you out.
Networking Pitch A:
"John, how are you doing? How did things work out with the
naturopath I referred you to? Did your daughter's allergies get any
better?" ...
"I'm not sure if you heard, but I'm looking for a career in the welding
industry. I know you work with some welders and I was wondering if
you know of any employers who might be looking for people to
apprentice with them?" ...
"Any other suggestions or ideas you have would be great. Thanks for
all your help, and I hope your daughter's allergies continue to
improve."
People help out more when they do it for its
own intrinsic value rather than out of a feeling
of obligation.

If someone "owes" you a favor, it's not necessary to remind him or

her. Casually bring up the situation where you helped the person, but
don't make the person feel he or she owes you. You want people to
help you because they want to, not because they have to. When people
are asked to return a favor they may do so grudgingly, with a sense of
obligation rather than genuine kindheartedness.
 Page 70
Describe your strongest skills, attributes, and
experience as well as your knowledge and
interest in a company when speaking with an
employer. Be brief, to the point, and leave a
positive impression.

Scenario: Networking with Distant Acquaintances

Contacting people with whom you are loosely acquainted or whom
you haven't spoken with in a long time is important. You want to
encourage them to help you without feeling like you are using them.
Networking Pitch B:
"Lance, this is Bernie Phillips. It's been a long time since we've
talked, how are things going?" ...
"Lance, I'm not sure if you've heard, but my company recently
downsized. I'm looking for work as a laboratory technician, but there
are few positions available in my community. I know you used to
work in a hospital in your state and was wondering if you know of
any people I can contact." ...
"I know it's hard to think of names on the spot, but thanks for trying
anyway."
"Hey, do you ever come back this way? When you do, why don't we
get together with a few of the gang and go out to a movie. It'd be great
for us all to get together again. Call me and we'll arrange something.
And, if you should think of anyone else I could contact in your state
about finding work, could you let me know?" ...
"Good talking to you, bye for now."
It is easy to begin the conversation casually,
but the key element is to end the discussion on
a personal note as well. This reminds people
that you still value your relationship and are
not simply using them.
 Page 71
Contact all the people who could help you with your job search, but
keep in mind that your period of unemployment is temporary. You
need people's help now, but want to maintain your friendship for
much longer.
Scenario: Recruiting Casual Contacts
People you know only slightly can be awkward to contact, but also
very helpful. Approaching them requires tact and courage. It's not
easy to ask people you hardly know for help, but it is necessary.
Be sure to introduce yourself and remind the
person of how you are acquainted. Don't
leave him or her wondering, "Where do I
know her from?"

Networking Pitch C:
"Mrs. Brown, I'm Todd Lee. We go to the same art class, and I've
heard that you are a member of the local chamber of commerce. I
recently graduated from college, and am interested in meeting people
in the business world. I was wondering if it's possible to get an
invitation to attend one of your meetings or if you know of people I
could speak with about employment in the computer industry?" ...
"Thanks for your help. My phone number is 555-9087, and I look
forward to our meeting. I know it's unusual for someone from art class
to be asking for your help in this way, and I appreciate all that you are
doing. See you in class."
Be specific about what you want from.
people. Give them a place to begin helping
you and then expand as appropriate.
Be sure that when you next see this person you approach him or her
and chat, not necessarily about your job search, but to enhance your
personal relationship. You will not only be developing a business
relationship, but furthering your personal one, too.
 Page 72
Scenario: Enlisting the Help of Business Associates
Business associates are people who know how you work, know the
business, and know who the valuable contacts are. These are people
you must contact who will be essential to your job search.
Networking Pitch D:
''Virginia, this is Darcy Martin, we worked together at The Workshop
Place. How are you doing?" ...
"Virginia, I am on the market again as a workshop facilitator and am
trying to find out which agencies currently need people. I thought that
because you are still employed in the field you may have heard of
agencies who are looking for people. Do you know of any?" ...
"Great, I remember those people and will contact them. I was also
wondering if you've heard of Best Corporation. I think they are new in
the business and was wondering what their reputation is like." ...
"Thanks for all your help. If you hear of anyone else who is looking I
would appreciate if you could call me. My home phone number is
555-1212. Talk to you soon."
Keep business contacts alive by having
lunch or even sending Christmas cards. Old
business associates come in handy in current
(and future) job searches.

People in the business will be "up" on who's hiring and who's not.
Enlisting their help will keep you in touch.
Scenario: Contacting Employers
Employers are people you must contact, While it may be easier to
contact employers you know, all employers in your field can provide
valuable assistance.
Know what you want from employers before
you call them. Prepare a list of questions
before your meeting so you know what to
say and ask.
 Page 73
Networking Pitch E:
"Mr. Gainsworth, my name is Judith Plantz, and I am a certified
lactation consultant. I know your hospital is committed to supporting
and educating new mothers, and I was wondering what sort of
breastfeeding programs you have in place?" ...
"These sound very interesting. I have 3 years experience in the field
and find that women and babies need the assistance of knowledgeable
caregivers. Does your facility currently have any positions available?"
...
"May I leave you my resume, anyway? I am very interested in your
facility and believe that if a position does open up, I could be an asset
to your health center. Thanks for your time."
Let your enthusiasm and personality come
through when speaking with employers.
Many people are looking for work, so it is up
to you to describe and convey to an employer
how you would be good for his or her
company.

Many potential scenarios exist. The thing to remember is that you can
and should allow yourself to be spontaneous and discuss different
things with different people. No two people are ever alike and no two
conversations will be either. Keep your job search interesting and
productive by speaking with many people from various walks of life.
Volunteering
Volunteering is an excellent way to learn about an industry. As well as
being interesting and fun, it is a productive way to network and an
excellent way to locate employment!
 Page 74
"We work not only to produce but to give
value to time.

Eugene Delacroix

But what about employers? Why would they want to take the time to
train and teach you about the business? What's in it for them?
Lots!
There are many employer benefits to recruiting and making use of
volunteers:
Employers have extra people on staff ... and they don't have to pay
them!
Employers can utilize a person's knowledge and expertise without
having to provide extensive training or a complete orientation. The
person will be there a short time and can discover things about the
company at his or her own rate.
Employers have the opportunity to "try a person out" and see how he
or she fits in with the company.
An employer has an experienced "someone" to contact when a paid
position becomes available.
If an employer hires a previous volunteer, the company will not have
to spend as much time orienting him or her to the firm and its
procedures and practices.
So, there are benefits for the employer, what about you?
You get to try a company out to see if you like working there.
You expand your networking contacts to include:
- the employer for the company,
- the people you worked with,
- the customers you served,
- other employers you heard of,
- other people to whom you have been referred while volunteering,
- people you see in the building who work for other companies, etc.
You keep your skills current. A related volunteer position keeps you in
touch with your profession.
 Page 75
Your resume is filled with volunteer positions instead of gaps that
convey to employers that you were inactive.
You maintain your momentum.
One of the biggest momentum destroyers is
sitting idle. If you remain active and
continue to do things while you are
unemployed, you will be less likely to fall
into an idle "rut."

You have the flexibility to continue looking for work with other
employers and take days off when necessary.
You have the opportunity to try new skills or use old ones in a new
environment.
You have the opportunity to establish a working relationship with the
employer. Employers are more likely to keep you in mind for future
positions and let business associates know about you when they are
looking for an employee.
You are more likely to be hired by a company if you have worked
there. Showing your positive work ethic and demonstrating your skills
makes you a resource to the company, one likely to be contacted when
a paid position arises.
There are other ways you benefit from volunteering. Many people
who volunteer discover they receive much more from their experience
than they imagined. Some of these fringe benefits are:
Regular contact with other people. This is perfect for your need to
socialize and the necessity to network.
The development of friendships with those you volunteer with.
A feeling of achievement, accomplishment, and fulfillment.
A sense of purpose and something to ground you when your days may
otherwise run together.
A way to productively fill your time.
A true sense of giving and pride that you are doing things for the good
of it, rather than for a fee.
The rewards come from the results of your labor, not from money.
 Page 76
Take advantage of this. time when searching
for employment. Discover more about who
you are.

Volunteering is a great way to expand your network, increase your

chance of locating employment, and discover more about yourself.
You win, the employer wins, everyone benefits from volunteer work.
Now is your chance to dedicate some of your time to volunteering.
Plan for it and do it.
Timing
While it may seem the thing to do is to go out and find a volunteer
position immediately, give yourself time to consider things before
committing yourself. Is the time fight for you to offer your services?
"Every calling is great when greatly
pursued."

Oliver Wendell Holmes, Jr.

The time to volunteer may be when:

you know a company will be hiring employees in the near future. If
you are interested in working for the company and would like to
increase your chance of being chosen for a position, then offer your
skills for free to show the employer your stuff. Your name, work
habits, and the impression you make will be fresh in the employer's
mind when the search for a paid employee begins.
you believe you may be hired by company XYZ. Now is an excellent
tune to offer to help the company out for a brief period of time.
you would like to try out a new occupation to "see how it feels" before
committing to making a career change.
you feel you need to be productive and keep active.
 Page 77
you want to meet new people.
you discover an organization or cause that parallels your morals and
values. Volunteer for the good of it, to help out and to promote things
you believe in.
Some volunteer positions may not lead to
paid employment but will be of significant
intrinsic value to you. And as a spinoff you
may meet someone who can help with your
job search.

Avoid volunteering if:

you are new at being unemployed and are finding it a highly
emotional and stressful time. You want to let your potential future
employer know what a great employee you are, not how much you
wish you still had your previous job. Take some time to adjust first.
you are fresh out of work and just beginning to research careers and
occupations. Wait until you choose a career path before committing
yourself to any organization.
Choosing a Career Made Easy can help you
to make a career decision you will be pleased
with.

you feel resentful in any way about offering your skills for free. No
matter how impressive your skills, your attitude will come through
and turn an employer off. If you can't be positive when volunteering,
don't do it!
you don't have the time to commit. If you are too busy to put in the
time, don't offer to do it. Doing this will only succeed in leaving a
negative impression.
 Page 78
Good timing will aid in your ability to leave a positive impression on
an employer. Poor timing could cloud this impression. Choose the
right time.
Identifying Opportunities
Locating a company to volunteer with is a task that should overlap
with your job search. To maximize networking opportunities, the
company you volunteer with should be connected to the industry
where you want to work. After you have decided on a career path,
have potential occupations in mind, and have identified potential
companies to work for, then you are in a position to begin
volunteering.
''There is no future in any job. The future
lies in the man who holds the job."

Dr. George Crane

The bottom line is that any company you would consider working for
is a potential volunteer opportunity. It is up to you to determine:
with which organization you would like to leave a positive impression
in which company you would be most likely to be hired
which business has the best connections
which company you would most like to work for
Discovering a company to volunteer for
should be a by-product of your job search
networking, not a separate and different task.
Remember, volunteering is supposed to make
your job search easier, not more difficult.
 Page 79
Now choose the company you would feel comfortable volunteering
for and go for it. Keep trying until you locate a company that jumps at
the opportunity to have you.
There are organizations that you feel strongly connected to due to
their purpose and mission. Volunteering for these organizations may
not lead to employment but still allows you to meet new people and to
network. Other volunteers may have similar ideals and values as you,
and may thus have similar occupations. These are perfect people to
network.
Approaching Employers
After you do your usual networking and have decided you would like
to improve your potential for employment with an organization, then
you can discuss volunteer opportunities with the employer.
Setting up a volunteer position is an
extension of the networking you have
already done.

Approach employers knowing what you have to offer and how their
company will benefit. Be enthusiastic and convey to the employer that
your desire to help the company is genuine. Let the employer know
you will do a top notch job.
Before you approach an employer you must know:
how much time you are willing to commit to volunteering, i.e., how
many hours per day, days per week, and total weeks.
in which capacity you would be willing to help out.
that the company may not accept your request to volunteer. Even if
the employer doesn't accept your offer, he or she will still be
impressed by your willingness to help, and will remember it.
Set up a meeting to discuss your desire to volunteer and impress the
employer so much that they can't possibly refuse your offer!
 Page 80
Volunteer Pitch A:
An organization you want to work for that has no positions currently
available.
"Mr. Casey, I believe your organization possesses integrity and vision
and would really like to join your team. I know your company is
extremely busy, and I would like to help out by volunteering a few
hours per week for a month. I am a talented draftsperson and would be
willing to help you out in any related capacity."
Volunteer Pitch B:
An organization you want to work for that has an opening available.
"Ms. Nova, I understand that one of your secretaries left last month,
and I can imagine the work is beginning to pile up. I have applied for
the paid position, but I would also be willing to come in for the next
two days to help you to catch up. I am a reliable individual and would
like to help you out."
Volunteer Pitch C:
An organization you believe has integrity but holds little potential for
employment.
"Mr. Rice, I believe strongly in what your organization does and know
your current volunteers possess a commitment and passion similar to
mine. I would like to offer my services in any way to help meet your
organizational goals and further the impact you have on society. I am
available three hours per week for as long as you need me."
Even though your goals for "personal belief"
volunteering may not be employment related,
the people you meet and contacts you make
are still worth it.
You never know whether an employer will accept your offer unless
you try. Even if he or she doesn't, you have still left a strong
impression of yourself by demonstrating your desire and willingness
to help the company. This will not go unnoticed.
 Page 81
Volunteer Networking
Once you have established a volunteer position and are working for an
organization, use your time effectively. This is the time to show your
stuff and take advantage of networking opportunities. Leave a positive
image of yourself by:
impressing the people you volunteer with and for.
The only thing better than telling people what a great employee you
would make is to show them. Give to your volunteer work the same
dedication, commitment, energy, and enthusiasm you would a paid
position.
networking with the people you volunteer with.
Let them know about your plans, career goals, and employment
desires. Treat each person you meet as a potential employer and make
your networking pitch.
getting to know as many people in the industry as possible.
Ask for the names of other employers and get to know the people with
whom you do business. Meet the customers, consultants, merchants,
clients, and anyone else you come into contact with. You can expand
your network incredibly when volunteering.
helping out while not allowing yourself to be used.
While volunteering is a great way to demonstrate your skills and
abilities, be sure that your thorough and endless work does not
eliminate the paid position you could have had.
Volunteer enough to show what a wonderful employee you would
make. Lengthy or complex projects should be completed by paid staff,
not a volunteer.
Exception: If you are volunteering for an organization run solely by
volunteers, then feel free to take on a larger task.
Include information about all the volunteer
work you have done in your resume.
 Page 82
knowing when enough is enough.
Volunteering for the purpose of securing employment should be a
temporary commitment. Before volunteering, provide the employer with
a time frame in which you will help out, a couple of days to a couple of
months depending on the type of work you will be doing. Remember,
your goal is to provide an employer with a ''flavor" of your work and you
the opportunity to network further. Once these goals are fulfilled, it is
time to move on.
Use this tune effectively and it will be a rewarding experience.
Leaving Permanent Reminders
Before you complete your volunteer work leave permanent reminders of
you so the employer remembers the effort and time you put in.
How?
Leave your resume.
Thank the employer for allowing you the time to help out and
demonstrate your skills and state your interest in a paid position. Leave a
resume with a cover letter that outlines your skills and abilities and
reminds the employer of your volunteer time.
Example
Dear Ms. Farlow,
The past three weeks I have spent helping out XYZ Company have been
exciting, and I appreciate the opportunity to work with you. I believe I
have much to offer your company and would like to be considered for
any paid editorial positions that come available.
(Continue briefly describing the skills and experience that would make
you an asset to the company.)
Enthusiastically,
Joe Schlitzer

Cover Letters Made Easy provides more

examples of cover letters with impact and
power.
 Page 83
Leave your business card.
Every person you networked with should have a copy of your
business card to keep your name fresh in their minds. There is nothing
worse than discovering someone heard of a great position for you but
didn't know your phone number.
Leave a farewell impression.
Buy the people you worked with muffins on your last day or leave a
bouquet of flowers. Show your appreciation and gratitude.
People remember nice gestures because they
are so rarely done. Take advantage of this and
make it your personal goal to always leave a
lasting positive impression.

Return to visit .
After you have finished volunteering remind people you are still
around. Mark in your calendar one day every month when you will
visit the office. Continue doing this at least until you secure paid
employment or longer if you really enjoy your visits.
Ensure your hard work volunteering and establishing contacts is
remembered and used. Add the people you "worked" with to your
ever increasing list of networking contacts, and keep them on your
active list by remaining in contact with them. Establishing contacts is
the first step, keeping them active is the key.
In Summary
While it is important to give 110 percent of yourself while
volunteering, do not expect to be hired immediately (or at all) by the
company you volunteered for. Your goal should be to establish lasting
positive networking contacts who will assist you with your job search.
Being hired by the company is a bonus.
Volunteering can result in developing many potentially influential
networking contacts. Use your time wisely and volunteer for
organizations you are really interested in.
 Page 84
"Greatness lies not in being strong, but in
the right use of strength."

Henry Ward Beecher

Maintaining Active Contacts

Establishing contacts and the initial "sell" is only the first step in
effective networking. The real key is for these people to continue
working for you. The proficient networker makes it a priority to keep
contacts alive and working for him or her and this requires
persistence, tact, and a commitment on your part.
It is more effective to keep established
networking contacts "active" than to be
continually making new ones.

How?
Keeping contacts alive is like managing a business. You must make
sure your "employees" continue to be productive (continue helping
you with your job search) by creating a positive "work" environment.
You can rely on a few patent approaches when making the initial
contact with people, but maintaining contacts requires additional
thought and creativity.
The benefits of maintaining contacts far
outweighs the effort.
 Page 85
The Usual Probes
There are several "management" techniques you can use to keep your
contacts working for you. Like managing any business you want to:
keep people aware of their "jobs,"
maintain a positive working environment, and
keep the lines of communication open.
What this means when managing your networking contacts is:
people need to know you still require their assistance,
people's assistance is needed, appreciated, and desired, and
you welcome people's suggestions, ideas, or contacts.
How you do this requires thought.
"By perseverance the snails reached the ark."

Charles Haddon Spurgeon

Maintenance Pitch A:
"Janet, thank you for giving me Ms. Smith's name and telephone
number last month. I had a very positive discussion with her and she
gave me the name of two companies to contact. I really appreciate you
helping me out. If you should have any other ideas, please let me
know. Oh, I did give you my business card, didn't I?
Maintenance Pitch B:
... "I'm glad to hear your job is going so well, Brittany. My job search
is coming along. Like I told you before, I'm looking for work as a
computer programmer and am amazed at how tight the job market is.
However, I have received a few good leads from talking to people like
yourself and believe the job for me is waiting around the comer ..."
"Tell me more about the project you are involved in."
 Page 86
Maintenance Pitch C:
"Julie, this is Jeff Andrews, we met last month at the ham radio meeting.
Julie, I remembered you saying you belonged to another radio club in a
different county. I was wondering if I could get the name and phone
number of the contact person there?" ...
"Like I told you, I am keen on getting to know as many people involved
with ham radios, mainly because I love radios, but also because I am in
the electronics industry and am looking for work. Thanks for the names,
and if you know of any other clubs in the state, I would appreciate it if
you could let me know. My number is 555-0099. Thanks again."
Maintenance Pitch D:
(A thank-you note)
Dear Ms. Grabinsky,
Thank you for taking the time to listen and brainstorm with me about
potential employers looking for artists. I have contacted many of the
people we discussed and the response has been very good. If you have
any further ideas or suggestions, I would appreciate your calling me at
555-0036.
Thanks again,
Sarah Parsons

You get the idea ...

The usual probes consist of continuing to let people know that you are
looking for work and that you appreciate their help. By contacting people
regularly and maintaining a professional, considerate, and positive
relationship, you keep your contacts alive ... and working for you.
"We're all born under the same sky, but we
don't all have the same horizon."

Konrad Adenauer
 Page 87
Creative Management
There is much more to contact management then simply the
"reminder" techniques. The interesting (and effective) management
comes when you really begin thinking about people you made contact
with and putting your knowledge of them to use. Being personal
makes people's connection with you even stronger.
Creative Maintenance A:
In a previous meeting with John Banks, a human resources manager,
you discovered he enjoys spectator sports. You were given tickets to a
local hockey game but cannot attend and decide to pass them on to
John.
"Mr. Banks, when we were chatting about my career goals last month
you mentioned you enjoy sports. I know this may seem a bit odd, but I
was given two tickets to our local hockey game and cannot attend. I
was wondering if you would like to use them."
By learning things about other people (and noting them) you open the
door to help them out. And helping others out is the best way to
encourage people to help you.
Creative Maintenance B:
"Ms. Jackson, there's a great windsurfing special on "Sports World"
next Tuesday that I've seen before. I remembered that you love
windsurfing and wanted to make sure you knew about it."
It is not necessary to mention your job search every time you speak to
a person. If you continue to remind them that you are around and
periodically mention you are still looking for work, people will
remember.
Creative Maintenance C:
"John, you said you have your own home business. I recently met
someone who could use your services. Would you like her number so
you can contact her?"
Helping others is the best way to encourage
them to help you.
 Page 88
Creative Maintenance D:
''Sarah, when we last met you were looking for work as a
photographer. Are you still looking? ..."
"I know an employer who is looking for someone with your skills,
would you like his name and phone number?"
If you want to get to know someone better, set
up a second encounter. Do it soon enough that
the person will remember you from the first
time.

Simply reconnecting is a great way of maintaining contacts.

Creative Maintenance E:
"Hi Jordan, this is Jake McKenzie, we met last week at the basketball
game. I had such a great time talking to you I was wondering if you'd
like to go to the game this week?"
Now you have a couple hours to chat. Talk
about your employment situation but remember
to make your appointment as interesting as
your initial meeting. Business talk will grow
out of casual talk, but should not smother it.

Use your imagination and creativity to help you decide how to keep
your contacts alive. By knowing other people's interests, hobbies, line
of work, and career goals, you will discover ways you can help them
and encourage them to help you. Listen to other people and remember
the things they say.