Power of Networking ‘Quick Fixes’ Fall Short in Job Search
By Bobbie Shreiner
Let me share a well-known trade secret – one that has held statistically true in close to over 30 years in the career transition business: “Networking still gets over 75% of the jobs.”
Over the past fifteen years, many job seekers have been lured by new technologies and “the quick fix” job search databases created to find the greatest and best for those in career transition or seeking new employment Yet, networking remains the most powerful tool in a job search. So if networking is so powerful, why do so many people in career transition immediately turn to recruiters, staffing firms and the Internet?
First, let’s understand why networking is so powerful. In the career transition business, networking is considered a proactive approach to the job market and generally more productive than those reactive channels. Simply stated, the one-to-one “human” connection or conversations provide the best information in a job search such as:
uncover opportunities you would never discover any other way;
provide greater exposure to people who might hire you;
enhance credibility; and
put you in less competitive circumstances.
Then why do so many people avoid networking or consider a trip to the dentist a better alternative? Meeting key decision makers requires a strategic plan consisting of preparation, phone calls and face-to-face meetings, which is not in everyone’s comfort zone. Those of us who are less socially inclined have referred to these steps as painful as a tooth being pulled and will exhibit “avoidance behaviors” by spending hours online “surfing” for a quick fix.
Online abyss
The Internet provides a reactionary solution rather than a strategic one. Posting a resume is an attractive “hook,” luring job seekers with the assumption the posting will pay dividends. In reality, posting online results in another well-known fact: the Internet leads to less than 10% of new jobs. What seems like a quick solution really leads to a “black hole” where few posted resumes gain little or no attention from hiring managers. The key to networking is planning, preparation and persistence - time that is well spent!
What is the secret to networking? The ultimate goal in building a network is to be introduced to a key decision-maker within an organization. Jobs are created in many ways: company expansion, promotions/transfers, new products/services, restructuring, new management team and problems needing a solution. A hiring manager usually puts out the word to colleagues, employees, suppliers, customers and consultants. Those opportunities are neither published nor posted, rather shared with those that might help with finding top talent through networking.
Even for introverts or those just beginning their networking process, a simple way to get started is to look to your familiars – family and friends. Like a family tree, prepare a list of who you know now and knew in past personal circumstances and professional careers. Everyone is a potential source, so list colleagues, vendors or competitors that once touched your professional life. Build your list by scheduling informational/referral networking meetings.
Strategic approaches
Keep to a simple rule: Don’t start your networking conversations by asking for a job. Quality networking involves gaining advice, gathering information and creating more leads for your target list. Asking straight out for a job often places your contact in an awkward position and a leader, if unable to produce that job, would rather end the conversation than continue the discomfort of not being able to help. Three simple ways to gain informational/referral (networking) meetings:
Referral: The “John Smith suggested I call you” approach. Here you mention to the key contact that your referral suggested this call. Always ask permission from your referral prior to initiating this call
The “changing career directions” approach: This call is more of a cold call yet you are seeking advice due to this change
The “advice on my job search” approach. Most professionals appreciate being perceived as a subject matter expert. Do your research first
Whether you are actively seeking new employment or currently employed, networking should be a well-defined tool in everyone’s career management tool chest. Current labor statistics indicate employees are staying less than three to five years in their positions. Change and transition continue to be strong factors in corporations seeking growth and profitability.
Those that network are more successful in aligning their own career goals and are better prepared for upcoming change or transition within their organizations. Whether you are a current job seeker or employed, making time for networking is essential for success in today’s business environment.
Author: Bobbie Shreiner is vice president of client services with Right Management in Indianapolis. She can be contacted at (317) 706-2106 or bobbie.shreiner@right.com
Power of Networking