Making networking comfortable

How many times have you heard these statements?
It”™s not what you know, it”™s who you know.
Networking is an investment, not a nuisance.

If you”™re currently unemployed, looking to transition into a new career or just looking to join a new company, you”™ve been told more than once about the importance of networking.

Let”™s get rid of this pre-conceived notion about networking right off the bat: Networking is not about going to events five nights a week and eventually walking out of one with a job. If you have that kind of stamina, great. If you have that kind of luck, congratulations.

What networking is really about is expanding your sphere of influence. What you want most is to walk out of an event with a connection. Think about how many people you come in contact with each week. There”™s the kids”™ soccer games, the nail salon, barbershop, gym, PTA meetings, Metro-North ”“ you”™ll be surprised about how many people you speak to in a given week.

There”™s the likely chance that you speak to at least one person at any of these regular destinations you frequent. Now, put together a list of those people you come in contact with less often ”“ maybe you see them a few times a year at college alumni events, professional organization board meetings, sorority/fraternity gatherings, or the monthly coffee klatch with the neighborhood moms.

You”™ll find that your sphere of influence will exist on different levels or hierarchies, if you will. You”™ll have the professional level of former bosses, co-workers and professional organization colleagues. You”™ll also have academic, friends and family, extra-curricular and social networking planes that can make your sphere of influence truly effective.

 

A colleague who is a freelance public relations professional was a bit down on her luck when she signed a new client through an informal Myspace introduction. Said colleague had a friend who had a Myspace friend who blogged about her new novel coming out. A social networking connection was made that led to an actual business deal. It”™s truly amazing the connections we can make in this day and age, and when networking it”™s important to use every Internet tool at your disposal ”“ from chat rooms and online forums to Naymz.

 

When you start making your introductions to those in your past and your present, it”™s important to be non-threatening. Don”™t overwhelm your contact with your needs and demands. Remember networking is a two-way street. An email or a message through LinkedIn is a great way at breaking the ice, but once a connection has been established and you want to take it to the next level, make the phone calls, and when appropriate, ask those contacts out to coffee. Show your commitment to the networking process. When you pick up a business card, use it. Follow up with that contact within 48 hours.

When you communicate with those in your sphere of influence you want to discuss your marketable attributes and skills, and those that make you unique to a work environment. When marketing yourself, think beyond the “I”™m a hard worker. I will put in more time than everyone else” mentality and really focus on how you”™ve expanded your world professionally. Perhaps you speak Russian or know HTML. Maybe you”™ve been published in professional trade magazines or have been on the board of a nonprofit for several years.

If you are looking to build upon your sphere of influence, go with what you know and love. If you”™re a coin collector, avid reader or knitter, find a like-minded club or group to join. Sharing something in common makes it easier to establish a connection with someone. Meetup.com is a great way to find those that share the same hobbies and passions.

For more formal job-search networking, research your options each month and literally build yourself a calendar. Consider a mix of industry-related, association or chamber of commerce events each month. For those more introverted, offer to volunteer at larger events to help facilitate conversations with other attendees and not get lost in the crowd.

Finally, choose a person in your sphere of influence to be accountable to. This person will see you through the process and help keep your feet to the fire so that you stay on target with your networking goals.

Rich Greenwald, a careers and staffing consultant, is the owner of The Concorde Group in White Plains, N.Y. Have a careers question? Contact rgreenwald@concordepersonnel.com or follow him on Twitter @ConcordeJobs.