Telephone Networking


 Networking is about using existing contacts amongst your friends, relatives, business colleagues and others, to get advice and information in your case to aid you in your job search.
It is a powerful and effective route to potential employment opportunities.

Research shows that only between about 15% and 30% of all jobs are ever advertised.
So if you simply limit yourself to answering press adverts or to trawling the internet you confine yourself to the most competitive sector of the job market.

Somewhere out there someone has a problem and is looking for someone with your talents & experience to solve it for them Your job is to find them and to help them find you
The key is to find out about a job before it goes to the market.

It reduces the pool of your potential competitors
Even in the public sector where all jobs have to be advertised you can get onto the inside track by getting advance knowledge

With networking YOU ARE IN CONTROL - not waiting for someone to advertise

First step - Organise your data base

You all have a huge networking data base of contacts made over the years but you may not realise it,
You cannot have reached your age without meeting hundreds of people

It will include all the people you know, Include in your list, friends, relatives, business colleagues, former bosses, customers, suppliers, trade associations, and professional bodies, clubs etc. Get out old diaries , Christmas card lists, open new contacts via Friends Reunited

Write them down, so you can use the list constructively

Networking it is about talking to your contacts and seeking from them information and advice - and letting them know that you are interested in any job opportunities they get to know about BUT not asking them to give you a job personally !
These are the very people who are in a position to give such advice, and possibly even more important to give you the names of more contacts.

Initially, you may feel hesitant about approaching your contacts at all
You may feel that you are USING YOUR FRIENDS - that's understandable but you must make up your mind to do it. But you will probably find that when you do, that they would genuinely like to help and they are often flattered to be asked

Telephone networking is particularly effective, as unlike letters and email , it is a two-way process, It is also immediate, so you must know what you are doing before you pick up the phone
It uses special techniques - which must be learned and mastered if you are to make the most of you network of precious contacts

Like most things you will only succeed ( and just as important ) retain the friendship and assistance of your contacts , if you set about it in a structured, proven and organised way
But, remember, it is not about phoning contacts and asking them personally to give you a job
That's the worse thing you can do!   It put them in an embarrassing and defensive position

Lets look at the techniques you should use
There are three basic types networking calls BUT the same rules apply to all of them

1 People you know well - these are probably the ones most people find easier start with as it will be the most personal and informal. Its a good way start to improve you technique before moving on to people you don't know so well

                    2 People whose name you have been given by a contact or mutual acquaintance.
                    So you have an introduction - and the key to the door

                    3 People you call on spec or possibly as a follow up to a direct letter approach or people
                        identified after research

Which ever of these types of call you make the same rules apply
Like most techniques there is a right and wrong way. If you don’t prepare, be prepared to fail
And worst still you run the risk of embarrassing or alienating you precious contact

So before you call you need to be clear what you want to achieve and how to handle the call to get the best response  You will of course have researched the person and the company beforehand so you can conduct a knowledgeable conversation

When calling you will usually first need to get past the gate keeper.  Get to know the PA/secretaries by name - get them on your side

You will need polite perseverance to get through to the person you want
It may need a number of calls to get through to the person you want to speak to
Often using the name of the contact who suggested the call will help getting put through by the gate keeper.

If the person you want is genuinely not available at that time always ask
"What is the best time you suggest for me to call back ?"

Prepare and Rehearse a response to the question "Tell me about yourself
You will only get one chance to sell yourself you must be ready
Make it no more than a minute - some say less.  And it will be necessary customise your response  for each call you are making, based on your research
If you are not asked this question directly then say something like " Would you like me to tell you about myself "

Have the name of the person who gave you the contact ready, Be prepared to play that card early
This is your introduction - the key to the door -your bridge to the person you are calling and the reason why they are perhaps more likely to talk to you and help you

When you get through to the person you want avoid at all costs giving the impression that you desperate and are expecting them give you a job themselves  This immediately puts them on the defensive
Your objective it to get advice and information about was going on and where there might be opportunities now or in the future

Try to get them to agree to a meeting ( not an interview ).
If you can get a meeting you are then in a better position to sell yourself- face to face

If you cannot get a meeting then ask for other contact names who might be able to give you more information and advice

Remember these simple rules

Rule one -   Use your contacts name early

Rule two -    Never ask for a job - you want advice and information

Rule three - Try to get a meeting   OR

Rule four -   If you cannot get a meeting ask for further contacts

Check list after each call

Did I ask if it was convenient time to talk

Did I mention the name of the contact who referred me early in the call

Did I ASK for a job

Did I get agreement to a  meeting.  Good - but did I then go on to undermine the value of meeting by  asking for further contacts before you meet

But if I didn't get a meeting did I ask for further contacts

Did I offer a CV

Did I resist the offer of getting passed to Human Resources

Did I offer lots of thanks

Did I remember to make notes of what was discussed and what was agreed
(Use the Post Interview Analysis form on our website  see Advice Menu  )

If I said I would ring back on a certain day and time - I must do it

Remember to tell the person who gave me the name of the one I just rang to  keep them informed of the outcome

Telephone networking is not easy 
but it does get easier with practice and increased confidence

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