Objectives of Networking and Some Useful Techniques

Summary: The basic meaning of networking means to build contacts. These contacts are mainly built for the professional objectives like to find jobs and to get references. Networking is done in many different ways. But the important thing to be remembered here is you need to maintain relation with those contacts.

Objectives of Networking and Some Useful Techniques

Networking has four objectives:

1. To locate a job opportunity
   
   
2. To be referred to someone who might have a job opportunity
   
   
3. To find out additional information
   
   
4. To ask for advice and counsel
   

Of these four, the first two are the most important. Keep these objectives in mind as you network.

The cynical adage "It's who you know" is a fact of life in any job search. It is particularly apt in the field of health care, but I would rephrase it as "It's who knows you." The best way to become known and respected in your field is by doing your job well. Your active participation in your profession serves as the basis of your network. Here, I will first offer ways to find names for your network, and then, in the second half, show you how to use the Tyler Networking Technique (TNT) to put the contacts into an efficient system. TNT will allow you to keep track of whom you have contacted, when you contacted them, to whom you were referred, and what, if any, further steps need to be taken. You can enter this data base on your home computer.

Networking is an important part of your career, even if you are not currently seeking a new position. Networking, which in the broadest sense is the maintaining of active friendships with your professional colleagues, helps you to stay current with developments in health care across the country. By sharing your problems and successes, you can learn from others. When you eventually do undertake a job search, you will have a group of allies who will let you know of upcoming opportunities. They may also speak on your behalf or warn you if a particular position involves any problems, such as a tough board of directors.

Networking Techniques

I have watched hundreds of people network their way into new jobs. It has been interesting to see how effectively some individual's network, and how ineptly others try to network. Therefore, at this point, I want to offer some of the networking techniques that I use as a search consultant that can be transferred to your job search. If you think about it for a minute, it makes sense. As a search consultant, what I do is to network with potential candidates and centers of influence in order to locate a number of interested and qualified candidates. What you are doing is using the same technique in reverse.

Here are some key words in networking that we have to get down before we begin.

1. "Help"
   
   
2. "Please"
   
   
3. "If you don't mind"
   
   
4. "Thank you"
   

In his book on personal marketing strategies, Mike McCaffrey talks about his technique for incorporating these expressions into your networking efforts. McCaffrey is right on target. Almost everyone with whom you have contact will want to help you in your job search. Many will have had a similar experience and, as a result, will be able to relate to your circumstances. You are not imposing on their time, but you are giving them an opportunity to put a little something back into society. Most people will be willing to give you a bit of their time and talk to you.

No matter how uncomfortable you feel at first, don't be shy or reluctant to call strangers and talk to them about relevant names and opportunities for you. Some of the most delightful conversations I have ever had have been while networking and talking to an interesting, friendly person.

Talking with Secretaries

Contacting potential employers and centers of influence can be quite difficult at times because many secretaries have been taught to screen callers in order to eliminate sales calls. I have found it advantageous to go ahead and announce my name to the secretary right up front.

Secretary: "Mr. Johnson's office, Mary Smith speaking."

Tyler: "Mary, this is Larry Tyler. Is Bill in?"

Most of the time I will be put right through to Mr. Johnson. Surprisingly, the direct approach most often works.

Occasionally, the secretary will ask the nature of your call. How you handle this question will determine whether you will get a return call or not. See what you think of this continuation of my phone call to Bill Johnson.

Secretary: "I'm sorry, Mr. Tyler, but Mr. Johnson is not in today. May I leave him a message?"

Tyler: "Certainly. Please have him call me at (404) 396-3939. I'll be in all week."

Secretary: "And Mr. Tyler, may I tell him the nature of the call?"

Tyler: "Yes, you may. I am currently in the process of networking in order to identify new job opportunities. I was..." Here you choose one of the following:

1. "referred to Mr. Johnson by Jane Smith of Humana"
   
   
2. "referred to Mr. Johnson by several people in the profession"
   
   
3. "told that Mr. Johnson was an influential individual, well respected within health care"
   

"Given Mr. Johnson's position, I don't want to waste his time, but I could certainly use his advice and counsel as I am networking. If I could only have ten minutes of his time, I would be very appreciative."

Secretary: "Very well, Mr. Tyler. I will give him your message."

Tyler (oozing with sincerity): "Thank you so much, Mary. I know you get a lot of calls like this, but I appreciate your attention and professionalism. I hope you will use your influence with Mr. Johnson to get us connected."

Secretary: "I'll surely do my best. Good-bye."

Now I make a mental and written note of Mr. Johnson's secretary. Every time I call in order to talk with Mr. Johnson, I remember to acknowledge her and treat her with courtesy and respect. She is the gatekeeper to Mr. Johnson and a potential ally in my search.

Be especially nice to secretaries because they are the confidants of the boss.

Talking with a New Network Contact

When you finally reach Mr. Johnson, McCaffrey's technique of using the magic words will be especially beneficial. Remember to include the key words "please" and "thank you" throughout your conversation. Here is how your phone call to Johnson might go:

Tyler: "Mr. Johnson, thank you for returning my call. As I told your secretary, I was referred to you by (fill in the blank). I am in the process of changing positions and am seeking your (any of the following: advice, counsel, input, suggestions) as to opportunities that might exist for a person with my background and abilities. If this is a bad time for you, please let me know and we can schedule a call for a better time. I don't want to interfere with anything you might have going on, but if you can help me, I would really appreciate it."

Johnson: "Well, I have a couple minutes. Go ahead."

Tyler: 'Thank you so much."

Then proceed to tell him briefly about yourself and the type of position that interests you. You do not ask Mr. Johnson if that type of position is open in his organization because you want his referrals and advice first. How your conversation progresses will depend on how much time Mr. Johnson wants to spend and what kind of rapport you establish on the phone. You should get the names of several people Mr. Johnson thinks might either have an opening or who might be good network leads.

Tyler: "Mr. Johnson, I really appreciate your help with these referrals. Is it all right if I tell these referrals where I got their names?"

In most cases, the person will permit you to use his or her name, but you must get permission. You need to make sure that you follow Mr. Johnson's directions, because in some cases, his name might be a negative. For example, I have often told networking candidates about a position that one of my competitors was recruiting for. If the candidate had mentioned my name, it would have caused suspicion that might have hurt that person's chances.

As the conversation winds down, remember to do three things. First, volunteer to send the person a copy of your resume. If Mr. Johnson volunteers the address, then write it down. Otherwise, if you don't have the address, call Ms. Smith back later and get it from her, along with the correct spelling of his name and his correct title. Second, see what kind of follow-up Mr. Johnson might expect. Will he be interested to know the results of your conversation with his referral? If so, ask if you can call him in a week or two to let him know. This opportunity to talk again with Mr. Johnson may prove helpful because he may have other suggestions or opportunities he has come up with in the meantime. Third, close the conversation.

Tyler: "Mr. Johnson, you have been so helpful. I don't know how I can thank you enough for your time and advice."

Johnson: "Don't think anything of it. I was glad to help."

Tyler: "Good-bye now."