It’s a pretty good bet that any job search coach you run into is going to stress the importance of networking in finding that next job. It’s likely they will tell you that at least half of all positions are found through networking, either directly or as an important component of the process.

So, it might be good to review the biggest mistakes people make in networking.

1. ASKING FOR A JOB.

This is counter intuitive, but asking a contact if there is something available in her organization is almost always a dead end. “No, but send me your resume and I’ll ask around.” Too often that is the end of the story. You might want to end up with your resume being shopped around, but don’t start there.

Ask for help, but not a job. “How did you go about your job search?” “You changed industries. How hard was that?” “I’m looking at (kind of position). Do you think my resume supports that?” Get your contact to see and care about the person behind the resume.

2. NOT HAVING A TARGET.

Most people you contact will want to help. The question they will ask is some version of “What are you looking for?” Your answer is not your previous job title. There was only one of those. Examine your skills. If you were a production manager, you know inventory and that opens possibilities: distribution, warehouse management, logistics or transportation. If you practiced relationship selling, you know customer service and sales management. Don’t network until you can make a clear, logical and concise statement that causes people to say “I’m getting the picture.”

3. ONLY TARGETING POWERFUL PEOPLE.

If you can get to them, good for you. But they can be hard to reach and they are prone to delegate your request. Work toward them through others. Remember, you are not asking for a job. You want information on business changes, pending retirements, new customers or products or locations. Mine church contacts, service clubs, neighbors, former associates, your references and volunteer organizations.

4. ASKING ONLY ONCE.

 It’s not networking until it is at least to the third power. The string might go like this: (1.) phone contact (2.) e-mail or paper thank- you note (3.) resume sent by hard mail or electronics (4.) brief follow-up report on advice the contact gave (5.) coffee or lunch. You have to stay on their radar screens.

5.  FEELING THAT YOU ARE A PEST.

Get over it. You will be pleasantly surprised at how helpful people will be. Prepare for the contact. Plan and rehearse your message. Be concise.

6. NOT USING GOLDEN REFERENCES. 

 Have a strategy for not only getting to people, but also for creating a productive environment. Let’s say you want to talk to someone involved with a particular company or industry, but you don’t know that person well, or at all. Find a mutual contact, someone much closer to the target person. Explain your need. Get the person’s approval to use her or his name. And afterward, thank them both.

7. BEING PUT OFF BY PEOPLE WHO DON’T READILY RESPOND.

You’ve got one job: getting a job. They have hundreds. Why would you be surprised that they are triaging and prioritizing calls? Most people will respond, eventually. Let their guilt complex work for you. Change your tactics. Call early or late in the day when there is a better chance of their being available. Be tactfully persistent.

8. THINKING OF NETWORKING ONLY IN TERMS OF UNCOVERING POSITIONS.

Congratulations. You have an interview scheduled. This is a good time to network into that organization. Do you know someone who works there? Someone who knows someone who does? Use your networking skills to supplement what you learned from the Web site or printed material.

But a word of caution: Be subtle. Don’t try to come off as an expert on their organization.

9. NOT TRACKING YOUR EFFORTS.

If you are going to create a buzz and leverage your contacts, you will be communicating with a lot of people. Keep track. Develop a feel for when to make the follow-up call. It could be a spreadsheet, a binder, or a journal. The important thing is to track who, what, and when.

10. WASTING GOOD NETWORKING OPPORTUNITIES BY STARTING BEFORE YOU ARE READY.

Think through who you are and what kind of work you would really like to do. Evaluate your skills and think creatively about how and where they might be used. Tone your resume. Pick two or three people that relate well to you and start with them.

That’s off-Broadway and spring training. Now you’re ready!

You are invited to our Executive Roundtable meetings which are held at the PeopleFirst office.  The meetings will generally be held bi-weekly on Tuesdays from 8:30 – 10:00.  The purpose of these meetings is to support you in your career search by providing an opportunity for you to share your search activities and ideas, actively network and gain support of peer professionals.

Seating is limited, so please RSVP to Mary Hericks at 608-782 -1430 if you would like to attend.