Location, Location, Location

I live in Chicagoland and those of us who have basements, have spiders. I have a spider in my office who has spun a web that is in the wrong place. It’s down around the floor; it is too low to catch flies and too high for catching the little creeping bugs. My spider buddy just hasn’t learned the first lesson in Real Estate... Location is everything.  

I’ve watched this spider over the last few days and I am beginning to worry about him. I fear he may be starving to death. So I told him, “You need to move your web to a better location, so that you can catch some food.” And like some of my clients, he ignored my sage advice.  

I figured that it must be the way that I delivered my message... “Listen spider,” I said, “you need to either move your web higher or lower. Otherwise you’ll never achieve your goal of catching a juicy insect.” I figured if I used some imagery to better get his attention, he would make the change. I also thought that pointing out that he could better meet his goals would give my message some impact. And this time, I was more specific about what he needed to do, plus, the focus was on the benefit rather than a negative possible outcome.  

Alas, the spider didn’t move his web which remains empty as I write this. I think that I’ve figured the problem between me and the spider... since he isn’t paying for my wise counsel, he doesn’t realize the value he is receiving. (BTW, I only refer to the spider as a he because it’s one less keystroke. I have it on good authority that female spiders aren’t any better at accepting feedback than male spiders.)  

Networking, talking to people, is mostly about getting out there. People tell me that networking doesn’t work for them. Whether you’re in business for yourself, or looking for a new job, you will catch more leads by talking to more people. That means going out to where people are... Business After Hours Events, Conferences, Lectures or Presentations all have people attending them. In fact, Weddings and even Funerals are good places to meet people too. (Remember that timing and tact are especially important at these types of events.)   

So, don’t be like my little friend, move you web to where there are people to talk to and connect with. Go to new and different places and you’ll soon be increasing the names on your contact list. Then you’ll be telling folks how well networking is working for you.

The Other List: Personal Contacts

I was reading the other day and saw that online resume posting yields an 8% chance of success in uncovering the next opportunity. This was a bit of a shock to me, even though I’ve been telling clients forever that only about 20% of jobs are advertised. Therefore, if a job seeker’s efforts are solely focused on answering online ad, then in all probability they will receive a low return from their efforts.

What’s the alternative? Start looking elsewhere... in the 80% of the job market where jobs are not advertised. Finding those non publicized opportunities greatly improves the job seeker’s chances of landing the next job. But how do you find these opportunities?

First, assemble a contact list of all the people you know. This includes but isn’t limited to: Family members, friends, past and recent co-workers, acquaintances, and people you know through your kids’ activities. Also include professionals like doctors, lawyers, and trades people like plumbers, carpenters and even the kid who cuts your lawn. Also list people you know through church groups, civil organizations and of course people from groups via social media like LinkedIn, Facebook and Meetup. I caution folks not to judge or qualify the contact, that will come later; the goal here is to get a list of names as big as you can. Shoot for 150 to start.

Once you have your list of names, qualify them. There are a few ways that work. One is the ABC method and the other is the Near-Far method. The ABC method requires you to evaluate whether or not you think the person can help you toward getting an interview. A, if the person is really connected and knows your work. B, if they may be able to help and C, if there is little chance of receiving truly helpful assistance.

Frankly, I have difficulty with this method, simply because I don’t believe that people really can guess who will connect them to the people with an opportunity. Great Aunt Tilda may very well be connected to an employer that you have no idea about. Great Aunt Tilda tells you to call little Billy, the “boy” who use to cut her grass. Only today, William is the big boss at a local manufacturer and he sends her a Christmas card every year telling her that he is willing to do anything for her, she only need ask.  You just don’t know who someone knows.

I like the Near-Far method. Near contacts I meet with face to face. Far contacts I talk to over the phone. Easy Peasy!  

Regardless of which method you use, call the person on the phone and ask to meet with them. (Of course if the contact is in the next state, don’t make a special trip, but if you’re going to be in the area this will work.) Let them know you’d like to use them as a reference and you’d like to talk face to face in order to let them know what you’ve been working on and what direction you are going. Then meet with them and ask them the three networking questions.

Then persist in following the steps of calling your contact, asking to meet, and then asking for other contacts who will get you closer to your goal -- Landing the Job!  Good Hunting!

Networking is for Everyone

As a compound word, Networking has two words that make it up: net and work. Net as in a contrivance of cord tied into an open, meshed fabric, for catching things; or anything serving to catch or ensnare. A net could also be a connection of things like computers as in the Internet.

Work is exertion or effort directed to produce or accomplish something; or the result of exertion, labor, or activity. Author Lillian Bjorseth defines Networking as an active, dynamic process that links people into mutually beneficial relationships to create social capital.

It's important to realize that it is work, but it doesn't have to be toil. It requires talking to people and establishing relationships and this is sometimes difficult or scary for people. But if you are in sales, especially in today's marketplace, you'd better get good at networking.

The work comes in two forms: first, calling people on the phone; the second comes in meeting people face to face. Regardless of everything written, it comes down to phone calls and meeting people face to face. Without these two aspects you cannot build mutually beneficial relationships.

It's funny, the other day I heard someone call a "network marketing" business "relationship marketing."  Boy, they created a new terminology that hits the nail on the head. Building relationships is not easy: just ask anyone who is married or in a family. It's work and that's okay, it can be fun and invigorating building your network if you remember you will need to give before before you will receive.

It is exciting when you meet people to whom you can give something, something of value. In sales it might be the information associated with your product or service which will benefit the other people's life or business. In a job search it might be another connection or even the promise to pay the benefit forward. There is a Tao in networking where you only receive when you give freely. This requires being open and giving of yourself. This may be the scariest part of networking for some people.

I saw an interesting blog the other day that asked this question, among others: "do you have to be born with the ability to network?" Link The short answer is no, just a willingness to get to know people. The blog quotes Dale Carnegie, "You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you."

 

So realize that everyday you are faced with countless opportunities to network with people and it could lead to something fantastic. Happy Networking.