Tapping the Hidden Job Market Through Networking

Finding the 85% of Jobs That Are NOT Advertised

Copyright 2003-2010 G. A. Puleo

Fact:  85% of jobs are not advertised, yet most job seekers devote nearly 100% of their job campaigns desperately searching the want ads or on-line job boards.  If only 15% of jobs are advertised, how do employers fill the majority of job openings? 

Quite simply, they network.  Networking brings employers and job candidates together in order to discover important facts about each other.  How you are viewed in the industry, your work habits, the unwritten rules of an employer's corporate culture can all be discovered through networking. 

Nearly every job candidate says that they include networking in their job campaign.  Few truly understand what it is -- and it isn't.  Networking is not a one shot process.  So, never contact someone just to ask for a favor and then never talk to them again.  Building a network is an on-going process for anyone who is serious about professional success. 

Networking is also not one-sided.  It must be a mutual exchange of information, ideas and support.  Powerful networkers don't use people to simply further their own careers; they help each other to grow. 

Overcoming the Fear of Rejection When Networking

Perhaps the biggest fear about networking is the fear of rejection.  Will my request for information be denied?  What if my contact refuses to talk to me?  The easiest way to overcome this fear is to actively seek ways in which YOU can help others in your network achieve their goals.  With few exceptions, most people like to help other people.  If making that first call gives you jitters, calm your fears by remembering two simple ideas: 

1. Remember that your contacts are people, too (just like you!). 
   
2. Remember to look for ways that you can help them before you seek help for yourself. 
   

Experts agree that everyone has a potential network of at least 500 people.  In fact, an old adage says that "it's not what you know, it's who you know that counts."  However, that is only partially true:  in today's business environment of restructuring, layoffs and downsizing, the new adage is:  "It's what you know, who you know and how you can help that counts!"  Don't let your fears of rejection derail your networking efforts. 

Creating a Viable Network: A 2-Step Process

A group of people whom you know does NOT automatically qualify as a network.  A viable network is comprised of individuals who mutually exchange information, ideas and support to help each other succeed.  It is a two-step process. 

The first step requires building your network.  This is a continual, time intensive process.  A network is a chain built on referrals and personal interactions.  Initially, you'll probably want to include friends, business associates, members of professional organizations in which you belong and even family members.  Build your network through chance meetings at seminars or conventions, committee members at fundraisers or other like-minded volunteers. 

To be part of a viable network, you need to discover professional and personal information about each member: 

• In what fields are they employed?  Who is their employer? 
  
• What are their primary duties and responsibilities?  What are they most proud of professionally? 
  
• What are their hobbies or non-work-related interests? 
  
• When all is said and done, what do they want to be known for and why? 
  

These simple questions not only open the door to conversation.  They also convey a wealth of information that may not initially seem important to your quest for information or job leads, but can open the door to future opportunities or contacts. 

People like to be with and help people whom they like -- but networking goes beyond this mere chemistry.  A viable network creates an environment of trust in which people can excel; it is an experience where sharing information, ideas and support is the norm. 

The second step requires developing your network.  The information that you collected in the building stage is the basis for taking action.  Because networks take time to develop, on-going communication is critical -- at the very least, contact each person once a year whether you need information, ideas and support or not! 

In the development stage, you may find that you again fear rejection.  But, if you've developed a personal bond in the building process with each member, they will be more open to responding to your requests.  Even if they do not have the information themselves, they will be more forthcoming in referring you to others who can help.  This, in turn, continues to build your network. 

Also, never assume that members of your network are mind readers -- they can't help you if you don't specifically ask. 

The key to networking is the mutual exchange of information, ideas and support.  Be supportive of the needs of the people in your network.  Congratulate them when they've achieved a goal or been recognized.  Forward information or ideas that may be relevant to a problem that they are attempting to solve.  Refer them to someone whom you think they should meet.  Networkers are not users; the network is build and developed by people helping one another. 

Networking in a Job Search

Follow these seven steps to actively utilize your network when mobilizing a job campaign: 

1. Build your names list and identify what you know about them professionally and personally. 
   
2. Identify your targeted companies, types of jobs and the specific duties and responsibilities that you are seeking. 
   
3. Tell your network what you are seeking and ask for their help.  Are they in your targeted field?  Do they know someone who is?  Can you use their name as a reference?  Do they have any suggestions or insights? 
   
4. Thank your network and keep in touch -- don't forget to tell them about your progress! 
   
5. Find ways to help the people in your network achieve their goals.  (You'd be surprised how many jobs occur as a result of helping others.) 
   
6. Once you've found a new job, inform all members of your network and thank them for their help. 
   
7. Continue to keep in touch regularly when you don't need a job. 

Are you changing careers?  Click here for Interviewing Strategies for Career Changers -- our 1-hour webinar to help you identify your transferable skills when networking.