We have all heard it – “It is who you know that makes the different.” Well, that is only partly true. What is truly valuable is “Who knows you!”
Richard Glass – President
Think about it. Who you know is important, but they may not be the person who will be your next sale, your next client, your next business partner, or your next employer. The person you know will more than likely be the person who talks about you to a person that they know, and that person, the person you do not know, will be the one who reaches out to you. So, how do you get people to know you? That takes effort and work, and it does not come over night.
I work with about 100 job seekers every month, and almost all of them share with me the same process as to how they go about seeking their next position – they search the job boards and hit the “Apply Now” button. I ask them what they knew about the company before they applied, to which most people just give a cursory knowledge – no depth. I ask them if they knew anyone in the company, to which some say yes, but most say no. I ask them how did they find out about the company, and that is the most disturbing answer they give, which is – “I found a position on a job board.” Sound like you? Don’t feel bad, I am seeing nearly 95% of the people I talk with do the exact same thing. They then tell me what happens after they apply – which is they hear nothing, or they get a message back that says something like, “Thank you for your interest in COMPANY, but we have gone with another candidate.” Sound familiar?
So, what is the right way to secure a position with a company that you “feel” you would truly like to work with? One word – Research. I know what you are saying, “What? I thought this article was on Networking.” It is, but it all begins with research. This includes:
- Researching the company (what do they do, who do they serve, what is their mission statement, what are their business philosophy and values, where do they operate, and what excites you about this role?).
- Researching who the company serves and why.
- Researching the roles that the company has to offer and who is working their already (who is doing what and where?).
It is this last research that leads to the networking. Once you find out the answers to the first two bullet points above, then you will know whether or not the company will stay on your “employer prospect” list. Positive answers to this research will affirm that you may possibly enjoy working for this company, and enjoyment equals passion, and passion equals perseverance.
Before I talk about how to go about building your network, let me first start off with what not to do. Too many people believe that they need to connect with a hiring manager – the person that manages the role that they want to apply for. This is not networking – this is “asking for a job,” which usually ends up in silence from the connection, or a nice note that says, “Sorry, I am not the right person to talk with.” Trying to connect with a person that is in a position that is higher than what you are seeking is not the right process of building a network; however, there will be a time that you do reach out to the hiring manager during the application process – or during another process that does not include employment (this topic will be discussed in another article).
Connecting With Peers
How do you build your network? Peer Connections. Peer connections are people who are doing the same thing that you are doing currently, and this can be people at your current company or with another organization – anywhere and with any industry. If you are in sales, then it will be people in sales or business development. If you are in human resources, then it will be people in HR. If you are in Information Technology, then it will be people in IT, and so on with any specific function. The key is to connect with people who are doing something similar to what you are doing, and in doing so, you will be building your network with people who are working in companies that you believe you would like to work in as well.
Why do you want to do this? A survey by LinkedIn in February 2016 showed that 85% of ALL jobs are filled via networking, stating further that “before jobs are posted online they are filled either internally or through a network connection,” and at least 70% of jobs are not published at all. That is an incredible number, and it is the one reason why my clients are saying, “I applied to so many jobs and hear absolutely nothing.” Here is why. When a new position is created or vacated (the only two ways a position becomes available), internal management looks at each other and their team and says, “Who do you know?” Sound familiar? You have probably heard this yourself in your own organization. So, how do you become the one “they know?” Networking.
By connecting with peers, you are doing numerous things for your career. This is what I meant by it takes effort and work to build your network. First, if you want to be the best that you can be in your current position, then you need to grow in knowledge of that position. You need to find out about new processes, technology, procedures, techniques, and any other criteria that can help you do not only a better job, but do so in a more efficient and effective way. One way to grow your knowledge is by talking with people who are already doing a similar job. These people are your peers.
To connect with someone you do not know requires intentionality. Most people do not reach out to people they do not know because 1) they have never done it before, 2) they do not have the nerve to do so, 3) they do not know what to say, and/or 4) they do not believe it is necessary. When talking to my clients, nearly 98% have not reached out intentionally to try to connect with someone that was a peer on LinkedIn. They have tried to connect with a hiring manager, only to not obtain the connection. See, there is no reason for the hiring manager to connect. On the other hand, if reaching out to a peer to inquire about something that you two share in common (a technology, a certification, a methodology, etc.), then that is something that people are willing to connect.
For example, say John is in Business Development and is looking to become more effective. He notices that Jane is in a company that he admires, and that she is using Salesforce as a CRM tool. John reaches out to Jane and asks for a connection request to specifically talk about Salesforce and the advantages of the tool for Business Development. John did not ask Jane for a job, he asked for her opinion – which is hers to give. This outreach is not threatening, and the two connect, decide a time to talk on the phone, and then share information about the software. The key is for John to stay on point – and that is Salesforce. As most conversations go, the two will talk about each other and what they do for their perspective companies; however, the reason for the connection needs to be clear and intentional. John needs to really be interested in the Salesforce software.
As John does this outreach to other people in other companies that he admires, then he will generate more peer connections. John needs to keep in contact with these peers over time, to check in periodically and share commonalities. These connections do turn into opportunities, and when a new position opens up, and the question around the office is “Who do you know?” – Jane can say, “Hey, I talked with John about three weeks ago and I believe he would be great for this role.”
Folks – that is Networking! Once I get my clients to engage in this type of networking outreach, they begin almost immediately to see benefits. Their own jobs become more engaging, their prospects with employment opportunities grow, and their skills start to increase making them valuable.
About RTG Enterprises
At RTG Enterprises, we specialize in assisting our clients in the full career search process – which includes career assessment, building a brand and resume, how to research occupations, employers, and geographies, networking, interview techniques, salary negotiations and onboarding. All professional people have mentors and coaches. Whether you are a new graduate, a seasoned professional, or an executive, RTG has a Career Coaching Plan or Professional Resume Writing Package for you. Contact us to be your coach today for your success tomorrow. RTG customers include executive management (C-Suite), information technology professionals, engineers, teachers, professors and administrators, accounting and finance professionals, human resource professionals, business development and sales professionals, marketing and communication professionals, law enforcement professionals, and transitioning military personnel. Find more information at https:rtg-enterprises.com.
About Richard Glass
Mr. Glass has been connecting talent with employers for over 20 years. For six years, he led the career center of the largest non-profit university in the United States, which had over 265,000 students and alumni and over 11,000 employers using its services, and before then he helped corporate and government employers find the talent they needed to meet their needs. He has helped thousands of students, mid-career professionals, and executives learn what it takes to professionally brand themselves and stand out amongst their competitors. He has trained dozens of recruiters, account managers, account executives, business development professionals, employer relations coordinators, and career counselors to fully provide solid professional development to job seekers, and solid staffing and solution expertise to employers. His expertise includes strategic relationship development, business development, entrepreneurship, career counseling and coaching, networking, resume and cover letter writing, personal and business branding, and philanthropic giving. He has worked with employers in both the public and private sectors, including higher education, public and private K-12 schools, federal, state and local governments and agencies, Fortune 1000, mid-size and small businesses, non-profits and ministries.