Telephone Networking

Research shows that only between about 15% and 30% of all jobs are ever advertised.
So if you simply limit yourself to answering press adverts or to trawling the internet you confine yourself to the most competitive sector of the job market.

Somewhere out there someone has a problem and is looking for someone with your talents & experience to solve it for them Your job is to find them and to help them find you.
The key is to find out about a job before it goes to the market.

It reduces the pool of your potential competitors.
Even in the public sector where all jobs have to be advertised you can get onto the inside track by getting advance knowledge.

With networking YOU ARE IN CONTROL - not waiting for someone to advertise.

First step - Organise your data base

You all have a huge networking data base of contacts made over the years but you may not realise it,
You cannot have reached your age without meeting hundreds of people.

It will include all the people you know, Include in your list, friends, relatives, business colleagues, former bosses, customers, suppliers, trade associations, and professional bodies, clubs, etc. Get out old diaries, Christmas card lists, open new contacts via Friends Reunited.

Write them down, so you can use the list constructively.

Networking it is about talking to your contacts and seeking from them information and advice - and letting them know that you are interested in any job opportunities they get to know about BUT not asking them to give you a job personally!
These are the very people who are in a position to give such advice, and possibly even more important to give you the names of more contacts.

Initially, you may feel hesitant about approaching your contacts at all.
You may feel that you are USING YOUR FRIENDS - that's understandable but you must make up your mind to do it. You will probably find when you do, that they would genuinely like to help and they are often flattered to be asked.

Telephone networking is particularly effective, as unlike letters and email it is a two-way process. It is also immediate, so you must know what you are doing before you pick up the phone.
It uses special techniques which must be learned and mastered if you are to make the most of your network of precious contacts.

Like most things you will only succeed (and just as important) retain the friendship and assistance of your contacts, if you set about it in a structured, proven and organised way.
But, remember, it is not about phoning contacts and asking them personally to give you a job.
That's the worst thing you can do! It puts them in an embarrassing and defensive position.

Lets look at the techniques you should use.
There are three basic types networking calls BUT the same rules apply to all of them.

1 People you know well - these are probably the ones most people find easier start with as it will be the most personal and informal. Its a good way to start to improve your technique before moving on to people you don't know so well.

2 People whose name you have been given by a contact or mutual acquaintance. So you have an introduction - and the key to the door.

3 People you call on spec or possibly as a follow up to a direct letter approach or people identified after research

Which ever of these types of call you make the same rules apply.
Like most techniques there is a right and wrong way. If you don’t prepare, be prepared to fail.
And worst still you run the risk of embarrassing or alienating you precious contact.

So before you call you need to be clear what you want to achieve and how to handle the call to get the best response. You will of course have researched the person and the company beforehand so you can conduct a knowledgeable conversation.

When calling you will usually first need to get past the gate keeper. Get to know the PA/secretaries by name - get them on your side.

You will need polite perseverance to get through to the person you want.
It may need a number of calls to get through to the person you want to speak to.
Often using the name of the contact who suggested the call will help getting put through by the gate keeper.

If the person you want is genuinely not available at that time always ask, "What is the best time you suggest for me to call back?"

Prepare and Rehearse a response to the question "Tell me about yourself".
You will only get one chance to sell yourself and you must be ready.
Make it no more than a minute - some say less. And it will be necessary to customise your response for each call you are making, based on your research.
If you are not asked this question directly then say something like "Would you like me to tell you about myself".

Have the name of the person who gave you the contact ready. Be prepared to play that card early.
This is your introduction - the key to the door - your bridge to the person you are calling and the reason why they are perhaps more likely to talk to you and help you.

When you get through to the person you want avoid at all costs giving the impression that you are desperate and are expecting them to give you a job themselves. This immediately puts them on the defensive.
Your objective it to get advice and information about what is going on and where there might be opportunities now or in the future.

Try to get them to agree to a meeting (not an interview )..
If you can get a meeting you are then in a better position to sell yourself- face to face.

If you cannot get a meeting then ask for other contact names who might be able to give you more information and advice.

Remember these simple rules

Rule one - Use your contacts name early

Rule two - Never ask for a job - you want advice and information

Rule three - Try to get a meeting OR

Rule four - If you cannot get a meeting ask for further contacts

Did I get agreement to a meeting? Good - but did I then go on to undermine the value of meeting by asking for further contacts before you meet?

Did I remember to make notes of what was discussed and what was agreed?
(Use the Post Interview Analysis form on our website. See Advice Menu.)

Telephone networking is not easy, but it does get easier with practice and increased confidence.

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