JCV Higher Reach

Professional Networking

What is Networking?

First, networking is not about begging friends, family members or complete strangers for a job.  Professional Networking is a process of making connections and building relationships to learn, uncover and gain new information.  It is part of your job search strategy because upwards of 70% of opportunities are in the hidden or invisible job market rather than job boards.  These opportunities are found through professional connections and the referrals that result from those connections.  As human beings, we are wired to connect with others. Finding the right opportunity is ultimately more about who you know than what you know.  Networking helps you strengthen existing relationships and develop new ones.

How does networking help me?

Your goal is to build relationships with other professionals that are interested in you, believe in you, and want to help you. As you begin to build and expand your network, you increase the likelihood that one or more of those individuals will become aware of and share an opportunity that you may be the perfect candidate for. As soon as a job opens up within a company, the hiring team first considers their own network for someone who can fill the role. When their network intersects with your network, you increase the likelihood that you will hear about this unpublished opportunity.  Why not be the first person they think of in this situation?  When you proactively connect with people and expand your network, you will open doors to new opportunities that you might never have discovered by staring into the glow of your computer screen. 

Do I just start reaching out to people? 

Hard no!  You would not go into an interview unprepared.  Effective networking takes more planning and nerve than just searching for and applying for jobs online, but it is much more effective.  The best networking meetings are short (20-30 minutes) and structured to achieve your goals and respect the time of the person you are meeting with.  People are more likely to be interested in you, and refer you to others in your network, if you have a clear goal and are well prepared.  Networking is a skill that can be learned and perfected with practice.

How do I get Started?

To prepare to network effectively, start with you.  You first have to be clear about who you are and what you want.  While you don’t need to know exactly what you expect to get out of each networking opportunity, it’s important to head into each activity with a goal.

Gather an Initial List of Network Connections

Create a list of people to call, starting with people you know well.  This will help you ease into the process, test your elevator pitch and get your timing down.  Let them know that you are just starting this process and would appreciate their feedback and advice. 

Prepare your “Elevator Pitch” 

A personal elevator pitch is a quick summary of yourself and your goals. It’s named for the amount of time it should take to deliver it (a short elevator ride). Your pitch should convey in a few words and within 30-60 seconds, who you are and what you want.  Prepare both a written version that can be used in your email introduction/request for time, and a verbal version that you will use to initiate the networking conversation. 

Use email rather than text

While text messages may be the preferred medium for communicating with friends & family, email is the preferred medium for professional communications.  Most professionals look at their emails multiple times a day.  Emails are easier to track, format and forward to network contacts with attachments (like your resume).  They are also less prone to embarrassing typos and autocorrects.  Make sure you have a professional email address. Something like “Yourname@gmail.com” is recommended. 

Track your Conversations

Use a notebook or build a spreadsheet or google doc to keep track of your network conversations.  Keep track of whom you have spoken to and when, who referred you to them and who they referred you to.  Record all dates and conversations.  A bit of documentation goes a long way toward building strong relationships more efficiently. Be sure to follow-up at regular intervals to update them on your progress.  This helps you manage your progress and keeps you top of mind and connected to the invisible job network.

The Networking Conversation

I have had the pleasure to work with a communication expert by the name of John Stoker.  In his book, Overcoming Fake Talk John shares a four step “recipe” for effective conversations that get results.  The four steps are Initiate, Discover, Connect and Build.  With his permission, I have adapted that recipe for a purposeful networking conversation designed to gather insight, refine direction, and build advocacy.

1. Initiate.  Initiation is the process of beginning the conversation. The goal is to set clear intent, confirm the time commitment, and establish a professional, respectful tone. This is where you use a well-prepared “elevator pitch” that explains why you asked for the meeting and what you hope to learn—without asking for a job.

• Thank you for taking the time to speak with me today. I was introduced to you by <Contact>, and I appreciate you making the time.
• I’m at a transition point professionally and exploring my next opportunity. I’d value your perspective on how I can best leverage my skills and experience as I think about what’s next.
• We planned for about 30 minutes—does that still work for you?

2. Discover.  Discovery is about asking questions to learn. The intent is to invite the other person to share their perspective so you can gain insight into your strengths, the market, and how experience like yours translates into different roles or environments. This phase should be driven by genuine curiosity rather than validation.

• Based on our time working together (or what you know about my background), where do you think my strengths showed up most clearly? 
• Knowing what you know about my skills and experience, what kinds of roles or directions would you suggest I explore? 
• What skills or experiences seem especially valuable right now, and where are you seeing people leverage them in new ways?
• What changes or challenges are you seeing in this space that someone in my position should be anticipating?

Note!  Keep an eye on the clock to ensure you are keeping to your 30-minute time commitment

3. Connect.  Connecting is about pressure-testing where you are focusing your job search and applying what you’ve learned in Discovery. This phase helps you narrow your efforts and begins to position the other person as an advocate. The shift here is from what you could do to where you might do it.

• I’ve been looking at opportunities at <Name Places> Based on what you see, does that seem like the right target set—or are there adjacent opportunities I should be considering?
• If you were advising me on how to focus my search over the next few months, where would you suggest I invest most of my time and energy?

4. Build.  Building is about expanding your network and gaining permission to stay in touch. You begin by expressing appreciation, then invite introductions where appropriate, and finally ask for permission to follow up. The goal is to keep the relationship active and mutually positive.

• Thank you for taking the time to speak with me today—I really appreciate your insights and perspective.
• Are there one or two people you’d suggest I speak with who might offer additional perspective on roles, organizations, or paths I should explore?
•  If it makes sense, would you be comfortable introducing us by email?
• Would it be okay if I followed up with you in 30–60 days to share an update on my progress?

Preparation.  Before meeting with the network referral, do your homework. Who is the person you are speaking with? What do they do? How long have they been doing it? Where have they worked? Where did they go to school? Who introduced you, and what is their relationship to one another?  (Use LinkedIn and a quick Google search to gather information.)  Be clear on one or two hypotheses you are testing (roles, industries, skills) and where you want perspective—not a job. Use the guide below to prepare for and facilitate your conversation, and take notes.