Most individuals doing a job search rely on the "help wanted" advertisements. Only 20 percent of the job openings are ever listed in the want ads. How do you find the other 80 percent? The usual stock answer is "networking." True, but it is easier said than done. Networking is typically misunderstood. It is more important to view networking as "interaction in the marketplace." It is also important to understand how to build relationships in order to generate opportunities. The next page will provide you with guidelines on how to effectively conduct yourself in a "networking" situation. The guidelines are followed by a comprehensive list of ways to identify opportunities. It will take considerable time and energy, but your efforts will ultimately produce results.

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Don’t be afraid of clichés. Talk or ask about the weather, movies, pets, children, sports, or an identifiable area of common interest. It is a good way to make people relaxed, at ease, and responsive. These are subjects that almost everyone can talk about—and will usually lead to other subjects.

Honesty is the best policy. If conversation or networking is uncomfortable for you, say so.

"This is the first association meeting I have attended, and I am never certain what to say or what questions to ask."

or

"I often run out of conversation at these functions. You really handle yourself well. Any suggestions for me?"

This approach frequently creates empathy and others will then go out of their way to make you feel welcome. This approach can also work during an interview. By indicating you are uncomfortable with interviews, but have the expertise and documented record of job performance, the interviewer will frequently understand and look beyond your nervousness to your strengths.

Usually the best conversationalists do the least amount of talking . . . they are asking questions. By getting others to talk about themselves, and by showing sincere interest in what they say, you will be perceived as a great communicator! As people talk about themselves, you can ask about their job, projects or problems they face, and opportunities where your skills may be of benefit.

To obtain really good information, ask open-ended questions. For example:

"Why?"

"What if?"

"What is your opinion?"

"What problems has that caused?"

"How did you handle that?"

"What are the objectives?"

"What is the progress?"

"That’s really interesting. Tell me more."

If you ask questions and then do not intently listen or you appear distracted, you will have lost any opportunity to establish a good personal or business relationship. Provide responsive gestures and comments with follow-up questions. Follow the topic or subject through to conclusion. Do not interrupt and start on a new subject. Sincerity brings you respect and admiration—and people hire people they know and respect.

Stay up to date on current events, world affairs, emerging business technology, and state-of-the-art management concepts. Read, read, read, and take continuing education courses. Your breadth of knowledge will enable you to talk intelligently on a wide variety of subjects, which will enhance your communication skills.

If you jump to conclusions about an individual or function, you may have lost the chance to make a really great friend, learn about business opportunities, or simply have an enjoyable time at the networking occasion. Respect others' viewpoints no matter how diverse they may be from yours, and always seek to learn as much as you can from every experience.

After you have established commonality and determined that it might be beneficial that the relationship grow, indicate that you enjoyed the conversation and would like to meet again sometime. Request the person’s business card and give him/her one of yours. Follow up a few days later with a letter or, even better, with a personal call and suggest a breakfast meeting to see how you can work together for mutual benefit. If you don’t ask, nothing will happen.

Ending a conversation is often tougher than starting one. All conversations must end. When it is important to move on, you might try these polite techniques:

"I’ve enjoyed talking with you. I’ve noticed a couple of new guests that I haven’t met as yet. Would you please excuse me?"

"The food looks so good I think it is time to head for the food table."

"Please excuse me as I must speak with the host for a moment."

There are many variations on these themes. Don’t be embarrassed to move on; frequently the person you are talking to has also been looking for a way to move on and you do not want to overstay your welcome. One of the biggest mistakes in networking is to talk too much.

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College Placement Service: Many university and college placement services will assist alumni. It doesn't hurt to take a few minutes and find out if they can assist you.

College Alumni Office: Usually more productive than the placement office. Ask for a list of active alumni in your particular field. Attend area alumni functions. Alumni will frequently go out of their way to help one of their own.

Job Counseling Companies: Caution. Many of these companies are less than reputable. They often promise jobs but only provide personality testing and resume assistance. They can be very expensive, often costing thousands of dollars. Before agreeing to anything, check them out carefully and make certain you are getting your money's worth.

Executive Search Firms: Generally for mid-level and above candidates. You should not be required to pay any fee; it will be picked up by the employer. You should list yourself with these companies. They can generate opportunities—perhaps not immediately, but your name goes in their computer and when a match occurs you will get a call.

Employment Agencies: Principal areas are entry-level to middle management—often specializing in clerical, secretarial and administrative positions. There may be a fee required after placement. Be certain to obtain all details on when and how the fee is to be paid. If your employement is terminiated or you resign after a short period of time, is the fee refundable? Get all agreements in writing.

Specialized Search Firms: An employment agency that specializes in functional areas such as accounting, sales, engineering, computer operations/programming, etc. Typically the fee is paid by the employer. Again, once you're in their computer a match can occur at anytime. However, don’t sit around waiting for them to call you. Your greatest likelihood of success will come from your own efforts.

Professional Trade Association Publications: Review the publications of industries that you are interested in pursuing. The back section usually has job openings. Your library should have the Journal of Trade Associations and a list of all the publications. Another source for publications is The Standard Rate and Data Service (SRDS) which lists publications by industry with information on editorial, classifieds, subscribers and advertising rates.

Professional Trade Association Employment Service: Check your local library for this publication: The Trade and Professional Association Job Finder: A Directory of Employment Resources Offered by Associations and Other Organizations The Garrett Park Press, Garrett Park, Maryland 20896.

Trade Shows: Attend industry product trade shows. It usually only takes a business card to register and perhaps a modest admittance fee. You can make contacts with sales and product personnel directly as opposed to going through a personnel department.

Federal Job Centers: In major metropolitan areas look in the telephone directory for their phone number and location. They maintain a list of current job openings in the area. Or directly contact agencies of particular interest.

State and Community Job Centers: As above, job openings are usually advertised through these centers.

Senior Citizens Services: If you are over 50, check with the local senior citizen organization. While this has limited possibilities, more and more citizen groups are offering this service.

The Library: The library may become your second home. Some larger libraries have career centers that list job opportunities in the area. The library will also have job search books, salary surveys, government publications and journals of industry. Other particularly good publications in addition to the Trade Association Journal are: 1) Thomas Register, 2) State Industrial Directories, 3) Moody's, and 4) Standard and Poor’s.

Chamber of Commerce: If you are a member, it is a great place to network. Meet people at their luncheons and special meetings. If you are not a member, you can still obtain a membership directory by simply visiting the local office.

Newspaper Ads: While not the most productive, don't ignore. With a strong cover letter, resume and reference, you improve your chances. Even though you might not get a response, follow up in two weeks with a letter expressing your continued interest (enclose another resume in case your first was lost in the shuffle).

Old Newspaper Ads: A unique technique that can be very effective. Respond to ads that are two to six months old. There are several important reasons for doing this:

Your resume will be the only resume that comes across the employer's desk instead of the hundreds (or thousands) received in the first few weeks.

The position you applied for may not yet be filled. Many employers take months to find the right person and your resume may be a pleasant surprise.

The original ad indicates the company is hiring and there may be other openings.

Newspaper Business Section: Check for new firms moving into the area or companies that are expanding. Write if you wish but, alternatively, go there in person and be the first in line.

Newspaper Business Personnel Section: See who has been promoted or hired in new positions. You may know them and they just might need new people.

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Co-workers: The many friends you have made in business are a great source for leads. Include those still with your former company and those who have moved on to other companies. This can be a gold mine and they will go out of their way to help you.

Previous Employers: If you didn't "burn your bridges behind you" then this has possibilities. It they don't have an opening, they may know of someone who does.

Company Information Interviews: Try to set up interviews for "information only." You can develop information about the industry, companies that are hiring, and if they like you, they may try and find a place for you. This approach is not as effective as it once was. Many managers are simply too busy today to take time for information interviews.

Unsolicited Letter Contact: Success ratio is low, but has potential if you know the company is hiring. As part of your job search, it never hurts to send out at least ten unsolicited letters per week.

Unsolicited Personal Contact: If you have a persuasive personality, this can be effective. Even with no openings, many personnel managers will take the time to talk briefly with you. Your background and skills may stimulate their interest—immediately or in the near future. Even if you do not have strong selling skills, you should try direct contact. The practice will help you improve your persuasive abilities.

Personal Want Ad: It pays to advertise. This is particularly effective if you have an unusual skill and have been unable to find that opportunity that uses that special skill. Your ad should be as unique as your skill to stimulate the interest. Keep your ads relatively simple. Advertising is expensive.

Job Fairs and Expositions: Many organizations sponsor them. Watch the newspapers for announcements or contact the Chamber of Commerce. The fairs can be crowded. To capitalize, collect business cards and contact directly at a later time.

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Family: Without question, the most effective source for leads. When your job search begins, you should contact all close relatives: i.e., parents, brothers, sisters, aunts, uncles, cousins, in-laws.

Neighbors: Don't be bashful. This is another good source. People like to help people; and neighbors usually band together.

Casual Contacts: Members of any organization that you belong to (church, sports teams, clubs, PTA, etc.). Just like neighbors, they take care of their own. Don't forget the mailman or local bartender. Ministers are also great sources for leads. They know everyone in the congregation and who might have job opportunities.

Friends: You know they will help. Don't hesitate to contact them. This includes old college friends and friends from communities where you once lived.

Mentor: People who have helped you in the past or people who take pride in being of service to others (i.e., your pastor, local politician, doctor, dentist, lawyer, teacher, executive).

Job Seekers: Others seeking jobs have probably done as much research as you. Ask them if they have run into any opportunities that didn't fit their skills, but perhaps you may qualify.

Christmas Card List: Just like your relatives, you are probably close to these people. Use as a contact list with either a personal call or friendly letter. For recent college graduates, the family card list is even better. If you sent a graduation announcement, follow up a few weeks later with a letter about your job search. They will probably be happy to generate some leads.

Teachers: For recent college graduates, this is another good source. Many teachers have excellent contacts with the school alumni (their former students) and business executives in the community. If you were one of their good students, they will be glad to help.

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