I recently worked with a client who told me she was “terrible at networking”. When I questioned her about why, she said that she “didn’t like to ask people for things”.  I was surprised that she thought of her network as people that she kept in her back pocket, and only pulled them out when she needed a favor. So, I decided to find out what my own network thought. I learned that many of them only actively leverage their professional network when they’re looking for a job, or helping a friend find a job. In general, the people in my network think that career networking is like ‘Dialing for Dollars.”  They want to get all they can from their network, yet don’t really give a lot of thought to what they can do to enrich and promote those relationships.

 

Certainly your network can help get your resume to the right person inside a company or give you a referral. They can provide some great insights into specific industries or fields you might be considering as career options. They can also give you the inside scoop on job markets and career opportunities in other parts of the country - or the world. You should have contacts in your professional network whose opinions you trust and respect - they can give you valuable feedback on your resume and cover letters, or give you honest feedback on how you might come across in an interview.

But let me make this perfectly clear: Networking is NOT ALL ABOUT YOU! Your network is an extremely valuable resource and you never know when you might need it. Don’t squander the good will you’ve worked so hard to create. Don’t bring your network into play only when you need or want a new job. Do cultivate and nurture positive, productive relationships with your contacts. Strengthening your network when you DON’T need help is just as important as when you do.

 

So how do you keep the relationships fresh and productive without wasting everyone’s time?

 

Touch Base:  Send a short email just to say ‘hi’ and see how they’re doing. Send a card to congratulate them on a promotion, big contract, new baby, or a successful project. Forward an article they might find interesting. It’s important for the people in your network to think of you as a positive and affirming contact, not the person who only calls when they need a favor. Personally, I’m always very glad to hear from someone in my network who isn’t in need of my assistance and just wants to keep in touch.

 

Offer to Help: If a contact has a friend or colleague looking for a job, offer to help. If you can give their friend or nephew a good referral, do it. If you can help them with some industry expertise, volunteer it. Reciprocate for the help you’ve received whenever possible. It will come back to you over and over again. You get what you give in life – and in networking.

 

Be Interested: In her book, The Brazen Careerist, nationally syndicated career columnist, Penelope Trunk says that people who are good at networking are interested in other people. They ask questions about people’s jobs, career paths, accomplishments, interests and lives. The key here is to be genuinely involved, so really listen and try to relate to their stories with a few anecdotes of your own. You’ll create rapport, good connections and strong, long-lasting friendships.

 

Say Thank You: You never know when you might need your professional network, so when contacts do look over your resume, provide advice, give you a referral, or take you out to lunch, say thanks. A snail-mailed card or an emailed thank-you will go a long way in building your credibility and likability with professional contacts.

 More than 80% of job seekers say that their professional network has been a key factor at one time or another, in helping them find a new job or make a career transition. Networking works and it provides benefits far beyond the politics of finding a job. If you’re willing to give, I guarantee you’ll get more benefit from your contacts than you ever imagined.

 

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