“It isn’t just what you know, and it isn’t just who you know. It’s actually who you know, who knows you, and what you do for a living.”~ Bob Burg
In Part 1 of this series, we touched on tips to use your “Hot Circle” in networking family, good friends, and those people you know well and who should feel very “approachable”.
To review the thought process here, it can be helpful to approach networking from the concept of a visual target consisting of your circles of influence. Your hot circle is the bull’s-eye in the center; your warm and cold circles are the outer circles. See Part 1 for further explanation of the three circles.
Stretch from Your Hot Circle to your Warm Circle!
Warm Circle True Story: My client, a recently laid-off software developer, went to his local butcher to pick up some steaks for that night’s dinner. My client, whom I’ll call Joe, casually mentioned that he was firing up his job search, and made his 30-second pitch (what he wants and what makes him great). Well, the butcher happened to have a brother-in-law who was a Software Development Director for a local manufacturing company. AND, that brother-in-law had just the day before mentioned he was looking for good people. The butcher gave Joe his brother-in-law’s phone and email information, Joe immediately followed up, interviewed that week, and was hired!
When you have approached all the people in your hot circle and have made note of all the people they think may help you, move on to your warm circle of influence and power.
These are acquaintances, people you know on a casual first-name basis. This circle is much larger than your hot circle!
First, you need to make appointments and schedule informal meetings with the people your hot circle introduced you to. Next, you need to alert others in your warm circle that you are looking for work.
Call people you used to work with, find out where they work now, and ask if their company is looking for help. Don’t limit your discussions to only those people you worked with, however. Think of vendors who came to your office, consultants who offered short-term services, customers, and other people you associated with in the industry or field. Be sure to leave them a business card (see link to business card article).
Call former employers to let them know you are in the market. Ask them to put you in touch with people they know, and leave them a copy of your business card and/or résumé.
Tell the people you do volunteer work with that you are looking for work. Ask them to tell their friends. If you are not currently volunteering, this is a good time to start. It will not only help you keep your networking proactive; it will give you résumé substance to fill in any employment gap.
Ask those in your network (remember the employer, colleagues, vendors and customers) who are familiar with your field/industry this question, “What groups and associations do you belong to? Do you think I should join? Why? Are there others you can think of that you would suggest I check out?”
Tell your banker, dentist, doctor, grocery clerk, butcher (remember the story), hair stylist, Avon lady, fellow hockey parent, etc. that you are looking for work. You may be surprised at who they will be able to introduce you to. Again, remember those business card.
There is a “domino effect” to networking. People want to help other people. Allow them to do so. The more people you tell, the wider your net; and the more likely you’ll uncover an opportunity. Grow your warm circle and you will not only gain support, but you will develop resources about careers and opportunities you might not have found on your own. If you are shopping for a comfortable pair of walking shoes, would you prefer to go to one store or a mall with 23 stores? Sharing your job search with others is analogous: Your chance of finding the right shoes (or a great job) is quite simply, much better! In Part 3, we’ll talk about how you can expand to your largest (and most intimidating) circle, your Cold Circle! Happy Networking!
Tip: Remember to send a thank-you note to anyone who tries to help you, even if his or her help doesn’t result in an interview or meeting. You want to create goodwill and continued willingness by people to help you.
