Networking to Build Connections and Find a Job

Careers
18th July 2024

Article by Vince Pizzoni CEng FIChemE

Networking is a word that can strike fear into anyone. Vince Pizzoni aims to banish the dread and show you how networking can be fun as well as a key pillar in your career journey

DICTIONARY definitions of networking often point to “The exchange of information and ideas among people with a common profession or special interest, usually in an informal social setting”. In that respect, we network pretty much every moment of our day!

It might take several months to a year to find the right role and networking is easily 50% of that time. Time spent in the early days building a network will save time down the road when you are trying to solve problems, leverage resources and achieve your dream role. So, in order to help you do it successfully, I first want to quash some often long-held beliefs about networking, including probably the most common: that you need to be an extrovert.

Exploding a few networking myths

You need to be an extrovert. If anything, introverts may make better networkers. The key here is to focus on listening. Understanding the body language, making good eye contact, and talking with a clear voice tone is important.

It’s who you know. Who you know can play a part. However, far more important, is who knows you. In my industry career it was often contacts I didn’t know well or at all that had a greater influence.

It is important to have as many contacts as possible. It may feel the right thing to do to pile on the number of contacts on LinkedIn, but you will find that relatively few will be key. Think quality rather than quantity.

The best networkers don’t have a strategy. The best networkers have a clear strategy on who they want to network with and how the relationships will deepen. Consider networking as a project.
Only network with those that can offer you a job. This is not the primary reason to develop a networking relationship but rather a potential consequence, either directly or indirectly.

What makes a good networker?

Empathetic listener. This trait can take the relationship beyond even active listening by concentrating on what’s not being said. It requires a focus on body language and other non-verbal cues.

Positive attitude. A positive, optimistic, collaborative, and warm approach can work wonders. Remember the quote often attributed to Carl Buehner and Maya Angelou: “They may forget what you said – but they will never forget how you made them feel.”

Do what you say. Don’t over-promise and under- (or even not) deliver. By doing what you say you will, people will judge you as trustworthy, authentic, and someone they want to develop a network relationship with.

Maintain regular contact. A first conversation and subsequent disappearance by you may leave your contact feeling slighted and with the impression they were being used. It is important to find reasons to stay connected. After all, they may become a future mentor and even sponsor.

Develop a “30-second” elevator pitch. As Jeff Bezos, former Amazon CEO, once said: “Your brand is what people say about you when you leave the room.” Develop a pitch that you can use for that all-important time you get with decision-makers. Make sure it focuses on who you are, the strengths you want to promote, and key action steps.

Strong and weak ties

I believe in the strength of “weak ties”. “Strong ties” are our close friends and colleagues, the people we trust. Weak ties are acquaintances or people we haven’t yet met. The common assumption is that we get most help from our strong ties, our friends, and trusted colleagues. You might be surprised to learn that you are more likely to benefit from the weak ties. Strong ties provide bonds, but weak ties serve as bridges. Strong ties tend to travel in the same social circles and are aware of similar opportunities. Weak ties are more likely to open up access to a different network, facilitating the discovery of new leads and prospects.

Networking through LinkedIn

One of the best ways to network is through LinkedIn. First make sure you have a professional profile set up. Then research and develop a plan of who you want to connect with. This should be key individuals and companies of interest to you.

Reach out to individuals, starting with someone you know (a 1st degree contact/strong tie) and others who you have something in common with such as an alum, or through sports, music, societies, language etc. Ask your friends to introduce you to someone they know. The aim is to get to the weaker ties as 2nd (friend of a friend) and 3rd degree (friend of a friend of a friend) connections. Get a meeting in person over a coffee or online.

Share thoughts, gain more of an understanding about the sector, and seek their advice and guidance. Also think what you can offer them from project knowledge and expertise, the university academic landscape and other areas of interest. What’s important here is to come away from the first conversation with several key outcomes. These include some or all of the following: a new contact name in the company, an agreed follow-up meeting, an insight into the company direction and potential future hiring trends and maybe even your profile being proposed to a hiring manager. Thank them and agree to talk again.

Networking at conferences

As with LinkedIn it is important to do your research and develop a plan with clear goals and objectives. Go prepared and contact key people beforehand. Be ready with a conversation starter and deliver your pitch. Circulate and be open and engaged. Don’t just focus on the speakers but seek out key attendees. In the presentations be the first to ask a question (there is often a few seconds lull and there is your moment). Use social media while you are there and tag where relevant. Be open to those that want to meet you. Attend dinners, breakfasts, coffee breakouts, and other potential networking events. Follow up with people you meet and speakers within 24 hours on LinkedIn and arrange to meet where appropriate. Agree a follow-up and next steps.

Online networking works too

The pandemic accelerated the usage of online media such as Zoom and Teams for conferences, webinars, meetings, and other related activities. This has aided networking, particularly through the chat function. Get your questions and comments on there and when you reach out after the event make sure you reference your question and are keen to follow up. Many individuals find it difficult to network face to face and find it easier online. Again, make sure you make contact within hours of the meeting or conference.

Closing comments

What you are doing with an effective networking strategy is building an infinite-sized jigsaw puzzle of relationships that will ultimately lead to potential opportunities. Use the time now to build as strong a network as possible. Dare to introduce yourself. Few turn down a call from someone who opens with “I am looking to get some expert advice and guidance”. Remember, networking is not a one-way street so reciprocate by sharing information and be sure to stay in touch. Be positive, focused and don’t fear the setbacks.