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Networking Skills

Developing a Strategy and Approach

In networking, a person can take either a direct or indirect approach. The direct approach is to contact your network lead in person or by telephone. The indirect approach is to send a letter by either mail or e-mail.

Depending upon your individual style, either approach can be successful within some basic guidelines:

• Be genuine, confident, positive and enthusiastic in all communications.
  
• When you approach a contact by either telephone or letter, know the questions you want to ask and decide in advance how to ask them.
• Do you want to know more about that person’s type of field or career path? Do you want to know what types of employees the person’s firm hires? Are you trying to learn about the requirements for a posted opening at the person’s firm?
  
• When you’re calling a “cold contact,” write down what you’d like to say on a card or piece of paper and keep it handy just in case you get nervous and forget your “lines.”
  
• Ask your contact if you may forward your résumé to him or her and, if the contact says yes, send it promptly, along with a cover letter referring to your conversation.
  
• Before you end a conversation with a “cold contact,” make sure you have the correct spelling of his or her name, the correct job title, mailing and e-mail addresses, and fax and telephone numbers.
  

Keeping the Details Straight

In your effort to cultivate networks, you will begin to develop numerous relationships. It is vital to maintain these relationships. In order to keep your contacts organized, it is best to keep a manual or electronic log including the following:

• Correct spelling of first and last name
  
• Title, employer, address, telephone and e-mail
  
• Priority of contact (high, medium, low)
  
• Dates when contact is made and nature of contact