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Steps to Networking

1. Be Prepared.��Have your 30 Second Commercial and introduction (including a strong handshake and good eye contact) prepared in advance. Determine ahead of time what information you hope to gain from your contact and ask specific questions.

2. Be Targeted.��You may think to yourself "but I don't know anyone", however if you were to make a list of people you come in contact with on a daily basis - you'd quickly discover you know a lot of people! If you really want to expand the network of people you know, consider joining a club, organization, professional group or community meeting - get involved. You never know who you will meet and who they will know - their contact could lead you to your next job!
3. Be Professional and Focused. Asking for networking advice or information is not the same as asking for a job! Your networking meetings are a source of information, contacts and advice. Focus on asking for one thing at a time and having a meaningful conversation.
4. Be Referral-Centered and Proactive.��The person you are networking with may refer you to someone else, be prepared to collect business cards, make new contacts and stay up-to-date with job leads, remember to thank the individuals for their time and information.
5. Be Patient and Dedicated.��Networking often does not provide immediate results, rather it provides you with one more resource you can use within the job search process. Be persistent in following up with your job leads, and stay in touch with the people you meet. Networking should be a part of your long term career plan.

Questions to Ask While Networking

• Background:��Tell me how you got started in this field. What was your education? What educational background or related experience might be helpful in entering this field?

• Skills/Abilities:��What skills/abilities are utilized in your field? What special training is recommended? What skills are especially important for someone in this position? What characteristics do the achievers in this company seem to share?
• Problems:��What is the largest single problem facing your staff (department) now? What problems does the industry as a whole have? What innovative things are being done to solve these problems?
• Rewards:��What do you find most rewarding about this work, besides money?
• Potential:��Where do you see yourself going in a few years? What are your long term goals? In what ways is a career with your company better than one with your competitors?
• Job market:��How do people find out about your jobs? Are they advertised in the newspaper? On the web? By word-of-mouth? By the Human Resources Department?
• Reliability:��Is turnover high? How many have held this job in the last 5 years? Has your company experienced any downsizing, layoffs in the recent economic crisis? What products (or services) are in the development stage now? Do you have plans for expansion? What are your growth projections for next year?
• The industry:��What trends do you see for this industry in the next 3 to 5 years? What kind of future do you see for this organization? How much of your business is tied to (the economy, government spending, weather, supplies, etc.)?
• Advice:��How well-suited is my background for this field? When the time comes, how would I go about finding a job in this field? What experience, paid or volunteer would you recommend? What essentials should my resume contain?
• Demand:��What types of employers hire people in this line of work? Where are they located? What other career areas do you feel are related to your work?
• Hiring Decisions:��What are the most important factors used to hire people in this work (education, past experience, personality, special skills)? Who makes the hiring decisions for your department? Who supervises the boss? When I am ready to apply for a job, who should I contact?
• Referral to other sources:��Can you name a relevant trade journal or magazine for me to review regularly? What professional organizations might have information about this career area?
• Referral to others:��Based on our conversation today, what other types of people do you believe I should talk to? Can you name a few of these people? May I have permission to use your name when I contact them?
• Questions: Do you have any other questions or advice?

Tips for Introverts

Being an introvert does NOT mean you don't have social skills. However, it does mean that being around lots of people at one time can be draining. Top 10 networking tips for introverts:

• Join the crowd. If people seem to be congregating in one area, join them and strike up a conversation.
• Set reasonable expectations. When attending an event, prep yourself mentally for what you are there to do. Is your goal to meet more people? Is it to learn more about the organization's culture? Is it to meet one or two specific people? Make sure you set reasonable expectations beforehand, so that you have a goal in mind. It is a great way to keep you from getting overwhelmed, too.
• Start a conversation with a loner. It's usually easier to start a conversation with someone who is standing alone, because they will most likely be happy to have someone to talk to-and as a result, are often more personable and easier to connect with.
• Avoid barging into groups. A cluster of more than four people can be awkward-and tough to enter. Join the group on one side, but don't try to enter the conversation until you've made eye contact with each person at least one time. Usually, people will make room to add you to the "circle" of conversation, and you can introduce yourself then!
• "Look mom, no hands!"��Keep at least one hand free at all times! This means no eating and drinking at the same time if you are at a networking mixer or conference reception. This way, you can still shake hands with people without being awkward and fumbling around.
• Be yourself. Networking events are meant as starting points for professional relationships. If you can't be yourself-and you aren't comfortable in your own skin, then the people you meet will be connecting with someone you're impersonating, and not the real you. Be genuine. Authenticity tends to attract much of the same.
• Be present and engaged. Ever talked to someone that acts like you're the only person in the room? Someone who listens, and makes you feel like everything you are saying is important? I love those people! They really make you feel heard. Keep eye contact, and lean in or tilt your body towards people when you talk to them. Not in a creepy way, but in a, "I'm listening to you, and I'm fully present" kind of way.
• Treat people like friends. Unless, of course, you are a terrible friend. Would you go to a friend and interrupt their conversation, hand over a business card, and walk away? No. Networking events are not transactions. Treat new people as you'd treat your friends-built rapport, be trustworthy, and then talk shop.
• Follow the 72 hour rule. After a conference or networking event, you have about 72 hours to follow up with a person on LinkedIn or via e-mail. Reference something that you talked about and ask what the best way to stay connected might be. After 72 hours, they just might have forgotten you.
• Practice makes perfect. Well, not really perfect. Progress is always better than perfection! The point here is that networking is a skill, like any other professional skill. It is a muscle that you have to develop and grow. While others may look like born networkers, they are more than likely just more experienced with it. Mistakes may happen, but the only way to learn is to get out there and do it!

Tiffany I. Waddell is an assistant director for career development at Davidson College.

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