A networking paradox is that you cannot get a job without networking, but the biggest networking pet peeve is when someone asks for a job. Remember that no one wants to be contacted only in times of need.
That’s what gives networking a bad reputation.
Once you have made the contact, the very next step is to follow up and maintain the networking contact.
Immediately after meeting someone, following either a marketing event of some kind, a networking meeting, or an interview, you should send that person an e-mail that mentions that you were happy to see or meet them, references something you discussed (to at the very least remind them of your conversation), and asks for nothing in return.
Recruiters and hiring managers appreciate e-mails that reiterate interest or share an item that may be of interest to them, but what isn’t appreciated is requiring that they get back regarding a date or detail of some kind. Avoid if it at all possible. The best way to build a solid network is to contact people when you don’t need anything. Even if you are a job seeker and are networking to jump-start your search, you don’t want your first contact (or even your second) to be a request for help. Instead, maintain (or restart) your network by reaching out to people regularly—without asking for anything.
If you plan to add someone to your network for the long term, you should follow up with that person several times a year. Asking for help or just talking about yourself doesn’t count. Follow up in a way that focuses on them and what you can do for them, not the other way around. Focus on giving away—not selling. Here are some creative ways to reach out:
- Say thank you: Thank them for their time in meeting with you, and for the information they shared. Add something you discussed to the thank-you note to support the fact that you were listening and comprehending. Set the stage for future networking contact.
- Give a results update: If someone gave you advice, let them know what you did with it. Perhaps someone made a connection that resulted in another connection. Keep them updated and thank them again for the connection.
- Spread holiday cheer: Send holiday cards, and include some information about yourself to keep people updated. Remember to note information you receive in return (e.g., changes of address, changes of employment). Christmas, Hanukkah, New Year’s Day, Easter, the Fourth of July, Passover, Memorial Day, and Thanksgiving are great times to keep in touch, but you might even use the arrival of spring as a reason to reach out.
- Announce a life change: You might announce the end of the school year, entrance to an internship, entry to a graduate degree program, a promotion, or just an e-mail change. When you send out announcements, include news about other areas of your life. Always be upbeat. Job seekers can let their network know they are looking in specific industries, but shouldn’t immediately ask for help. For job seekers who have already announced they are looking, consider a follow-up contact letting people know where you are in your search.
- Offer an interesting article: Pick something about their industry and company, and it shows you are on top of news that matters to them. This works well for professional contacts, with whom you may not be on a familiar enough basis for a holiday card or personal announcement. An insightful article lets the contact know you are thinking of them and you understand what’s important in their industry.
- Introduce a new contact: When you introduce people to your network, not only do you expand the contacts of the person you introduce, but you also get an opportunity to catch up with your network. Like sending an interesting article, an interesting referral lets the contact know you are knowledgeable about their needs and willing to help.
- Simply say hello: Sometimes a person just pops into your head. Maybe they resemble someone on TV.
Maybe you heard a joke they would enjoy. Follow your instinct and call or e-mail to say hello. It is always nice to know people are thinking of you.
- Offer congratulations: Did they make one of those business magazine top lists (e.g., Most Innovative, Most Admired, Best Places to Work)? If you hear good news about someone or their company, point it out.
- Make a recommendation: If you read a good book, try a good restaurant, and so forth, pass that on. (Make sure to keep it professional because your referrals are always a reflection on you.)
Use these nine methods, timed six to seven weeks apart, and you have almost a year of follow up. Now you have no excuse not to maintain your network.
Figure 7.2 "Example Follow-Up Note 1" and Figure 7.3 "Example Follow-Up Note 2"are examples of a follow-up note after a networking meeting.
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