Category Archives: Networking

How to TRIPLE your networking results

Before computers, 196 people in Nebraska were sent a package and asked to forward it to anyone who might be able get it closer to a named stockbroker living near Boston. All they had was a name, an occupation, and a very general location. Milgram, a researcher, assumed: 1. Nebraskans know no one in Boston, 2. they would never complete the task.  Amazingly, those Nebraskans eventually got the packages to the stockbroker.

It took an average of 5 mailings to get each package to the right place.  Each mailing was to someone they thought might be closer to the final intended recipient.  That step is called a degree of separation.  This experiment is the basis that people use to claim you can get to anyone in the world in 6 steps.

Here is some more information that makes this study usable in a job search, sales or your career.

Milgram stacked the deck in his studies.  In previous experiments, lower income people often ended sending chains. Milgram recruited higher income people to start these chains. He made the package as impressive as possible by using a fancy Harvard document richly signed.  He asked each person in each step to send a reply card to him to track progress.  This was an experiment in getting strangers to help.

Tomorrow I will show you how I have been using these facts and results to expand my network effectiveness dramatically.

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Something To Do Today

Go over your network list.  Who do you know.  How many people do you know.   Tomorrow I will show you how to dramatically increase your network effectiveness.

You might have fun reading  about Milgram’s studies. This article is the closest to the original documents that I can find. Wikipedia has information on the the different iterations of the experiment.

How to overcome an employer’s resistance to hiring you

Why won’t they hire you? Do desperate employers resist hiring anyone?  Do they resist change? Or is it something else they resist?

Would you like to win a million dollars tax free?  But isn’t that a change?

If Oprah gave you a new car and money to pay the taxes on it, how hard would you resist? That is also a change.

Did you notice that I added that line about taxes in each question?  I had to add that because you might resist otherwise.  It isn’t the taxes, it is what the taxes represent in your mind that may cause you to resist.

Employers have the same resistance to hiring you that you might have to accepting a new car or even a million dollars.  They are afraid there is a hidden tax, a hook, a hidden problem.  They are afraid they will be forced to do things they don’t have time or energy for.  It can all be boiled down to their fear of losing control. People are afraid of losing control of their million dollars or their new car due to taxes. They are afraid of losing control if they hire you.

They lose control when they make you a job offer

As long as the employer is looking at resumes, interviewing, testing, talking about candidates, doing reference checks, and thinking about making offers, they are in control.  The second they make you an offer, they lose control.

Suddenly it is all up to you.  They get edgy.  To regain some control they will put a time limit on their offer. Usually they will give you overnight.  Sometimes they will give you up to a week.  But they want to have control over the process.

They have even less control when you start working for them

I am sure your new boss has worked with someone who was hired and was an absolute disaster. That person looked like the solution to their problem and was a horrible mistake.

You look like the perfect solution to their problem.  But, if they hire you, they lose control. When you come on board, there will be training, detailed supervision, review of your work, correction, adjustments to team duties, interpersonal conflicts, and a lot of other things that change. They will lose control of all those things the second you start with the team.

You have to help them regain control before you are hired

In order to soothe your potential boss, you have to give them as much control as possible.  If you can prove a few basic things, they will hire you immediately.  You need to prove:

  1. You will take the job and keep it
  2. You can do that job
  3. You won’t take too much training
  4. You will take the initiative to do things within their system
  5. You learn quickly
  6. You get along with all kinds of coworkers – good and bad
  7. You will quickly take other burdens off the boss’s back and give them back control.

How do you prove it?

We’ll talk about that over the next few days.

2 ways to use certifications to FIND jobs-especially if you don’t have any

Certifications can definitely get you a job interview.  They can also get you laughed at.  BS, MBA and PhD are all certifications.  So are CPA, CISSP, MCSE, MCAD, MCST, CNE and CPC.

The most amazing certification chameleon has been MCSE-Microsoft Certified Systems Engineer.  At first it was a sure key to a quick job and pay raises.  Then schools popped up all over and it became a joke. People with no aptitude nor experience in computers applied for a job as an MCSE.  Now, MCSE is regaining its luster if you have a good solid background.

You should find out which certifications will help you get a raise, a new job, or a promotion.  The best way is to ask.

WAIT! Don’t just ask, network.  This is a great excuse to network. Ask to talk with your boss and his boss about it.  If there is a company you would like to work for, find managers there and ask them to lunch.  Make appointments to talk with experts for 10 minutes of career help.  Find out what certifications and education they prize.  Call up recruiters and ask them.

So, those 2 ways are….

  1. Put the certification on your resume so the recruiters find you.
  2. Network by asking which certifications would help you the most.

Even if you think you know the answer, call one person a day to ask which certifications would be most useful for you.  It is a GREAT question that hiring managers will want to answer for you.

Once you find the certifications that will do you the most good, get one.  Then call everyone back you asked about certifications and let them know what you have done.

The right certification will turn those networking leads into gold.

An expert is a person who has made all the mistakes that can be made in a very narrow field.  (Bohr)

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Something To Do Today

Networking time.  Call some managers, recruiters and people you respect.  Ask them what certifications would be best in your field.  Ask them which certifications will get you the NEXT job you want. Track every single person you talk to so you can get back to them later. Now go find out how you can get those certifications.

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Next:   Recruiter motivation

Networking, referrals, recruiters, and job boards

Even a fox can get a job guarding a henhouse if he has good enough references.

Internet job boards fill 25% of jobs, recruiters fill 16%, and referrals fill 27% of jobs according to one survey.     So where do you want to concentrate your job hunting time?

But there are so many jobs on Indeed, Monster, Dice, and Career Builder, shouldn’t I try to get those jobs?

Absolutely!  But that doesn’t mean you should automatically send a resume through those services.

22% of jobs are found on a company’s own website.  Gotta like that.  Still, don’t even apply at the company’s own website until after you have tried to take advantage of this country’s main job finding system: Networking into referrals.

Print out the jobs you want that you find on the internet.  Make a list of the companies.  Next to each company, make a list of people you know who work there.  Include people who know someone who works there.  Add a list of recruiters who can get your resume past HR (Human Resources) and directly to the hiring manager.  Get into www.linkedin.com and see if you can find someone working at that company.  (Link to bryan@dilts.us to expand your network.) Add the people at companies you are targeting to a list.

Your objective is to find someone who can drop your information on the hiring manager’s desk.  Look at your whole list before you make a move.  Who has the best chance of helping you?  Who is the best connected?  Is it a professional networker or a recruiter?  Is it your friend’s wife?  Get your resume in there and follow up.  If you don’t get a call within a week, try again through another person.

27% of jobs are being filled by networking, 25% by job boards, 16% are being filled by recruiters.  Shouldn’t networking AND job boards AND recruiters be your main job search tools?

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Something To Do Today

Get into www.linkedin.com

List where everyone you know works, their spouses too.  Keep adding to the list whenever you find out where someone works.  Keep track of coworkers who leave.  Start making a list of where everyone who knows you works. It may be worth more than gold to you now or in the future.

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Later              Personality tests

Resume blasting

Certifications –  gold and lead

Job interview – Good manners

Good manners soothe people in a potentially bad situation.  In a positive situation good manners make everyone involved even more pleased.  Manners are society’s way of helping people cope with each other.

Here are some situations and how to deal with them:

I really want this job:  At the end of the interview say, “This sounds like a great opportunity.  Is there anything you’ve seen today that would keep me from working for you?”  Then say, “Can we set up the next step of the process right now?”    They will probably say they’ll call later.  That’s okay.  They know you really want the job.  Send an email and ground mail thank you letter.

In the interview, I realized I don’t want this job:  Never walk out of an interview unless they are asking you to do something illegal or immoral. You may be interviewing with this person in 5 years for a different job. Companies change. Opportunities change. If you get the feeling the job is absolutely not for you, stop the interviewer and ask very specific questions and explore your reasons in the interview. Don’t let your interviewer bypass your concerns. They may have solid answers, they may not. Once you are sure the job is NOT for you, look at the interview as a network building opportunity. You may have a chance to talk with a manager who will have a different hiring need, and get the job you really want. Networking for an extra half hour in an interview is easier than getting a manager to go to lunch with you.

They ask how much they have to pay you:  Answer them, “I really like this company.  The opportunity seems like a good one.  I’d like to go to work for you.  In my previous job I earned $(amount), I certainly wouldn’t want to work for less.  What I would like is to entertain your best offer.”

You are concerned they won’t pay enough:  Ask the recruiter or HR person what the pay range is for the job.  Don’t ask the hiring manager about money unless you become convinced they won’t pay near enough.  Better to ask, “Considering what I have done previously, how will this job continue to challenge me?”  That lets the interviewer know you are concerned that the job sounds too easy.

You want to know about vacation time and benefits:  Wait a bit.  The first interview is absolutely NOT the place to ask.  If at some point you talk with an HR person who is already explaining that stuff, ask away.  If you are working with a recruiter, ask him.  Otherwise, when they are offering you the job is early enough.  You don’t have any bargaining power until they have made a decision to hire you.

They ask an improper question:  You don’t have to answer.  Better to try to understand what they want to know.  Reply, “Why do you ask?” or “Have you had a problem with that in the past?”  Another way is to answer the underlying question.  If they ask, “How old are you?” You can answer, “I’m in perfect health.  I haven’t missed a day of work in years.” That gives them the information they need without answering a question you may dislike.

I will be late for my interview:  stop and call the person you are to meet.  Apologize and tell them when you expect to arrive. Add 10-20 minutes to the time so they are pleasantly surprised when you arrive earlier than you said you would.

I don’t want to go to the interview:  call the person who set up the interview, the recruiter, HR person or manager, and explain why.  Explain your true reasons and then listen.  After a couple of minutes of discussion, finalize your decision to go or not.  Let the person who set up the interview tell the people who would interview you.

You don’t want them to call your boss for a reference:  Just tell them you don’t want to jeopardize your current job.  They will understand.

 

The basic ideas are: 1. Ask the question at the right time.  2. Let people know your concerns in as positive a manner as possible.

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Something To Do Today

Make an interview preparation list.  What things do you want to review before you talk to your next boss?

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Later: Skipped parts

Referrals vs. Monster and CareerBuilder

Gutsy job search networking

The most spectacular networking I have ever seen was done by an out of work international executive.  It took incredible guts and an unswerving belief in his mission.

He was a multilingual Canadian who had hired and fired a lot of people in his career.  He did something very simple, he started a job hunting club.  He also did something very difficult, he made it an elite club.

In order to get into this club you had to pass a rigorous test.  You had to be fluent in 2 languages besides English.  He would personally test your ability to converse in any of 5 languages besides English.  If you were fluent in other languages, he’d find someone else to test you.  You were also required to have been a CEO, CFO or other Chief Officer of a major company.  Pay range a minimum of $150,000 per year.  And he had to like you.

If you were admitted you had to pay $10,000 to join.  The club was not allowed to have more than 10 unemployed members at a time.  The ones who had found a job were milked to find leads for the currently unemployed group.  They had special speakers, retreats and job hunting meetings.  They occasionally invited a headhunter/recruiter to come and talk to their club.  The opportunity to speak was quickly taken up because of the caliber of executives in the club.

Everything comes to him who hustles while he waits.  (Edison)

This only worked because of the vision, energy and hard work of the founder.  It was a part-time job all by itself.  This is the absolute hardest way to network. It is also incredibly effective.

What does this have to do with you?  Think about it.  Do you have the guts to start a club for unemployed people in your field?  Can you keep the quality of candidates high?  Can you help everyone in the club to network?  Can you turn the club into a permanent elite group of people in your field?  Will they all stay in contact AFTER they find jobs?

There are a lot of variations to this idea.  Do you have the nerve to do something like this?  It will be a great adventure if you do.

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Something To Do Today

Start a job network.  Talk to others who are looking.  Create an email list to communicate with the others in your group.  Keep in touch at least weekly.

LinkedIn – How to get 8,000,000 contacts today

The best attempt to date at business computer networking is www.linkedin.com . So I am going to point out what is obvious to some people.

You’ll be asked for the standard personal information.  You can also put in a lot more information about yourself.  You can choose the level of information you allow out.

They will also ask if you want to check your email list for people already on Linked In.  This is not an attempt to steal your list.  They will check your email addresses to see who else is using Linked In.  Then they give you the option of connecting to people already in the network.  You can also send invitations to people not yet in the network.

I am directly connected to 2000 people. Several people I am connected to have over 5000 connections. When you sign in, send a request to join your network to bryan@agicc.com . I’m all for it.

I can keyword search through 8,615,000 people using contact information keywords. Those are people within three network steps of me.  For instance, the other day I needed a recruiter in Charlotte, NC.  I found two.  I sent requests to my contacts to be connected to them.  Permission was granted and we had a chance to talk.

If you want to find someone who works at XYZ company in Fairfax, VA, give it a shot.  This is one way to start your network while job searching or career building in your own company.

Give it a try.  It’s free, or you can pay for upgrades. See how many people you can reach by just linking to me.

While one person hesitates because he feels inferior, the other is making mistakes and becoming superior.  (Link)

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Something To Do Today

Try out www.linkedin.com .  I’d be happy to link to you through bryan@agicc.com .

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Tomorrow:     The international manager roundtable method of getting a job.

Double your chances after an interview

How to close an interview

Blog job networking

There are 6 billion people.  If you passionately care about something, someone else will too.  Find them and you have a network.

This is either a metaphor or a call to action.  You can either use the idea of blogs to create a non-computer network, or you can start your own blog.

Personal networks are all about passing around useful information.  Weblogs can help you share information and build a personal network.  For a weblog to work you have to make a commitment to find or compile information to share.  Same thing with a personal network.

One way a blog (weblog) is rated is by the number of times it is cited by other blogs.  It is cited in other blogs because it is interesting. What can you find out on the internet that other people want to know?  Is there something personal about you that would interest other people?  Do you know something other people really want to know?

What do you know that is interesting?  What is new or hot?  What can give someone else a jump on their competition?

If you know something useful, tell everyone who can use it. Do it daily, weekly, or monthly. That’s how to make your personal network worthwhile.  That’s also what makes a blog worthwhile.

Sharing useful news is the highest form or networking.  What can you find that will be useful to all the managers who could hire you?  Send it to them even if they don’t have a job for you.  Networking is about helping, not taking.

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Something To Do Today

My blogs are www.howtoreallygetagreatjob.com/blog/

How can you put things you know into the hands of people who want to know it?  Who can you help?  That’s networking.

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Later: Getting linked in.  Very easy networking.

The international manager roundtable method of getting a job.

Double your chances after an interview

How to close an interview

Networking with scissors and screen prints – for jobs

Networking with scissors and screen prints – for jobs

Your best introduction can be made with scissors or a screen print.

Decide which people you want to network with.  Let’s say program managers.  Look in websites, newspapers, trade publications, and business magazines for any mention of any program manager who might hire you, or know people who could hire you.

When an article mentions your target by name, cut out the article.  Put the article in an envelope and send it to the person.  If you want to really impress them, have it laminated too.  Include a very short handwritten note congratulating them. Add your business card to the envelope.

A week later give them a call.  Don’t mention the article you sent.  They’ll remember it.

If you are looking for a job, ask them who they know who is hiring for the position you are looking for.  If you need their help for something else, ask them who they know who can help you.  And you can always just say, “Hello, congratulations on the promotion.”

You will be surprised at how heartily you are helped.  You paid attention to them when you didn’t have to.  Now they will want to pay attention to you.

Networking with scissors will get you places you never thought possible.

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Something To Do Today

Figure out where you can find articles that mention the kind of people you want to network with.  Start reading for names.   Clip the articles and send them out.  Then follow up.

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Later: 100% exposed job networking.

Linked in

The international manager roundtable method of getting a job.

Double your chances after an interview

How to close an interview

The 100% easiest network

The absolute easiest job search networking tool is one of the least used.

To network, you have to communicate.  To communicate comfortably you have to have a reason.  The most overlooked reason is to say, “Thank you.”

Do you think this is too easy?  Do too many people do it?  When was the last time you received a thank you note?  When was the last time you sent a thank you note?

The hardest part at first is noticing things you can be thankful for.  Did someone help you directly?  Indirectly?  Did you get an answer you needed?  Is there a leader who has shaped your industry?  Did someone give your friend some help?  Did someone just talk to you on the phone?

Long, flowery notes are NOT necessary, and actually less helpful. Some people take a long “thank you” as shameless self promotion.  A one line thank you by email or on paper is all that is necessary.  So few people send a thank you note, that you will stand out no matter how short the message.

Keep track of everyone you send a thank you to.  Write it in the networking section of your job journal.

All men are caught in an inescapable network of mutuality. (King)

Now is the time to build your network.  The receptionist at any company will give you either a mailing address or an email address.  You know how to write.  Write one thank you note every day.  Start now.

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Something To Do Today

Send a thank you note on paper or through email.  See if you can send 5.

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Tomorrow:     Scissors for jobs

Later:              100% exposed job networking

Double your chances after an interview

Linked in

The international manager roundtable method of getting a job.

How to close an interview