The Morning Blend: Networking vs. Schmoozing

“The Morning Blend” is a weekly column featured on JobsDirectBlog.comwritten by Author and Career Motivator Brad Raney. Check back every Monday for a new blog post from Brad and tips to help you get hired!

Over the next couple of weeks, I will be speaking to two different groups about the importance of “networking”. In researching the topic while preparing my remarks, I found some interesting tidbits that I’d like to share with you. You’ve heard me preach about using personal contacts to find your perfect job – one of the most effective ways to do that is to create a vibrant personal network.

First, we have all heard of “networking” but what does it really mean? Wikipedia defines “business networking” as a “socioeconomic activity by which groups of like-minded businesspeople recognize, create, or act upon business opportunities.” Sounds simple enough, right? However, there are subtleties within this congregation of “like-minded” professionals that you must understand to effectively create a living “network” of contacts.

Secondly, “networking” changes based on the environment and the desired outcome. If you are meeting weekly with other sales reps from different industries to swap leads, that environment exists almost solely for growing revenue. The dynamic in a sales network is much different than the one that exists in a job seeker club – the premise may sound similar, but the mindsets are almost polar opposites.

While “helpful” to a degree, good sales reps are hunters at heart and are very competitive. Most will “bring a lead, to get a lead” but rest assured their best lead is in their pocket – not on the table for the rest of the room to see. The job seeker group will have a more open dialogue and will be much closer emotionally – perhaps even spiritually – than the sales group.

How do you find or help to create the right environment in which to effectively network for your perfect job? There are three important, yet subtle, things that you must do in order to build a successful job network.

1. If You “Schmooze” You Lose!

Schmoozing is basically rubbing elbows with folks that you think can help you. You act more like a buzzard waiting for road kill, than someone participating in an exchange of ideas and personal introductions. I see this phenomenon happen at almost every Chamber of Commerce meeting that I attend. The uber-aggressive sales person “working the room” with a handful of cards, witty remarks, and strong handshakes. He leaves the meeting with 20-30 business cards and virtually no new real contacts for his network. Why? Because he did not offer any value to those he met.

2. You Get What You Give!

If you approach your networking opportunities like Mr. Buzzard above, what you are basically saying to the other people in the room is “you are not important unless you can help me right now!” This short sighted approach turns the high quality contacts off – they’ve seen this act before and will not respond to an email or phone call later from Mr. Buzzard. However, if you engage folks in genuine conversation, listen more than you talk, ask appropriate questions, and then offer to help them grow their network first, you will form much deeper relationships. I never ask for a card from someone unless I have offered them something of value – an opinion, an idea, and a personal reference – something that helps them first. Then, when I ask to contact them, there’s a legitimate business reason to do so.

3. Follow Up, Don’t Haunt!

After you have made a contact that seems to be mutually beneficial, treat it like a dating scenario. Contact them fairly soon, but don’t call them on your way home from the initial meeting to schedule a lunch for the next day. Listen carefully to how they want to be treated in terms of being contacted. If they say something like “I’m out of the office a lot, so I often communicate by email” – hear that clearly. What they are saying is “don’t call me during the day unless my desk is on fire!” Once you get a meeting or a lunch scheduled with a contact, make sure you are prepared for the conversation. Do some research (LinkedIn, Twitter, Google, etc) and learn some interesting things about the person or their company. Show genuine interest in them and start the meeting by asking questions about them – don’t sit down and start talking about you and what you need first! First impressions set the tone for the rest of the business relationship, so treat the first few meetings like you are courting a mate – in a business sense, you are!

If you are having trouble forming strong, effective networks to help you find your perfect job, I’m here to help. brad@improveyourvowels.com

Sincerely,

Brad Raney

Brad Raney is a motivational speaker, life coach, author and sales trainer. He has over 25 years of experience in sales and sales management within the broadcast industry. Brad developed the VOWELS program in 2009 and the success it brought his sales team has spurred keynote speeches, workshops, seminars, a website, and his first book “Improve Your VOWELS, Improve Your Career!” which was released in July 2010. Click here to order “Improve Your Vowels, Improve Your Career! The A, E, I, O, U’s of Finding Your Perfect Job!” — Available Now!

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