Putting Your Network Into Practice

Now that you have developed your list of networking contacts, decided on your networking purpose, reflected on your interests and skills, and condensed these into a sound bite and commercial, it's time to put all of your preparation into practice by initiating contact with your network. All of the following methods can be effective strategies, so remember to use a style that is comfortable for you.

1. Person-to-Person - According to Hansen, networking in person usually happens in the early, as well as the later stages of the networking process. In the early stage, you talk to people who are family members, friends, professors, or other close contacts. When these initial contacts lead to later meetings with the people whom your first contacts referred you to, the second stage of person-to-person networking occurs. Make sure to have your sound bite and commercial introductions ready, and always prepare a list of questions to ask your networking contact.
2. Written Letters - When you have been referred to someone you do not know or you are contacting someone without the benefit of an acquaintance's referral (usually called a "cold call"), then a well-written letter is a good idea. In writing your letters, follow these guidelines:
   • Opening Paragraph - State why you are writing and identify yourself. Always lead with the name of the person that referred you to the contact, if you have one. For example, "Mark Davis suggested that I write to you about my interest in working for a Big Five management consulting firm. Currently, I am a sophomore business major at Ivory Tower College and I am seeking information about careers in consulting.
   • Middle Paragraph - Provide information about your background and your career interests, however tentative. For example, what work experience have you had and what are your goals. Remember, too, that the purpose of networking is to gather information, not to ask for a job, so make sure to state that you are in the process of gathering information about career possibilities. Also ask about the possibility of arranging a meeting at the networking contact's convenience. In addition to a face-to-face meeting, you may want to suggest the possibility of a conversation by telephone or by e-mail.
   • Last Paragraph - Thank your networking contact for their time and consideration of your request. Do not ask them to call you. Instead, offer to telephone them after they have had an opportunity to review your letter, usually in one to two weeks to schedule a convenient time for a conversation.
3. Telephone Calls - An alternative to writing your networking contacts is to telephone them. As with the letter, always clearly identify yourself, the reason why you are calling, and give the name of your referral, if you have one. Have your sound bite ready, suggest a follow-up conversation by phone, face-to-face, or by e-mail, and close by thanking them for their time. Interestingly, too, this author recommends that you stand, rather than sit, when you make these initial calls. This helps you to be more alert and come across with greater confidence as you are, quite literally, 'thinking on your feet'. And, be enthusiastic! Help to keep the conversation lively and tell them you're very interested in their advice or information.
4. E-Mail - Communicating by e-mail is becoming the easiest way to contact busy professionals and it averts the waste of time caused by 'telephone tag'. It's also a good strategy if you are familiar with your networking contact and you know that their organization's culture is e-mail friendly. Just because e-mailing is easier than "snail mailing", do not be misled and send a message that is overly casual. Follow the same guidelines outlined above for written letters.