Reaching Out
When you are looking to reach out and connect/network with individuals, it is important to know the best possible way to approach the situation. Below, we have outlined a few of the steps you will go through when meeting with others.
Target Contacts and Companies
Create a list of contacts beginning with "warm" colleagues you know well. Next, list "cooler" contacts made through industry associations, magazines articles, trade journals, professional directories, and Web-based resources.
Also develop a list of companies you are interested in learning more about. Use this list during your
meetings to help contacts refer you.
Make Contact
Outreach can be conducted via e-mail or phone. Be direct so your contact knows the purpose of your outreach. Let him/her know you will be in touch to set up a time to speak and be sure to follow up as indicated. Be persistent—reaching 30 percent of your contacts is a good result. When you confirm your meeting, send your resume as a reference.
Meet
Conduct your outreach in person or via phone, whichever is most convenient for the contact. Use the time to obtain more subjective, qualitative information rather than factual information that you could find on the company's Web site. Research the company and industry so you can speak about recent news and developments. Remember that effective networking offers value for you and for your colleagues. Be prepared to give advice and referrals as well as receive them.
Start your meeting with more general, open-ended questions; ask about additional contacts or job prospects at the end of the conversation. If you have spoken to other people at the company, weave in points you took away from those conversations. Listen as much as you talk. Above all, be gracious, appreciative, and sensitive to your contact's time.
Follow-up
Send a thank you note as soon as possible after the meeting and maintain contact on regular basis. Remember to track all your interactions throughout the networking process to build your contact and target company lists.
Examples
Outreach Email: "Successes and Obstacles"
Joe Smith suggested I get in touch with you. I have been watching your company and am excited about the direction that ABC Co. is taking in the market. I am particularly impressed with the results in terms of [metric] that _____ has generated.
I hope to learn more about your successes and what you see as remaining obstacles to your continued growth. I know you are extremely busy at this time of year, but I hope that you might grant me a few minutes to discuss your work. I'll follow up with you next Tuesday to see if we can set a convenient time. Feel free to contact me at XXX or e-mail me at _____.
Thank you in advance for your consideration and I look forward to speaking with you.
Outreach Email: "In the News"
Joe Smith suggested I get in touch with you. I have been watching your company and am excited about the direction that ABC Co. is taking in the market. I am particularly impressed with the results in terms of [metric] that _____ has generated. After having worked for 10 years in a related field facing a similar challenge, I am very impressed with what you have accomplished in your firm.
I read your comments BusinessWeek and I was struck by your insight into _____. I would like to discuss this further. I know you are extremely busy at this time of year, but I hope that you might grant me a few minutes to discuss your work. I'll follow up with you next Tuesday to see if we can set a convenient time. Feel free to contact me at XXX or e-mail me at _____.
Thank you in advance for your consideration and I look forward to speaking with you.
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