"It's not what you know, it's who you know." Everyone's heard this adage, and yet many still resist the wisdom behind it. Next time, you scoff at networking events, consider the following:
Only 10 to 20 percent of job openings are published; all other openings are communicated and filled through back channels.
Networking can help uncover these hidden postings and open doors. Still for many of us, it's not high on our to-do list, explained Marsha Lazarus, Director of the Consumer Business Outreach Program for the Mental Health Association of NYS. That's why Lazarus organized last week's networking event at the Department of Labor.
"The goal is to promote dialogue," Lazarus says of the event. She hopes attendees learn from the assembled panelists, and return to the jobs with fresh ideas, perspectives and, most importantly, connections.
Panelists talked about who they are, how networking has helped them, and what their networking strategies are. They also talked about their individual networking styles; Mitch Grossman, broker at Trinity Realty Group favors structured activities with small group interactions, while Dale Klein, head of Profitable Speech, LLC, prefers informal opportunities. Steve Jones, a recruiter at Glens Falls Hospital, also pointed out that networking doesn't always have immediate returns. Networking is about building relationships that result in long-term gains.
Networking is also about connecting people with others, and then leveraging those relationships. Referrals and introductions are another form of networking.
Regardless of what type of event you participate in, preparation is key. Networking is about building relationships
To get the most out of the event, you must prepare. Before you go to your next networking event, ask yourself the following questions:
1. Is this event an ideal event for my business needs? (If not, find another.)
2. What is my goal at this event? (Determine what you want out of the event, and how to accomplish it.)
3. Do I have a 30-second commercial ready for introducing myself to people? (If not, create one and practice it. This "elevator speech" is how you should introduce yourself, skills, and goals, and it should be short enough that you could deliver it on an elevator ride.)
4. Do I have three good questions that I can use at this event? (Questions should be your strategy of choice, because they turn the focus on other people, and help build relationships, says Klein. "They show people that you are interested in somebody besides yourself," she says.)
