The past few weeks I've found myself watching the season finales of several television shows, and am amazed at how many of the individuals in reality shows had to overcome their own fears. I watched Survivor and took note of how much determination each competitor had to withstand to make it to the finals. Remember the show Fear Factor? I cannot imagine doing what those competitors had to do to overcome their fear. All of these shows remind me how each of us has to manage our professional fear. Presenting to the board of directors, influencing others to try something new that has not been proven, stepping into a position without knowing what you are really up against...I could just keep going! One fear that many individuals have is networking. How to effectively network, and not knowing what to say to a new contact is often the hurdle. So I am addressing some of these concerns in this article. Maybe you will find yourself in one of these examples and be able to overcome your own fear.
Networking Fear Factor # 1: Not knowing how to get started.
Since networking is about building relationships, the first step is to talk to people with whom you have already developed a relationship. Calling a stranger in an effort to network is a tough call to make. It often fails because, unless there is some connection or something that links the two of you together, most often you are not given permission to take up a stranger's valuable time. This is where social networking - being part of professional associations and social networking sites - can really help you. Since you have something in common, it is not exactly a cold call.
Networking Fear Factor # 2: Not believing you have something to offer an employer.
Lois tried networking for several months. Her conclusion at the end of this period was this: "I am exhausted, and at this point I do not know if I really have anything to offer a potential employer!" Self-doubt is a sure way of sabotaging your own success. Do the work in analyzing your skill and expertise so you are clear about the value you bring to an organization. Then, never doubt yourself again. Ask yourself: Where did this self-doubt come from? Is it from setting unrealistic expectations? Are your time lines unrealistic? Have the job markets changed and you find your career target is no longer in demand in your city? Remember the February newsletter about career help? It stated four agreements to commit to in your career search. One of the agreements was to give the benefit of the doubt; take nothing personally. Often, self-doubt is a result of not obtaining enough information or facts around the goal you set out to accomplish and not about you.
Networking Fear Factor # 3: Not being prepared.
Do you know what to say when you are face-to-face networking with a person? Sarah always had a hard time engaging in a personal meeting because she was not clear about what she wanted out of it. There was no agenda set, and the communication was lacking before the meeting was underway. As she described how her networking meeting progressed, I realized she was not directing the meeting, but rather acting as a beggar. She allowed others do the talking, and when she did direct the conversation, it often went the wrong direction. She would leave each meeting without clarity on the next step or new contacts. You can avoid this result by drafting a letter or agenda. Be clear about what you want to cover in the networking meeting. You will find a better result in networking if you are prepared, set up the expectations for the meeting, and have your questions ready!
Networking Fear Factor # 4: Not knowing how to be introduced.
Mike was great at conversing with others, but found it exhausting because almost all of his contacts were personal ones he had created over the years. He had a hard time finding and getting new contacts. He would go into a networking meeting, get names and numbers, but did not ask the individual for an introduction to the person he really needed to meet. He was not getting qualified referrals. He found himself picking up names of individuals that did not have a relationship with anyone whom he needed to contact. Make sure that you get the introduction. Suggest that your contact introduce you via e-mail. You might even suggest and/or provide an outline of how you want to be introduced.
Networking Fear Factor # 5: Not having a personal marketing plan.
You need to know what sets you apart from other candidates, not just regurgitate the usual resume jargon. In other words, can you answer the question, "Why should I hire you?" HAVE A CLEAR TARGET! Not just a general guideline or area of interest. What is the actual job title you are targeting? Have you identified what company targets to focus on? Did you know that you can do damage with your networking contacts if you do not have a target? Joe had been networking for three months before he realized that when setting up his networking meetings, he did not give his network his target position. This confused his network. No one could help him because they did not know what he was really after, nor did they want to refer him on to their friends when it was apparent he did not know what he really wanted.
A job search is not just another item to complete in your day. It is not just sending out five resumes a day hoping someone will hire you. You know that landing the right job will make a huge difference in your quality of life. So take it seriously and take the time to do it right. Make your job search focused, strategic, targeted, and approach it with tenacity. Do not be offended by hearing "no" or "I don't know anyone in that industry." It only means "no" right then. The situation may change in a week or a month. Stay persistent when looking for qualified leads that will connect you to the right target audience. Then develop that contact. Sound a little like selling? You're right! It is! And, it may be the biggest sale in your life. So be prepared, and you will be ready to offer your top-of-the-line "product" with skill and expertise!
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