3 Steps for Reframing the Networking Process

“Networking.” For many professionals seeking a new career opportunity, this endlessly touted word conjures up images of frustration, confusion and shameless self-promotion. But it doesn't have to be this way. Frankly, you already network every day, likely without even realizing it. You're networking when you ask somebody for a recommendation to a good Chinese restaurant. Or for a reputable plumber to fix your leaky faucet. Despite the negative connotations people attach to networking, it just means reaching out to people you trust to gather information. 

I saw my own networking efforts become far more productive when I started looking at it through this lens. Instead of viewing networking as an awkward exercise that involved schmoozing in superficial fashion, I relied on my introvert-fueled research skills. I identified the questions I needed to advance my career, found the people with those answers and then reached out in a very gentle, non-entitled fashion. And guess what? Magic happened.

After more than 25 years as a career coach, here's my three-step roadmap and set of tips I’d like to share for getting your career-related networking efforts running successfully.

1. What Questions Should You Ask to Improve Your Career Success?

First, forget the sales pitch that gets you nowhere, irks your friends and generates a brush-off. Instead, recast your networking strategy as a "research project" that is 100% centered on seeking out answers to the following questions:

• What companies in XYZ industry are growing and experiencing the most success right now?

• How is the industry faring, overall? What trends, challenges and tools are impacting it?

• What is the XYZ career path really like? What are the pros/cons? What's a typical day like?

• What skills, strengths and credentials do employers in XYZ field value most these days?

• What do hiring managers want to see today on resumes and how can one stand out?

• Are there new guidelines for LinkedIn profile and cover letter construction?

• What recruiters or staffing firms work in XYZ industry — and can you get introductions to them?

• Are there any professional associations or groups worth joining to enhance one's marketability?

• Which employers allow remote/hybrid work or offer a certain type of corporate culture?

• What is the hiring process like at a specific organization? What is their interview approach like?

• Where would a person with XYZ skills fit into a certain company? What roles/departments?

• How important are AI skills these days and what free or low-cost training might be available?

• What successful job-hunting approaches have friends/acquaintances of yours used recently?

This list isn’t exhaustive, but it should provide an illustration of the type of information your networking efforts should gather. You'll notice that none of these questions are yes/no in nature, nor are any of them of the "hey, do you know of a job for me?" variety. Instead, they represent real pockets of missing information that you can focus your networking efforts around. Keep thinking research project, not sales campaign.

2. Who in Your Network Would Know the Answers to Your Questions?

Next, it's time to identify the people who’d have the most valuable answers. In most cases, you'll want to start with people you already know. These might be personal friends, classmates, professors, fellow hobbyists, gym or community acquaintances. And if you're a young professional, be sure to include family friends in your analysis, as well.

Often, people underestimate their existing network. Don’t forget about your friends with management experience who can help with resumes and interviews. Or acquaintances who lost their jobs in the last few years, rebounded and can share what worked and what didn’t in their job search.

Even with strong connections, your questions will usually require you to go deeper and seek out additional people you don't know to get the answers you seek. This is where LinkedIn has been indispensable for more than 20 years. Love it or hate it, there's no easier way to track down a specific type of person you're looking to meet.

What's more, if you limit your search to second degree connections in the LinkedIn interface, you can generate a personal and trusted referral to the target individual through a mutual friend. As you can imagine, this increases your chances of success.

3. What’s the Proper Etiquette for Reaching Out?

While various networking situations differ from one another, there are basic guidelines I'd encourage you to follow to maximize your success when reaching out to people beyond your inner circle.

First, ooze gratitude. No one owes you time, and entitlement turns people off. Be polite, state your ask clearly, give them multiple ways to connect and ask for only a few minutes of their time. When you approach people respectfully, they become more open to lending a hand.

Secondly, if a person is open to chatting, use their time well. Arrive with a clear agenda and smart questions that go beyond what you could easily find answers to online. It's important to show the other person you're doing your part, taking the process seriously, and not wasting their time.

Even if you're not asking the taboo question of whether they have a job for you, it's not uncommon for a hiring manager to be so impressed by a job hunter's conduct in an informational interview that they start actively keeping their eyes open for leads on the person's behalf. So, while you shouldn’t frame such meetings as job interviews, per se, they're kind of, in some ways, job interviews.

Lastly, there's one networking step I feel is imperative and sadly, many job seekers overlook. It's the practice of following up with anybody who helps you, a few days or weeks later, to thank them again and let them know what you did with their advice.

This is the pro move that usually seals the deal in the sense of convincing the person that helped you that you’re a) worthy of their continued support and b) that the time they invested in you was well spent. People help others primarily to feel helpful, after all, and circling back around to let them know you took their advice — and positive things derived from it — makes their day and energizes them with an invaluable psychological payoff.

So, there you have it. A simple roadmap for reframing the networking process in a research-focused way — especially if you feel far more comfortable in a library than a cocktail party!