If you have been busy for any time on your military transition you’ve come across the concept of networking. Networking is simply making connections and building mutually beneficial relationships. We’ve all heard the saying “it’s not about who you know but who knows you,’’ and “people do business with those they like and trust.”
For the military veteran networking is undoubtedly a crucial weapon in your transition arsenal. Personal relationships help you stand out. And if you are reading this via LinkedIn you’ve already made the first step by using a great online networking tool.
But how do you effectively network? And what do you say?
In my experience most veterans get this part wrong. It may sound counter-intuitive but the *secret* of effective networking is not asking for a job but asking for advice.
Let me explain.
Networking done incorrectly: Asking for a job
When I first started networking – during the days before online tools like LinkedIn- I thought the best approach was a direct one. See that hill and take it. I was looking for my first position in the business world and I went right after each person who could help me out. Try as I may this approach didn’t work out. Here’s why:
- The company and my contact were not hiring what I was looking for.
- I didn’t have an overview of the job description or profile of positions that were available so I was unprepared.
- I had no previous relationship with the company.
- My approach was very transaction-oriented and one-sided.
- I put the person on the receiving end in an uncomfortable position. Without knowing me and without any job they were forced to say no and end the conversation.
Networking done right: Asking for advice
After realizing my direct approach didn’t work I adjusted my tactics. I focused on getting advice and information but NOT asking for a job. I was able to get a lot of background information about the company, the industry and additional contacts. By following an indirect approach I was much more effective than charging right at my list. Here’s why this approach works:
- You’re appealing to a natural instinct to offer advice and guidance.
- There is no pressure for the other person to make a decision.
- The person you contact is in control – they can determine how much information to provide.
- If there is a job available that is a potential fit you will most likely hear about it – what are you looking for? We have the following position which may be a fit for you.
- You tap into their network – you will usually get names of other contacts in the company.
- Every discussion can be successful – when your goal is advice, getting information moves you further in your job search.
Put the *Secret* of Networking into action
Now that you know the *secret* I want you to put it into action. Here is what I challenge you to do:
1. Make a list of 10 people you want to contact. These could be individuals who are in an industry you find interesting, a company you want to learn more about or a position/function you are curious about.
2. Ask each person for a 15 minute call to ask their advice. Be open and honest that you are transitioning and that you want to seek their advice. Keep the amount of time short. 15 minutes usually works for me. If the conversation is going well the person on the other end can determine to stay on longer.
3. Make sure to address the following topics:
- You are in the process of transitioning to your first position in the business world.
- You would like their advice about: the industry, the company or their position
- Who else in their company would be worth speaking to?
- Who else in their network can they recommend you speak to?
- Where else can you get information to help out your job search?
- Can you follow up with them in the future if you have any additional questions?
4. Keep track of your results and repeat the process. Collect and keep track of your notes and insight learned. As you continue to do this you will either get a confirmation of the path you have chosen or direct feedback that this direction is not right for you. Either way you are making progress.
Networking is an important tactic in your career transition. By shifting the focus from asking for a job to seeking advice you build your network more effectively, get great information and research and improve your chance of getting access to any possible job openings that you otherwise may have not heard about.
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