Do not stop with people you know. Follow up on referrals that you receive from your existing network, and finally on names of people you uncover through research. Use online search engines or print directories located in university/college career centres, campus/local libraries, or Chambers of Commerce to identify specific organizations to target as well as potential contacts with whom to set up networking meetings (this may require calling the organization directly to determine the appropriate person). Associations related to your field may also be helpful in linking you with useful contacts working in a variety of organizations. Joining such associations will increase the likelihood of their assisting you, and, as a member, you will receive valuable industry information and have the opportunity to network with other association members, some of whom may be in a position to hire. Being active in an association (e.g., working on a committee) will give you the opportunity to demonstrate your skills and thus develop more meaningful networking contacts. Don’t assume that these associations are only open to professionals in the field: many are open to the public, and most encourage students to join by offering reduced membership fees.

It is advisable to initiate contact with your referrals and researched leads with a networking letter, followed by a phone call. Your goal is to obtain a face-to-face meeting to gather professional information, advice, and referrals regarding your field of interest, career plans, and job search.

While having a plan for networking is best, do not underestimate the value of speaking with people you meet everywhere (e.g., in the supermarket check-out line, during theatre intermission, at a sports event, on the beach or ski hill, on an airplane) to add to your contact list. When you are at a gathering, make a point of talking to at least two new people. Start with someone standing alone. Perhaps that person too wishes to meet and mingle with people.

Attend conferences, join campus clubs and professional associations, volunteer to work with an organization in your field, join online listservs/discussion groups, and attend job/career fairs to increase your number of contacts.

To keep track of people you meet, record their contact information and details using the Networking contact record (.doc).

Similarly, social and professional networking sites work best if you are also willing to work towards face-to-face or telephone contact. LinkedIn.com is a professional networking site that helps people expand their networks, and that encourages its members to seek out new contacts via existing ones. When you create your LinkedIn profile, add all of your employment and educational experiences. This helps LinkedIn make appropriate suggestions for people you might know. Be aware, however, that LinkedIn is not like Facebook. You are encouraged to “link in” only with people whose reputation you can attest to. This is because you and your LinkedIn contacts can ask one another for recommendations and for introductions to people in one another’s network. Do not add someone to your network, unless you would feel comfortable introducing that person to a contact of yours.

When you want to expand your own contacts, you can use group and people searches. Many professional organizations have LinkedIn groups that are free to join. After joining, you will have access to the group’s job and discussion boards. Discussion boards are a great place to find short-term mentors, who can answer questions about credentials valued in a field, typical career paths, and other topics applicable to your job search, and for you to contribute answers where you have expertise. Joining relevant groups also automatically adds those members to your network. When someone is in your network, you can see his or her entire profile, including professional memberships, current and previous employers, educational path, and job descriptions (if he or she has included that level of profile detail). You can also respectfully ask individuals in the group for information interviews (see the Occupational Research section of this manual).

In addition to adding to your contacts through groups, you can also search for individual professionals. For example, if you conduct a people search for database specialists, your search results will show you everyone who matches your search terms, and whether you are connected to them, either through a group, or through someone in your network. If the connection is through a group, you can make contact yourself, to see if they are open to answering questions or providing advice. If you have a connection through a mutual contact, you can choose to “get introduced.” At this point, LinkedIn will prompt you to write a message to your contact, and to the person to whom you would like to be introduced. Your contact can either decide to forward that message, or not, and your desired contact can choose either to respond to your message, or not. What is sometimes more effective than using LinkedIn messages is simply to call or email your mutual contact and ask him or her to facilitate an introduction.

Keep in mind that, while Facebook was not designed for professional networking, there is nothing to stop you from using it to find people with whom you would like to talk, and to search for common contacts who could introduce you.

Some may find the idea of networking, initiating contacts, and speaking with strangers daunting. However, you will find that people are quite receptive to someone who has a genuine passion for the field. Most people will also enjoy talking about their work/accomplishments.

Your goal is to establish and maintain mutually beneficial relationships in which you help others achieve their goals as they help you achieve yours. Learn about their experiences, interests, and goals, so they will want to learn about yours. Be a good listener, ask questions, share your story, and reflect on the information you get.

If you see an article or hear about something that might interest one of your contacts, you can pass it along, and in the process renew your association. If you give leads, you will get leads, even though they may not come from the same people you have given them to. If you manage your network well, you will know who can benefit from your business and personal contacts. Your hope is that you will be remembered when something comes up in your line of work.

By networking this way, you will uncover common interests and build real connections and ongoing relationships. Although having to generate “small talk” with strangers may add to your discomfort, your enthusiasm will help you conquer nervousness. Networking communication should not be so rehearsed that it feels unnatural; let your passion, curiosity, and genuine self guide your conversations. Making contacts can be fun and very rewarding, both personally and professionally.

Some ways to help develop your confidence:

1. Volunteer with people who share your passion in order to develop lasting relationships. It is a great way for others to get to know you and your talents, and ultimately to increase your existing network
2. Make a note of exactly what aspects of networking you dislike and develop an action plan to network in ways that suit you
3. Engage in networking activities when your energy level is at its highest
4. Consider eNetworking (online networking) to practise

Sometimes it is necessary to do things you would rather not. Each step you take will help to boost your confidence and your ability. In time you will come to believe that you can handle whatever needs to be done, and you may even enjoy yourself! Remember to reward yourself for a job well done

To write a networking letter, follow the format outlined in the Cover letters section. Ensure that your letter does not exceed one page. Individuals often feel comfortable using a networking letter because they are asking for advice rather than a job, and a résumé is never attached. It typically consists of three parts:

1. Introduction/first paragraph (build relationship with the recipient):
   1. Identify who you are by mentioning your field of interest, university, and/or faculty/program
   2. Explain how you obtained the recipient’s name, or who referred you, if applicable
   3. Possible opening statement examples: “I was given your name by... ”, “I understand that your organization is a leader in...”, and “I am considering a career in...”, or “I heard that you have been working in the area of...”
2. Middle paragraph (request meeting):
   1. Acknowledge that the reader is busy but request an in-person meeting at a mutually convenient time
   2. Request twenty to thirty minutes of meeting time
   3. Explain clearly what you would like to discuss during the meeting: information on the industry/field, career related/job search questions, the appropriateness of your résumé, etc.
3. Final paragraph (closing and follow up):
   1. State that you will be calling to arrange a meeting date/appointment on a specific day and time (and ensure that you do!)
   2. Include your contact information (phone/email)
   3. Thank the reader for reading your letter and add that you look forward to meeting him or her

Consider creating a general letter template that you can use when introducing yourself to a potential contact. Keep it professional and to the point, perhaps including relevant academic/work history and/or skills, your shared interests (e.g., both in same occupation, etc.), and a request for advice and/or information (e.g., “What recruiting firms did you use in Calgary?”).

Telephone strategies

After sending your networking letter, follow up with a phone call to your contact within the time period indicated in the letter. Some job seekers may choose to initiate contact by telephone instead of sending a letter first. However, sending a letter first allows the contact to think about how he or she might help you before you speak in person. When calling networking contacts, you will at times have difficulty reaching the person whom you wish to speak with. Information on how to deal with voicemail and gatekeepers, and sample scripts of what to say are also included in the “Contacting hiring managers” section.

Regardless of what you plan to say, make sure you practise your planned script out loud. This includes practising what you will say if you get through to an answering machine instead of a person. If you do leave a message, make sure you leave your telephone number, and also state when you will try to contact the individual again.

So much of the meaning of your message is communicated by the way you speak over the phone, rather than by the actual words you use. Ensure that you are clear, succinct, confident, and enthusiastic; vary the tone and pitch of your voice. Also take note of habits that will distract the listener, such as verbal fillers (e.g., ummm, ahhh, like, you know). Are you using the fillers to give yourself time to think? Instead, be silent while you think. While it may seem odd to dress up for and smile during a phone call, doing both is likely to help you project a more positive attitude.

Initially you may find using the telephone intimidating, and the person you are speaking with may sense your lack of confidence. Preparation is key. The words you say (the script) will need to be well thought out. Clearly identify yourself and your reason for calling, and refer to the letter you recently sent. Reiterate your desire to obtain assistance with your job search, and ask for twenty to thirty minutes of your contact’s time to meet with you. Be prepared with your networking interview questions in the event that the contact invites you to ask your questions over the phone rather than in person. If a contact states that he or she does not have time to answer any questions, acknowledge how busy the person is, and then ask if there might be another time to speak and/or if there are any other people you might contact. Regardless of the outcome, be sure to say thank you for the contact’s time and information.

When you are successful in arranging a meeting, treat the meeting as you would a formal interview: in addition to obtaining valuable information for your job search, you also want to make a favourable impression since this person may, at some point, be in a position to refer you for a job opening. Dress and conduct yourself professionally. When you arrive, introduce yourself and establish rapport. Explain the purpose and agenda honestly (i.e., looking for job search information, advice, and referrals). It is also a good idea to refresh the contact’s memory regarding your background and experience, and then to share information and ask questions based on your research. Here are some sample questions:

1. What is your advice about looking for work in this field?
2. What do you think of my résumé? Do you have any suggestions for improving it?
3. What could I do to better promote my skills and experience?
4. Do you know of any organizations that might be interested in someone with my qualifications?
5. What other people might I speak to as I gather information? May I have permission to use your name? (Note: it is very important to obtain permission before mentioning a contact’s name to a new referral)
6. What groups/associations would you recommend that I join?
7. Would it be alright to contact you again in the future? When?

Try to get referrals; you might get two or three from a contact who has no hesitation in referring you. Listen carefully while your contacts speak. If they talk about a company or organization that seems promising, ask if they can suggest whom you could speak with there.

At the close of the meeting, thank your contact and mention how helpful the meeting has been. Within forty-eight hours of the meeting, send a typed or handwritten thank-you note, either via regular mail or email. Choosing the format will depend on your assessment of the contact’s preference (i.e., more or less formal). This letter should be brief and sincere, expressing appreciation for the meeting. Also include what you have done or plan to do as a result of the meeting. Doing so will reassure the contact that his or her time with you was well spent.

eNetworking is the process of locating, communicating, and maintaining relationships with virtual contacts using the power of the internet. It has many benefits. This method of networking is growing in popularity because it enables you to contact a greater number and diversity of people than you might normally meet through traditional networking. When planning your online networking strategy, keep older technologies in mind, including message boards and listservs. While some employers have not embraced Facebook, blogging and other social media, they may well participate in more traditional online networking venues.

Both newer and older technologies are efficient and inexpensive means of communication and a fast and easy way to discover industry/company information, labour market trends, and career opportunities. Many job seekers find networking online far less intimidating than in-person networking and enjoy the flexibility of being able to network at any time. Furthermore, people who have joined an online networking group have done so voluntarily, so you know they are receptive to networking. eNetworking is one way to build your network of contacts when your schedule does not permit much time for in-person networking activities. Going online may be a comfortable way to begin the process of introducing yourself and generating new leads on an ongoing basis. However, eNetworking should never replace in-person networking, the most effective job search method; use eNetworking to augment your current job search efforts.

Although there are many benefits to this type of networking, there are also some negative aspects. Electronic communication is less intimate than telephone or face-to-face communication: it is impossible to read subtle, non-verbal aspects of electronic communications. What you write could also be read by people other than the intended recipient(s). In addition, the contact with whom you are communicating may not be honestly representing him or herself.

Online discussions enable people to enter conversations about agreed-upon topics. Questions and comments may be sent to participants through regular email or posted onto an online message board so you can browse through all the current and past threads of discussion. Unlike email groups and message boards, chat lines are live, so you have to be on your computer at the same time as everyone else. As in regular networking, the goal is to build reciprocal relationships. Be sure to contribute to the discussion not just to ask for assistance from others.

Many professional associations host discussions on their websites. Some online groups will also organize face-to-face networking meetings or professional development seminars. Take advantage of the opportunity to meet in person those contacts with whom you already have a strong virtual relationship and to make new contacts.

Remember to follow up with anyone you network with. When you are given a referral, be sure you follow up promptly, or you will disappoint two people: the person who gave the name and the person who is waiting for your call. Thank-you letters/emails are very important. Take the opportunity to thank everyone who helped you. Communication should be brief and sincere. You may handwrite the note if you feel that you now know the person fairly well. If you have received a contact name, industry information, and/or good tips on changing your résumé, be sure to explain how this information is/will be of benefit. You may wish to indicate in your note that you will forward your revised résumé soon. Try to incorporate at least one of the contact’s suggestions. Send your résumé as a follow up rather than with the letter so that it does not detract from the sincerity of the thank you. And, another mailing will serve to remind them of you!

Upon accepting a job, contact those in your network who assisted you and/or are referring you to others. They need to know to stop searching on your behalf.