Avoid the #1 "Conversation-Killing" Networking Question - PART 4: How to . . . Ask the 4 Target Questions

"Do you know of any job openings?" 
        If the answer is “NO,” it’ll be a short conversation.
“Do you know of any job openings?” is an ill-advised way to open a networking conversation.  In fact, it’s a “conversation killer!”

Parts 1, 2, and 3 of this 4-part Networking-HOW TO-series discussed the importance of communication skills and strategy, and some tips and techniques, for holding a productive networking conversation or meeting.  With that information digested and understood, it’s time to get to the heart of the matter:  How to get your contact talking and sharing information that is RELEVANT to your job search and critical to your success by asking the 4 Target Questions of an effective networking conversation.

The Art of Asking Good Questions
First a word about asking questions.  Good questions don’t just happen!  There is an art and strategy to asking good questions. 

Have you ever noticed how some conversationalists, interviewers, and sales people get people not only talking but sharing lots of information, while others barely eek out a 1 or 2-word answer?  Wonder why?  Well, one factor is planning the outcomes they desire and designing their questions to elicit those answers. 

Two types of questions:  Effective conversationalists know that asking open-ended questions draws people out.  You just can’t answer an open question with one or two words.  

• Open questions, beginning with words such as how, why, who, and what, generally can’t be answered in one or two words and produce more informative responses.   
• Closed questions are the opposite!  These questions yield short responses:  yes, no, names, and numbers.  They can be asked to confirm understanding or to provide specific information.  Illustrations of closed question include phrases such as: “Do you know . . ?, Can you do . . ?, Are you saying . . ?, etc.”  You get the idea.

So, to hold a networking conversation that produces information, design your questions to. . . .

1. Elicit information by asking open-ended questions,
2. Confirm understanding or get clarity by asking closed-ended questions, and
3. Equally importantly, get your networking contact thinking about you long after your conversation is over.  Then, when your network contact does come across a job lead that’s right for you, or meets a person who could be helpful to your search, he/she will think of you!

Ask open-ended questions that get the networking conversation flowing.

Ask about:   
Organizations or companies     People     Professional associations     "Headhunters"

Ask the 4 Target Questions
Remember the guideline . . .  Your networking contact should be talking about 60% of the time, in order for you to learn information that will assist you in finding your next job.  Strategically target your questions to uncover needs, opportunities, and more contacts.   Here are the key questions to ask:

Target Question 1: Are you aware of any good organizations I ought to look into?  What are they?  What do you know about them?
This gets your contact thinking about companies and other types of organizations which have impressed them.  If your contact is stuck, this would be a good time to pull out your Marketing Plan and show your plan to your contact.  The Plan often serves as a memory jogger and triggered ideas.
    Question 1 Variation:  Tell me about your organization. 
Begin with this question if the person your are talking with is employed.  It gets the conversation going and allows your contact to be immediately helpful.  
    Then follow-up with your question about additional organizations your contact thinks well of, if appropriate.  Caution: Skip asking about other organizations if there is a hot opportunity at your contact’s firm, and he or she is willing to refer, or even better champion you.  

Target Question 2: Are there people you know whom you think it would be good for me to talk with? Who are they? Please tell me a little about them. 
Receiving a referral to your networking contact’s contacts, is networking at its best.  You begin to meet people whom your contact believes can be helpful to you.  As contacts refer you to contacts, and they in turn refer you to their contacts, the multiplier effect occurs.  Talking with people to whom you are referred is the best route to finding opportunities on the hidden market, and to your next position.
    Importantly, in order to know how to proceed, clarify if your contact will make the referral, or if you can simply use the name of your contact in contacting the referral.  Clarify when they will make the contact so that you don’t jump the gun or step on any toes! 

Target Question 3: Are you aware of any good professional associations or groups that you have benefited from participating in and that might be helpful to me?  How did they benefit you?  What are they?
Professional associations provide a wealth of opportunities to a job seeker.

1. You meet people in companies in your profession with whom you can schedule meetings, or contact for information.  Give them a call the next day, and you’ll find they’ll take your call.
2. You hear the “who’s who’s” of your industry, the association meeting speakers, present topics that are relevant and timely to your profession, giving you additional information to discuss in interviews.  Striking up a conversation with the meeting speaker also adds another name to your list of network contacts whom you can call upon for networking assistance.

Target Question 4: Have you worked with any “headhunters” (executive search firms) or employment agencies that you found particularly effective?  What did you like about them?  Which ones do you suggest? 
While no one but you can or should be responsible for managing your career and your job search, headhunters and agencies are another avenue to employment.  Finding 1 or 2 whom you can effectively work with is simply taking advantage of another avenue to employment.

Caution: Don’t rely solely on the use of an executive search firm - headhunter - or employment agency to “find you your next position.”  That could take a long time if the headhunter does not have an opportunities for which you would be a potential fit.  However, the use of a firm to also identify opportunities, in addition to those you generate,  is a good strategy.

To Sum it All Up
Asking questions that draw your networking contact out, encouraging them to share information and refer you to others, will yield returns in leads to opportunities, and lead you to the door of your next position!
For additional information on marketing yourself and your capabilities, please refer to the many articles found under the Articles tabs of the AJC–Career Strategy website.
 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub

Avoid the #1 "Conversation-Killing" Networking Question - PART 3: How to . . . Active Listening Goes for the Gold

"Do you know of any job openings?" 
        If the answer is “NO,” it’ll be a short conversation.
 
“Do you know of any job openings?” is an ill-advised way to open a networking conversation.  In fact, it’s a “conversation killer!”
Parts 1 and 2 of this 4-part Networking-HOW TO-series discussed how to have a productive conversation by establishing a comfort level for the conversation, or meeting, and by offering a guideline for talking vs. listening in order to derive maximum benefit and information.  

Now, we’ll look at “listening” - actively listening as your networking contact answers key questions that can unearth needs and opportunities  -  like mining for nuggets of information that can turn into gold, or in your case, dollars in your pocket in the form of the salary of your next position.

How much should I be listening . . . ??
A word or two about listening . . . We’ve already established via the philosophy of AJC~~Career Strategy that finding a job is a sales process - you must sell yourself, and a networking conversation provides you the opportunity to sell yourself.  That’s 50% of the your job; however, the other 50% of your task is to learn what your networking contact knows relevant to you and your search.  That requires active listening.   Your job in a good networking conversation is to be likening about 60% of the time during the conversation or meeting.

You the job seeker listen about 60%  of the time while your  network contact talks. Obvious, right?  BUT that is too frequently NOT the case!  Something happens -  sometimes, due to nervousness, lack of clarity about our networking goal, or just plain poor listening skills, we find ourselves talking too, too much.  While it may result in selling oneself fairly well, what is lost is information from your contact  -- those  nuggets of information that can turn into leads into your next job opportunity. 

So, give your contact the opportunity to talk and actively listen to the responses.  If you don’t, the $$ cost  = lost information, lost opportunities.

What does it mean to actively listen? 
Recall some conversations you’ve had and observed.  If it seems like we tend to be poor listeners, you’re right.  Study after study shows our propensity is for talking, not listening.  Need proof? . . . Think of introductions you’ve experienced.  How often did you forget the person’s name as soon as you heard it?  Happens all the time.  Why?   Generally, those who study our language habits, say it’s because we are planning what we are going to say next.  While we want to be interesting talkers, in networking, it’s equally important to remember what we’re hearing. 

So, practice your listening skills.  Here are some tips:
(1) When you are being introduced to a new person, look them straight in the eye; after you hear their name repeat it aloud. 
(2) When you ask a question, look the person in the eye, paraphrase their response, and ask if your understanding is correct. 
(3) Nod your head, or say “I see, uh-huh, makes sense” as the other person talks.
(3) In a sit-down networking meeting, takes notes!  After your networking contact, or the person you are talking to, answers a question, either paraphrase (See Tip 2) or ask a follow-up question.
(4) Program yourself before any meeting to actively listen.  Tell yourself to “Ask your question, and then actively listen to the response- no mind wandering during the person’s response.”  Sales people often do this - I know I did - and the conversation is more focused, more fun for your contact, and more productive!

To sum it up . . .    
(1)  Active listening can short cut your information gathering process.  It keeps you focused, and moving forward instead of going back over information you’ve already covered but missed because of a wandering mind!

(2)  Active listening can also get you further . . .faster, when it comes to your job search.  Begin to think of those kernels of information that your contacts share as nuggets of gold.  Information about people, opportunities, and trends that can result in a better job . . . faster.  Nuggets that turn out to be golden - gold, or in this case, dollars in your pocket in the form of the salary of your next position.
So, give it a try!  Active listening will  improve your networking, and I’d wager, your communications overall!

For additional information on marketing yourself and your capabilities, please refer to the many articles found under the Articles tabs of the AJC–Career Strategy website.
 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub

Avoid the #1 "Conversation-Killing" Networking Question - PART 2: How to . . . Listen More -- Talk Less

Do you know of any job openings?  
        If the answer is “NO,” it’ll be a short conversation.
“Do you know of any job openings?” is an ill-advised way to open a networking conversation.  In fact, it’s a “conversation killer!”
Part 1 of this 4-part Networking-HOW TO-series explained why!  It also explained the make-up of a good 1-to-1 networking conversation that establishes a comfort level for both people.  But how much should you be talking?  This article delves a little further into the make-up a good conversation.

How much should I be talking . . ? ?
Your purpose in scheduling a networking conversation is to sell yourself, right?  Yes indeed!  You want your contact to think highly enough of you to suggest opportunities as well as introduce you into their network, in other words refer you to people they know. But remember that is only 50% of your task; you also want to learn what your networking contact knows about opportunities and potential opportunities.  You want to learn who he or she knows that could be helpful to you in your search.

Therefore, your conversation needs a balance - one person can't do all the talking or all the listening.  If that happens, you only accomplish 50% of your purpose - if that!

The Make-Up of a Good Conversation  -    A 40%  /  60%  Split
An effective and well balanced networking conversation  =  40% you and  60% them when it comes to talking.  A good conversation sounds like this:  You're talking about 40% of the time and listening the other 60%.
You, the job seeker talk about 40% of the time. This is SALES time.  This is the part of the conversation where you get to talk about you!  You explain your competencies.  You highlight key successes that attract the attention and possible admiration of your listener.  You plant the idea that if you could contribute to the success of previous employers, you can do it for future employers.  You can help them be successful by employing your skills.

You the job seeker listen about 60%  of the time while your  network contact talks. This is the other 50% of the purpose of your conversation or meeting.  Obvious, right?  BUT sometimes, due to nervousness or lack of clarity about our networking goal, we find ourselves talking too, too much.  The $$ cost $$ = lost opportunities, lost information.

So, plan your networking conversation or meeting strategically.  Think of the conversation as having 2 parts as described below:

Part 1:  Set the Stage   -  40% of your meeting
(1)  Small Talk!  In US business, we tend to open meetings with a little - not a lot, just a little - bit of rapport building.  Also referred to as small talk, an inquiry as to your contact's ease in locating the coffee shop you're meeting in, or a bit about the terrible or wonderful - as the case may be - weather gets the conversation started off on the right foot.  Remember, part of your job is to set a comfort level so that the conversation flows comfortably.

(2)  Schmooze!  Begin by telling your network contact why you requested to speak with them.  This is an opportunity to compliment the person about their knowledge of the industry, their reputation for being a leader or a fountain of information when it comes to their profession, a real “Who’s Who” when it comes to knowing “everybody who’s anybody” in the industry. . . you get the point.  A little “schmoozing,” as long as it is sincere, can work to your advantage!

(3) Remember time constraints.  Reinforce your commitment to your network contact that you requested only 20 or 30 minutes of their time.  Keep an eye on the time.  This shows that not only do you respect your contact's expertise but also their time.  When the agreed upon 20 or 30 minutes is up, call time.  Should your contact wish to continue talking, THAT's GREAT! and to your benefit.  But you have done your part in sticking to your agreement.

(4)  Now, utilize your "L"vator speech.  Tell your contact why your are on the market for new employment or an expanded role, and what you bring to the market.  This is, in fact, your “L”vator speech (Refer to my article Crafting Your "L"vator Speech found in the Resume and Marketing Tools articles.)  Note the circumstances that cause you to be looking for employment or, if you are still employed, why you are seeking a new opportunity.  Cite your area(s) of expertise that make you stand out!  Tailor your remarks per each conversation and grab the attention and gain the admiration of each contact you talk with.  Mention some relevant accomplishments and strengths.
Caution: Your goal in networking is to learn.  So set the stage, sell yourself, and STOP TALKING !

Part 2:  Ask Questions  -  60% of your meeting
The point is to get your networking contact to share information; he or she should be talking the most. A good guideline is that he or she should be doing at least 60% of the talking in your meeting!
Design your questions to. . . .
(1) Elicit information, and
(2) Learn about about these 4 Target Areas:  good organizations your contact is aware of; people your contact could refer you to; good professional associations or groups that could you could benefit from; and headhunters (executive search firms) or employment agencies that are effective.

Planning and preparing a good and productive networking conversation or meeting is not hard.  But, it does take some work - work that pays dividends down the road in the form of opportunities!

For additional information on marketing yourself and your capabilities, please refer to the many articles found under the Articles tabs of the AJC–Career Strategy website.
 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub

Avoid the #1 "Conversation-Killing" Networking Question - PART 1: How to . . .Set the Stage for a Good Conversation

Do you know of any job openings?  
        If the answer is “NO,” it’ll be a short conversation.
“Do you know of any job openings?” is an ill-advised way to open a networking conversation.  In fact, it’s a “conversation killer!”
Why can’t you ask this “conversation-killer” question? . . . Because if the answer is “No I don’t”, there’s little more to say.  It leaves your network contact with little to nothing to say TO HELP YOU - which is the point of the get-together - right?

Another approach. . .
Instead, open the conversation with an approach that leaves little doubt as to why you are meeting with your contact, and what you hope to gain by asking good open-ended questions.  And prepare your contact by telling him or her about your professional experience and capabilities and what you have to offer a new employer!

The Make-Up of a Good Conversation
Let’s take a step back and look at what makes for a good conversation, which also applies to any effective and productive networking conversation or meeting.

1.  A good balance of give and take -- Generally, a good, or productive, conversation can be described as one in which two people exchange information freely, and there’s a good balance of “give and take.”  In other words, the dialogue is free-flowing, with one party offering some information, asking questions, and the other party doing exactly the same thing.  There’s a balance and both people feel they are contributing as well as deriving benefit (or in the case of the job seeker future potential benefit).

2.  A good comfort level  --  A good, or productive, conversation is generally characterized by a “good comfort level” between the two parties.  The meeting requester, in this case the job seeker, has done his or her meeting pre-work to establish an initial comfort level.  The job seeker has prepared the networking contact by being clear about the purpose of the meeting, shared information about his or her own professional background and job search progress, and clarified what he or she hopes to get from the contact.

3.  There’s no such thing as a stupid question  --    Both feel comfortable to offer their knowledge, thoughts, and opinions without fear that the other party will belittle or not value the input.  Each also feels free to ask any kind of question, without fearing that they are asking the “stupid question.”

A Productive Networking Conversation Strategy
So, there you have it - how to establish the atmosphere in which to have an effective and productive networking conversation.  Now, if you can’t ask --  Do you know of any job openings?  --  what can you ask?  Here's an approach, a 2-fold strategy, to accomplish your purposes of selling yourself and learning from your contact.

Plan and prepare a 2-fold strategy:
(1)  Sell yourself.  Begin by telling your network contact about yourself:  Why you are on the market for new employment; this is, in effect, your “L”vator speech.  Then tell them why you requested to speak with them; this is an opportunity to compliment the person on their knowledge of the industry, their reputation for being a leader or a fountain of information when it comes to their profession, or a real “Who’s Who” when it comes to knowing “everybody who’s anybody” in the industry.  A little schmoozing can go a long way.

And, your objective is to sell yourself short- and long-term.  Get your networking contact thinking about you long after you conversation is over so that when your network contact does come across a job lead, or meets a person who could be helpful to your search, he/she will think of you!
.
(2)  Learn from your contact.  Plan to ask questions that draw your networking contact out.  Ask questions that get him or her talking, and sharing information.  Design your questions to . . . .
    - Elicit information, and
    - Learn about these 4 things:  good organizations your contact is aware of; people your contact could refer you to; good professional associations or groups that could you could benefit from; and headhunters (executive search firms) or employment agencies that are effective.

Remember, your purpose, in a 1-to-1 networking conversation or meeting, is 2-fold:  To gain the interest and support of your networking contact so that they think of how they can help you long after your conversation is over, as well as to learn what the other person knows that can be helpful to you in finding your next position or role.

Planning and preparing a good and productive networking conversation or meeting is not hard.  But, it does take some work - work that pays dividends down the road in the form of opportunities!
For additional information on marketing yourself and your capabilities, please refer to the many articles found under the Articles tabs of the AJC–Career Strategy website.
 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub

Networking: Do I have to?

Do I have to? . . . .  Yes you do if you want to find a better position in a shorter amount of time!

If you dread the idea of going up to strangers whose paths you cross and striking up a conversation, you are far from alone.  Many, if not most folks - if the truth were told - deplore the idea.  They’d prefer a root canal!

The"Hidden Market"
However, the truth also to be told is that many, if not most, job opportunities are found through networking. They are found on what we call the "Hidden Market."  These wonderful positions never see the light of an advertisement.  They are found through folks who work for a firm and know of needs or open jobs, or by talking to other folks who may know some folks who know of opportunities  . . .  You get the idea!

So, the choice is yours.  You can elect to find a position through sending out resumes and answering ads.  This choice can have you sitting at a computer, hours on end, applying for 100's if not 1000's of jobs that you find advertised on the "Open Market."  It is an avenue to a new job, but it is a choice that generally results in a long search. 

Networking speeds things up.
Or you can choose to network.  Networking speeds things up.  It’s just another avenue to facilitate your search.  So, still continue to look for positions to apply for on-line and in the paper.  Just add networking to your daily job search activity to uncover positions before they are openly advertised, or in many cases, never advertised at all.

So . . . Do you have to?  Well, while the choice is yours, the only obvious answer is. . .  Yes,  you really have to.  It just makes good sense: $$ and cents.  
For additional information on marketing yourself and your capabilities, please refer to the many articles found under the Articles tabs of the AJC–Career Strategy website.

 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub