Networking Questions for Now (and in the New Year)
Job search curious in 2021 with questions for your social circle and beyond
Networking is conversing.
We chat every day without thinking about it. It’s like breathing. But when you mention this method to job seekers, most panic, their stomachs knot and the sudden urge to run and hide overtakes them.
Don’t sprint to your hiding spot just yet. Networking is just engaging in a meaningful conversation and exchanging information. That’s it. With that said, Preparedness can go a long way.
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Instead of participating in an intentional dialogue, however, most job seekers fall in the common job board trap. It’s the hamster wheel of job search. It provides a flurry of activity (on the job seeker end) but doesn’t offer much traction.
Research shows that only 2-3% of people land work through job boards whereas 70-80% secure roles via referrals and networking. Play to the numbers in your search.
Easier said than done, isn’t it? Networking nerves are real. And sharing about your job search can feel vulnerable and scary. Once you choose to do it (albeit scared), preparation is a great way to relieve uneasiness and make the most of your conversations.
Networking starts here
Begin with people you know. Familiar faces are a great starting point to get your networking sea legs under you. Especially in the holiday season, your Christmas card list is a great place to start. From your kids’ soccer coach to college friends and past colleagues, your people are likely to know someone to introduce you to who can be an asset in your job search.
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Workplace ties, in particular, are 60% likely to hook you up to your next job according to a 2017 study by Ilana Gershon as described in this Harvard Business Review Article.
A great launching pad for conversation with people you know is a target company list. It’ll be the centerpiece of your conversation.
What is a target company list? I’m so glad you asked!
A target company list is a list of 30-40 employers (maybe more, maybe less) that you have an interest in working for. Please note this requires a bit of research and digging. Don’t stress out too much because the more you talk with people the more your list will evolve.
Friends, Acquaintances and Past Colleagues
People you know and who know you well. Ask questions about your target company list, like:
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What do you know (if anything) about these companies?
What organizations do you see me thriving in?
What employers do you think are missing based on what you know about my career goals?
What other organizations come to mind after taking a look at my list?
Do you know of any current (or former) employees that you can introduce me to?
Who else do you recommend I discuss my target list with? Can you make the introduction?
Your many networking meetings will eventually lead you to people who work (or have worked) in those target organizations. Coined insiders, these employees work in a target company, the department or even your role of interest. You can also reach out to an insider cold, but if you have a mutual connection start there first.
Your primary aim in these conversations is to learn more about the organization to see if you want to work there. And better yet, to best market yourself for the next opening by asking insightful questions.
Insiders
People who work for a company (or in a department and/or position) of interest. Questions to consider are:
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Personal Career History
How did your career path take you to this job with this company?
What do you love most about your work?
Role
What are the biggest rewards/challenges in your role?
How do you recommend I prepare to assume a role like yours?
What does a typical day look like?
What skills do you use most day-to-day?
What are the busiest seasons for your role?
What kinds of roles do you interface (or collaborate) with?
Department
Is it growing or shrinking?
What are the biggest issues facing the department?
What are the recent wins in the department?
How is the department respected within the rest of the organization?
Is it considered a cost center or a value add to the company?
Company
What is it like to work here?
What separates your organization from its competitors? Where do they lag?
What new products (or services) are they looking to offer in the future?
Your goal with insider conversations is to get to decision-makers (or gain a referral when the time comes) within organizations that interest you before there is an opening.
At this point from your discussions with familiar (and unfamiliar faces), you know a lot about the company. People hire who they like and trust.
So, your goal in connecting to decision-makers is to not only demonstrate that you are a solid candidate but your high interest in the organization. So when there is an opening, you are top of mind.
Decision-Makers
The people who make hiring decisions within your target organizations. Consider:
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What are the qualities of people who perform best in your organization?
What future direction do you see the company taking?
How has your organization grown or changed during COVID-19?
What are the gaps in your organization/department?
What factors are most impacting your business today?
What are the most pressing challenges you are facing?
Last but not least
Don’t forget to ask the most magical networking question at the end of most conversations: Who else should I talk to?
This one question will organically generate more people to chat with who understand your career goals and company interests. Not to mention, the possibility to gain an internal company champion or lead you to a decision-maker to land a job you love (that may not even be posted or exist yet)!
Sources: The Unwritten Rules of the Highly Effective Job Search by Orville Pierson (2006), Guerrilla Marketing For Job Hunters 3.0 by Jay Conrad Levinson & David E. Perry (2011) and Career Sherpa’s Networking is a Waste of Time - or Is It? by Hannah Morgan (2018).