My personal notes on fixing myself.

Making contacts, marketing, and overcoming obstacles.

Chapter 12

Pursuing job-related networking

The image we project has to be one of experience, competence, interest, and involvement. People want to interact with those who are both interested in them and who’ll follow through on the promises they make. This means we have to present ourselves as serious about resource-sharing and demonstrate it consistently from exchange to exchange. When our contacts mention us to others as a possible contact, we don’t want there to be any reservations about our commitment to participate fully and appropriately.

Introducing ourselves to a potential contact is not enough to achieve our goals. We need to take it a step further. We need to indicate our desire to work on some particular activity or project and to get together on it. This is what creates the opportunity for promotion. If this conversation is occurring during a social gathering, which tend to be noisy and distracting, we can set a specific time and date or arrange to call later. After the gathering, it’s usually a good idea to send a follow-up note to those individuals with whom we’ve spoken we believe can be helpful. Reminding them of the circumstances of our meeting, we let them know that we enjoyed talking with them about a specific topic. We emphasize that we want to learn more about their areas of expertise or other resources. We need to know what they do, the subject and nature and details of what and how they do it, and then indicate our related interest. Then we need to tell them what we want to pursue in a relationship. Specificity is important.

Contacts need to be taken care of. We need to extend ourselves to the other person by going beyond what is expected in the simple exchange. In between exchanges our doing favors, such as sending articles of interest, or extending courtesies lets contacts know w’ere thinking about them and value them. in this way we keep live contact warm and rekindle cooling ones.

Giving them feedback is an important part of the care and feeding of contacts. When we receive a tip or help, we have to follow through with it in some fashion- not only do what the contact suggests but also report on the results. This may include preliminary, intermediate, and final results. Contacts expect feedback. They need to know that we value their time, effort, and advice enough to pursue their suggestions. Contacts want to know how useful any particular piece of information is.

After expressing gratitude to a contact, we should say words to the effect that “You’ve been helping me. Now what can I do for you?” This further acknowledges that was has been done on our behalf is perceived as helpful. Shifting the focus from our needs which are being met to theirs which haven’t gives a feeling of balance.

Follow the rule: If we do something good, three people will hear about it. If we do something bad, ten people will hear about it.


To make it more likely we’ll communicate what we want to potential contacts, we need to prepare a short description of ourselves, our relevant interests, and what information we’re seeking. Ex: The 30-second grabber, elevator speech, etc. Contact-making is an individualized approach. We have to tailor these strategies to our style and personality, while keeping the essence of the recommendation.


 rselves as a product that is apart from others requires our presenting ourselves in a way that clearly demonstrates what we can do for the customer, what benefits we can provide to the employer for hiring or promoting us. It’s important to bear in mind that we ourselves don’t buy from logic, we buy from emotion.




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This entry was posted on November 24, 2013 by .


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