This past September I was the guest speaker at the JETS Schmoozers job group in West Hartford, Connecticut. This is one of my favorite job networking groups to speak at because the people are so spirited and their leader Judy Rosenthal is one of my dearest networking friends.

At this event, I shared 20 of my networking tips and then tasked the group to solve networking challenges that they might face during a job search. I wrote nine different hypothetical scenarios. We then broke the 100 people into smaller groups to work the problem as my engineering father is fond of saying.

In this 3-part series, I will share answers and insights into these networking challenges. I hope they help you find the courage and path to reach your networking goals despite the inevitable obstacles.

 Challenge #1:

Q: You’ve just learned that a key person is going to be attending an upcoming networking event. Your job search goals could be greatly advanced if you could build a relationships with this decision maker. How can you make this happen?

A: Preparation is the key. Facilitated introduction will also help you achieve this goal.

• Before the event: research on-line everything you can find out about this person. Check out their Linkedin profile; read any articles that they may have written or contributed to. What groups, associations and non-profit boards do they serve on. Research your own network to find out who might know this key person. Ask someone in your Linkedin network for a warm introduction through Linkedin. Contact the host of the networking event and ask if they’d be willing to introduce you to this key player at the event. Otherwise, find someone else who will be at this event who’d be willing to personally introduce you.
• At the event: dress for success and be ready to talk business. Show up early. Don’t get hung up on the food or drink. Have your business card on you. Don’t bring your resume (way too early). Have a short conversation and ask good questions. Listen more than talk. Ask for permission to follow-up after the event. Get their business card. Note down key information that was shared during your short conversation. These notes will help you craft a meaningful and memorable follow-up.
• After the event: follow-up, follow-up, follow-up. Send them a Linkedin invitation with a personal message about meeting them at the event. Reference something from your conversation. Do this within 24 hours of the event. Then, send them something of real substance – like an article, a book or magazine – something that will advance their thinking or help them solve a problem that they are working on. Act like a consultant, not a job seeker. Start creating value for them right away. One last idea, find someone else in their close circle or network who might be able to mention your name within 2 weeks of the event. When people start to hear your name from multiple sources, it’s like the aligning of the stars. Something magical is bound to happen.

How would you solve challenge #1? Share your ideas with us on Facebook

Challenge #2

 Q: You hear from a trusted source that a mutual friend is not making the best first impression in networking and job interview situations. The negative feedback involves the person’s professional appearance and attitude. how would you go about coaching this person? What would you say?

A: Merely a packaging problem. This is a sensitive but simple problem to solve.

• You may be the world’s greatest product on the inside, but no one will notice if your packaging is dented, dusty and faded. Time to spruce up and polish your personal and professional appearance. A simple hair cut, coloring, shoe shine or tailoring of your clothes could be all that is needed to make you look presentable and right for the job.
• Okay, that’s really easy for me to write, but saying to someone live can be tricky. When giving feedback on personal appearance, approach the person in a non-threatening manner. Ask them how they think the interviews are going? Where do they think the opportunities is breaking down? Ask them to tell you about the corporate culture and dress code of the places they are interviewing? Ask them “do you feel like you would fit in?” “Do you look like you would fit in?” Then ask them “Are you open to some feedback?” Share with dignity (not judgement) what you have heard and what you are observing about their professional “packaging.”
• Give them simple ideas and resources (e.g., tailor, hair stylist, manicurist, image consultant, shoe repair store) to help them spruce up their professional appearance to help them make a great first impression. If possible, accompany them as they shop for new clothes, a new briefcase/portfolio or go an get a hair cut.
• Follow-up with them in a few days to see how they are doing. Reiterate your message of support and encouragement.

How would you solve challenge #2? Share your ideas with us on Facebook

Challenge #3

 Q: You’ve been trying to make an important new connection at a key company that you would love to work for. You’ve sent a few emails but have received no response. What should you do next?

A: Find another way in. Do not take non-response personally.

• Better communication. Everyone is crazy, busy these days and email can get overwhelming at times. Make sure your email has a compelling, relevant subject line and don’t put to many words or attachments in your e-correspondence. That creates more burden for the receiver.
• Other channels. Perhaps it’s time to use another communication channel to try to make the connection. Is it possible to make the connection via Linkedin? Find someone in your network who is already connected with them and request an introduction. Don’t just rely on the passive email approach, pick up the telephone and ask the mutual connection to help you with an introduction.
• Other people. Perhaps it’s time to make more connections at the company. There are many influencers to any given decision maker. Going direct is always nice, but there are many different ways to get in the door. Perhaps building a relationship with a trusted adviser of the decision maker? Getting to know the administrator or gatekeeper? Drop by and meet the lobby receptionist. Build rapport with him/her. Make your face familiar. Network with a peer level at the new company. Have lunch in their cafeteria.
• Other tactics. Request an informational interview (vs. asking for a job). Ask to interview them for an article/blog you are writing. Invite them to be a speaker at a future meeting you are hosting? Join a committee, board or charity that they are active on. Find someone in their inner circle who would be willing to introduce you. For example, if you are a member of a chamber of commerce, ask the executive director to make the introduction for you.

How would you solve challenge #3? Share your ideas with us on Facebook

Your Networking Goal for this Week

Start viewing networking barriers as simple challenges to be solved. Employ your creativity and persistence and tap into your network of people to help you figure out how to resolve the networking challenges that you are currently facing. Ask people for help in making the connections you need to make. Be open to constructive feedback, even if it is not what you want to hear (but maybe you need to). Where there’s a will, there’s a way. Be willing.

About the writer: Kathy McAfee is known as America’s Marketing Motivator and is the author of Networking Ahead for Business. She works with business leaders, corporate professionals and ambitious entrepreneurs to help them become the recognized leaders in their fields by mastering the art of high engagement presentations and more effective networking and personal marketing. Learn more at MarketingMotivator.net