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66.0% of senior-level professionals are uncomfortable with cold calling and networking.

 

Graham Management Group’s recent survey, OUTLOOK 2010: Competitive Career Intelligence for Six-Figure Canadians, found that 69.4% of senior-level professionals feel that they do not have adequate connections or exposure within their industry. Adding to the concern, a full two-thirds of those surveyed expressed that they are uncomfortable with cold calling and networking to create career opportunities.

If you’re in a job search now, you’re probably painstakingly applying to postings that are advertised in the open market. Consider the hours and hours you spend each day trying to find good jobs on the internet and in the papers. You customize your resume and cover letter and then e-mail your package off to recruiters – only to hear nothing back from anyone. Then, not to be stymied by the lack of response, I’ll bet that you utilize the very same strategy the next morning, and the next, only to net the very same results. Soon all you can unearth are the same old positions on the internet. What a frustrating process this must be! What if you knew how to break out of this cycle and could start to receive positive reinforcement right away?

There is a much more effective way to create opportunities. The most successful six-figure job seekers know that targeted networking is their competitive advantage. Contrary to popular opinion, they know that this kind of networking doesn’t require any more effort than they are already spending.

Most positions at the $100k+ salary range are not advertised. This is what we call the “hidden job market.” One way to tap into these hidden opportunities is to approach your current network. But aren’t you tired of well intentioned practitioners telling job seekers that networking is connecting with existing friends, neighbours, and colleagues? This is a very narrow approach to networking. If anyone in your immediate network knew about a good job, wouldn’t they have already told you about it?

Keeping your immediate network informed is a good strategy, but there is a better way to tackle the hidden job market – and it’s quite different from the traditional advice you’ve received. It also produces far better results, far more quickly.

If you really want to accelerate your job search, you must go outside your comfort zone. Target leaders and experts in your industry. If you form solid relationships with people who are “in the know” and who know the right people, you will exponentially expand your network.

If you make an effort to research and approach influential people, you are likely to learn more and gain more in your job search. More significantly, people who are connected can put in a good word for you. These types of referrals are much more meaningful, because hiring decision makers will greatly value the input of industry “heavy-hitters.”

Once you have researched the cream of the crop, pick up the phone. Start to make in-roads with them. Remember that true networking is “give and take” and you must focus on the “give” part. If you approach your new contacts with a “take” attitude, you might never get a chance to develop a strong sharing relationship. Learn what each new contact might need from you and make every effort to supply that. If you truly come from a position of generosity and helpfulness, your relationship will blossom into a friendship.

There are many ways to increase your exposure with powerful people. If you want to get closer to them, you can start by responding directly to articles, features, and blog posts that were written by them or about them. You’ll find that people are very grateful when someone takes the time to read and respond to them with good, useful information.

Another way to establish yourself and start targeted networking is to respond to influential people on industry forums and e-lists. Give them the best advice you have to resolve situations they are encountering. When you help people, they will naturally want to help you in return. Furthermore, you’ll develop your reputation as a leader in your area of expertise.

You can establish your presence in many ways. How about actively participating in your industry’s professional association? If you volunteer your talents, the association’s “inner circle” will gain a greater understanding and appreciation of your expertise.

As you develop your relationship, express your career objectives and value proposition clearly. You need to make it easy for your contacts to understand your value, and to introduce you to others in their network.

Don’t ever put yourself behind the eight ball again. Targeted networking is a lifelong process of developing relationships with the right people. It’s not a “quick fix,” but if you don’t start now, you might be in the very same position a year from now. There’s no time like the present. Once you start to see your new relationships blossom, you’ll wonder why you waited so long.

Learn the top three strategies to secure a $100k+ opportunity.

DOWNLOAD THE GMG COMPETITIVE INTELLIGENCE REPORT HERE:

http://www.grahammanagement.com/Outlook2010SurveyResults.xpg

Thank you for reading my blog! Please email me if you spot any errors in this post.