The$Hidden$Job$
Market
80%$of#available#jobs#
are#NOT#advertised!
Network!
! You$get$jobs$by$talking$to$people!
! It$accounts$for$about$75%$of$jobs$obtained
! Employers$trust$their$employees,$friends,$and$
colleagues.$In$fact,$63%$of$hiring$managers$
will$hire$a$referral$before$hiring$a$nonCreferral
! Personal$referrals$reduce$the$cost$and$time$of$
open$hiring
! Referrals$account$for between$30C50%$of$all$
hires$in$the$U.S.
! Networking$is$an$essential$skill$for$career$
survival$$
What#are#your#honest#feelings#about#networking?
5$Ways$to$Network$Without$$
Feeling$“Fake”
1.$ Go$with$the$intention$of$being$helpful$and$gracious.$
2.$$Think$long$term$vs.$short$termC form$a$solid$relationship$first.
3.$$Ask$questions$that$will$start$an$open$dialogue$(hobbies,$interests,$favorite$
movies/books,$family,$etc)$so$you$can$get$to$know$the$person,$not$the$job$title.
4.$$Focus$on$learning,$gathering$information/knowledge.
5.$$Be$present$and$focus$on$the$person$you$are$talking$to.
What$is$networking,$really?
Networking$$is$the$development and$maintenance of$mutually/ valuable/
relationships
Networking$is$meeting$new$people$and$finding$common$ground
o Takes##time
o Requires#maintenance#– ‘Not#a#oneBtime#occurrence’
o Mutually# valuable#relationships# – Focus#is#not#‘me’# centered
Reasons$why$Networking$does$not$always$come$easy
o Fear
o Personality#Types
o Unfamiliar#Territory
o Getting#started
Getting$started:$
Identify$your$network
" Personal:$Family,$friends,$acquaintances,$ family$members$of$friends,$
service$providers,$religious$ties,$neighbors,$friends$of$your$family
" Professional:$Colleagues,$employees$in$other$organizations,$internship$
supervisors
" Educational:$Professors,$alumni,$TAs,$other$students,$department$
advisors
" Community:$Sorority/Fraternity,$campus$club,$service$groups,$
professional$organizations
" Superconnectors:$people$who$know$LOTS$of$people
A$Good$Handshake
• Fingers#together#with#the#thumb#up#and#open#
• Each#person's#web#of#skin#between#thumb#and#
forefingers#touches#the#other's
• Squeeze#firmly#but#not#too firmly
• Pump#once#or#twice#from#elbow
• Lasts#about#3#seconds
• Smile#and#make#eye#contact
• Say#your#first#and#last#name#clearly#and#slowly
Conversation$Starters
What#brought#you#here#today?
What#a#nice#venue.#Have#you#been#here#before?
Did#you#catch#the#game#last#night?
What#keeps#you#busy#outside#of#work/school?
Love#your#shoes!#Where#did#you#get#them?
How#long#have#you#been#a#member#of#this#
organization?
• Are#you#from#(insert#town)#or#did#you#have#to#travel#
today?
• Do#you#have#any#plans#for#the#summer/the#
holidays/labor#day,#the#weekend,#etc?##Did#you#do#
anything#fun#this#weekend?
• For#small#groups#already#talking#– Mind#if#I#join#in?#
•
•
•
•
•
•
The#Crazy#
Conversation#House
Conversation$Endings
• Diane,)I)have)to)head)out)right)now,)but)I)
really)enjoyed)learning)more)about)your)
work.)Could)I)get)your)contact)info)to)
schedule) a)time)for)us)to)finish)our)
conversation?
• It's)been)a)pleasure)to)talk)to)you)Dave.)I’m)
going)to))continue)to)mingle.)If)I)don't)run)
into)you)again)tonight,)I)wish)you)well.
LowFStress$Networking
LowFStress$Networking:
Volunteering
Embrace)consistency).)One)of)the)easiest)ways)to)build) your)network is)to)
show)up)to)the)same)place)consistently)each)week.)
Where$do$I$find$volunteer$opportunities?
•
•
•
•
•
•
•
Community#theaters,#museums,#and#monuments#
Libraries#or#senior#centers
Service#organizations#Bsuch#as#Rotary,#Lions
Social#service#and#health#service#agencies
Youth#organizations,#sports#teams,#and#afterBschool#programs#
Historical#restorations#and#national#parks
Places#of#worship#such#as#churches#or#synagogues
•
•
•
UCSC)Student)Volunteer)Center)Database
SC)Public)Library)Community)Information)Database
Volunteer)Match
Low$Stress$Networking
Professional)Associations’) Events
Search#online#“professional#associations#(job#title/industry)”#
Low$Stress$Networking
Professional)Associations’)Events
Opportunities)to)make)new)connections)without)having)to)directly)
focus)on)networking.
Attend$professional$development$activities$such$as:
•
•
•
•
•
•
•
•
Local,#regional,#&#national#conferences
RoundBtable#discussions
Mixers
Socials
Workshops
Webinars
Panels
Speakers
Tip:)Ask)staff)at)registration)desk)to)introduce)you)to)others
LowFStress$Networking:
Professional)Associations’)Events
“What$brought$you$here$today?”
“Did$you$have$to$travel$far$to$get$here$today?”
“How$long$have$you$been$a$member$of$(association)?”
Tips:
Keeping)up)with)current)events)and)business)trends)in)your)field)gives)you)a)
treasure)trove)to)draw)from)in)terms)of)conversational)topics.
Arrive)early.)It’s)much)easier)to)walk)into)a)room)and)say)hello)to)the)smaller)
group)of)other)early)birds)than)to)walk)into)a)room)full)of)strangers)already)
engaged)in)conversation.)
Find)a)line)and)get)in)it.))There)are)only)two)people)to)talk)with)– the)person)in)
front)and)person)behind)you.
LowFStress$Networking:
Informational)Interviews
Information#gathering#session#
In#person#or#by#phone/Skype
With#a#networking#contact
Designed#to#help#you#learn#more#about#their#
line#of#work#
• Provides#you#with#the#“insider"#point#of#view
•
•
•
•
Informational$Interviews:$Why?
•
•
•
•
•
•
•
Explore$careers$
Clarify$your$career$goals
Increase$your$knowledge$about$a$career$$
Learn$about$the$realities$of$a$specific$job
Learn$what$it$takes$to$get$there
Develop$valuable$contacts$in$that$field
Discover$employment$opportunities$that$are$not$advertised
“Who#do#you#know#that#knows#anything#about…..?”
Informational$Interviews:$How?$$
• Get$their$contact$information$
• Introduce$yourself$through$email
• If$by$phone,$ask$if$it’s$a$good$time$to$talk$once$you$introduce$
yourself
• Mention$how$you$were$put$in$touch$with$(or$found)$
this$person
• Provide$a$brief$synopsis$of$your$background
• Explain$why$you$are$seeking$an$informational$
interview
• Request$a$short$meeting$(phone$or$in$person).
• Propose$dates/times/locations.
Informational$Interviews:
How$to$Prepare
• Research#the#person,#company,#industry
(Good#websites#for#this#research#include#Glassdoor,#LinkedIn)
• Bring#your#resume#(just#in#case)#and#portfolio#to#
take#notes
• Be#prepared#to#talk#about#why#you’re#interested#
in#that#career/field
• Dress#to#impress
• Prepare#a#list#of#10B15#questions
Informational$Interviews:
Types$of$Questions
• Job#Search#Strategies
• Environment/Culture
• Benefits#and#
Challenges
• Advice
• Requirements#to#get#
into#the#Profession
• Nature#of#the#Profession
• Nature#of#the#
Company/Organization
• Preparation#for#the#field
• Lifestyle
• Career#
Future/Alternatives
Tips:&
•Don’t&ask&for&a&job!&
•Remember&that&this&is&one&person’s&opinion
•Get)your)next)referral)
•Send)a)thank)you)&)follow)up)with)updates
Easy$OnFCampus$Network$Building$
Opportunities
o
o
o
o
o
Over$150$orgs$at$UCSC!
Get$involved$within$your$affiliate$college
Get$involved$in$a$sport
Get$a$partFtime$job$or$volunteer$job$on$campus
Get$involved$with$a$resource$center
African#American#Resource#and#Cultural#Center#(AARC)
American#Indian#Resource#Center#(AIRC)
Asian#American/Pacific#Islander#Resource#Center#(AA/PIRC)
Chicano# Latino#Resource#Center#(El#Centro)
Lionel#Cantú LGBTQ#Center
Women's# Center
Tons)of)opportunities)for)leadership,)volunteerism,)coRcurricular) activities)
where)you)can)meet)people!)
For$the$Brave:
Actual$“Networking$Events”
Set#a#Goal:#Talk#to#at#least#(#)#new#people
Take#initiative#and#ask#for#a#card
Follow#the#80/20#rule#(listen#for#about#80%,#talk#about#20%)
Don’t#just#collect#cards.#Focus#on#making#one#or#two#strong#bonds#
with#the#new#people#you#meet.# Quality#vs.#Quantity
" Plan#&#practice#your#elevator#speech#
"
"
"
"
Elevator$Speech
The#Elevator#Speech#is#a#clear,#concise#
communication#that#describes#who#you#are,#
what#you#do#well#and#what#you#are#looking#to#
do#in#the#time#that#it#takes#to#ride#from#the#
bottom#to#the#top#of#a#building#in#an#elevator.
Elevator$Speech
WHEN$DO$YOU$USE$IT?
# At#a#career#fair
# In#a#cover#letter
# Social#/networking#events#
# At#an#interview#(“Tell#me#about#yourself.”)
# Professional#associations/#organizations#
# Meetings,#Conferences#(when#asked#to#introduce#yourself)
WHAT$TO$INCLUDE:
•
•
•
•
•
Who#are#you?# (Name,#class,#major)
What#are#your#interests/career#goals?
What#is#your#experience?
What#are#your#strengths/accomplishments?
What#are#you#seeking?##B A#question#or#request#for#assistance
Draft&your&elevator&speech
Practice&with&a&partner
WHAT$TO$INCLUDE:
Give&and&receive&feedback
•Who#are#you?##(Name,#class,#major)
•What#are#your#interests/career#goals?
•What#is#your#experience?
•What#are#your#
strengths/accomplishments?
•What#are#you#seeking?##B A#question# or#
request#for#assistance
For$the$Brave:
Actual$“Networking$Events”
The$Approach
•
•
Make#eye#contact,#smile,#approach#the#person,# extend#your#hand# and#
introduce# yourself.#Hello—I’m#(first#and#last#name).#Do#you#mind#if#I#join#
you?”#Then#begin# small#talk.
Groups# of#3B4#people# are#easier#to#approach#than#a#single# person#or##larger#
group.#
•
•
•
•
Notice#if#the#group#is#standing#in#a#“V#stance”#(open# posture)#versus# standing#close#
together#like#they’re#having#a#private#conversation.
The#“V#stance”#provides# a#natural#opening# in#the#group#that#makes#the#group#seem#
approachable#and#friendly.#
Shake#hands#with#everyone#in#the#group.#
If#you#are#sitting#when#someone# approaches#you,# show#respect#and#
interest#by#standing#when#greeting# them#and#shake#their#hand.
For$the$Brave:
Actual$“Networking$Events”
Conversation$Tips:
• Always#have#your#right#hand#free#(of#drink/plate#of#food)
• To#keep#the#conversation#going,#followBup#with#a#question#
based#on#the#information#you#just#heard#
• Use#your#setting/surroundings#for#ideas#to#reinvigorate#a#
dying#conversation
• Listen#carefully#for#the#other#person’s#name#and#use#it#in#
conversation
• Stick#to#neutral#subjects#and#stay#upbeat
• If#someone#hands#you#a#business#card,#accept#it#as#a#gift.#
• Be#sure#to#follow#up!#
Following$Up$is$Essential!
•
If#you’re#not#following#up,#you’re#not#networking!#But#don’t#rush#
relationships.#Trust#takes#time.
•
Create#a#schedule#for#keeping#in#touch#
•
Ask#what#the#best#way#to#keep#in#touch#is#for#that#person.#The#frequency#
and#depth#of#your#interactions#depends#on#the#strength#of#the#
relationship.#
Ways$to$STAY$CONNECTED$$
•
•
•
•
•
•
•
•
•
•
Your$contact$info$has$changed$(update)
They$got$a$new$job/promotion$(congrats!)
Their$company$was$in$the$news$
To$see$if$they’re$going$to$an$upcoming$event
Saw$this$(video,$article,$etc)$and$thought$of$you
“Thought$of$you$the$other$day$when….”
Follow$them$on$Facebook/Twitter/LinkedIn
Invite$them$out$to$coffee$or$lunch$now$and$then$$
Follow$up$with$your$status$on$contact$provided
Send$holiday/birthday$greetings
The$Cardinal$Rule$of$Networking
• Think#of#networking#like#a#bank#account—you#have#to#make#
deposits#and#strengthen#social#capital#before#making#a#
withdrawal.
• The#cardinal#rule#of#successful#networking:#Give#before#you#can#
get.#If#you#ask#for#a#favor#before#you’ve#established#a#
relationship,#then#you#are#destroying#the#opportunity#to#cultivate#
one.
• You#have#more#to#offer than#you#realize:#
•
•
•
•
write)an)article)or)blog)post)about)them
share)their)project)with)your)community
offer)to)spread)their)message)through)your)own)social)media
think)about)who)you)could)connect)them)with)to)benefit)their)goals
• If#it#turns#out#you#can’t#be that helpful,#the#gesture#alone#will#
stand#out.
Etiquette
•
•
•
•
•
•
•
•
•
•
Thank#everyone#who#helps#you#or#provides#you#with#leads.#
Follow#through#on#your#promises.#
Get#an#OK#before#you#use#a#person's#name#as#a#referral#to#get#to#
someone#else.#
Be#genuinely#interested#in#the#other#person#and#encourage#them#to#
talk#about#themselves.
Don’t#monopolize#any#one#person’s#time. (10B15#minutes)
Extend#your)hand)first.
Name#tags#go#on#your#right#side
During#events#Blet#the#host#know#you’re#leaving
Include#others.#Make#introductions,#welcome#the#person,#make#a#
comment#or#ask#a#question#to#engage#the#person#in#your#
conversation.
When#you#contact#someone#through#a#referral#and#the#person#does#
not#respond#to#you#after#two#followBups,#do#not#pester#them.#