The old saying goes, “It’s not what you know, but who you know.” What the adage doesn’t include, however, is the important part about how to work the contact! Expanding your network is only one part of the relationship building process. Step two, the art of the follow up, entails finesse and tact.
According to Heather Krasna author of Jobs That Matter: Find a Stable, Fulfilling Career in Public Service follow up is essential for job search success because without it, it’s difficult to differentiate yourself from the competition in this challenging market. “A follow up is a phone call, e-mail, or LinkedIn message to a person at an organization where you have applied for a job — preferably a person who is on the hiring committee or has a connection to someone on the committee,” Krasna says. “The purpose is to express additional interest in the position and to gather more information about what the hiring manager is looking for.”
The key, she says, involves requesting an informational interview and then maintaining contact after the initial meeting. Her advice? Krasna recommends that you “follow up a few weeks after that with just some general updates or to ask how they are, and/or to send them information they might find useful.”
On the Career Front
Following up isn’t only important when you’re job hunting. Patti DeNucci, a business networking and referral expert, speaker and author of The Intentional Networker: Attracting Powerful Relationships, Referrals & Results in Business, says it’s about cultivating the time and space where relationships can grow and flourish, job opening or not. DeNucci knows the customary scenarios all too well “Say you met someone at a networking event. Someone introduced you, you sat next to each other or you met during a coffee break, a meal or happy hour. You had a pleasant conversation, you liked or ‘got’ each other and you exchanged cards.” After the event she mentions it’s wise to follow up by phone, e-mail or even via social media. “Within a few days is best, but I say better late than never,” she points out.
Right vs. Wrong
Considering that follow up is a quintessential part of relationship building, there are indeed right and wrong ways to go about it. For starters, DeNucci emphasizes the non-aggressive approach that avoids a heavy sales pitch which is a major turn-off. What is too aggressive? “Adding the person to your subscription list for your e-newsletter, blog or program without their permission,” DeNucci says. “I really hate this! It’s usually an automatic ‘unsubscribe’ for me.”
Instead, she recommends sending a brief but gracious handwritten note (yes, via snail mail) or even an e-mail or voicemail reiterating how much you enjoyed meeting the person. “Be sure to thank them for anything they did to make you feel good or anything they may have offered to you,” DeNucci says. “It’s totally okay to invite them to stay in touch or call on you if you can be of service to them in the future.”
But buyers beware: everyone you meet may not be open to your efforts. “An invitation to coffee or lunch can be a welcomed invitation after you meet someone,” DeNucci says. “Or it may put undue pressure on the other person if they are very busy or not ready to meet one-on-one with you”
Although the key is to not take rejection personally it’s important to always be gracious, respectful and ask how you may help them as well. “Most effective follow ups show enthusiasm, interest and appreciation for the other person’s time,” Krasna notes. Even if the new contact declines your offer, keep in mind that it’s a courtship.
Relationships can yield results not only for your job search but your overall career. “Relationships require careful attention and maintenance,” DeNucci says. Which brings to mind another old saying “You reap what you sew.” But with networking and follow up be sure to “sow” carefully!
For more information about the art of the follow up visit:
BusinessNetworking.com
TheLadders.com
Vicki Salemi is an author, public speaker, and recruiter with 15 years of corporate experience. She’s the author of Big Career in the Big City and is also a global freelance journalist the past 14 years covering careers, entertainment and lifestyle. Learn more info on VickiSalemi.com and follow her on Twitter @VickiSalemi