Let’s cut to the chase:  The best way to find a job that’s a match or has potential for being one is to network. Seventy-five percent of available jobs are found in the ‘hidden market’. Spend seventy-five percent of your time looking for them there.

Does that mean employers don’t advertise their openings? They do when they must but most would rather hire people they know personally or prospects referred by people they know. Most employers would rather save time and money by networking for candidates rather than going through the laborious and expensive process of scanning resumes, fielding and returning calls, setting up phone screens and formal interviews. When they can identify someone through referral they can fast track the hiring process

Then why should you respond to newspaper and on-line job postings?

They represent about twenty-five percent of what’s available so they’re worth about twenty-five percent of your time and effort.

What is networking?

Networking is an exchange of information that takes place between job seekers and those who potentially know where the jobs are. Networking is a contact sport. You call people you know personally and have a shared interest, who know people with whom they have a shared interest, who would be open to talking to you about who they know who might know where there’s a job for someone who does what you do.

That’s right, you’re going in circles.

To intersect with opportunities that are right for you, multiply your circle of contacts and you’ll reach the greatest number of people in the shortest period of time.

Why would they talk to you?

Because they have something in common with you. People recommend people they know and they typically like people with whom they share an interest. That interest could be opera or fly fishing; comedy or carpentry; dancing, diving, biking and hiking. That commonality invites trust and trust opens the door to opportunity.

What should you say?

Tell the truth. Keep it simple; be straightforward. Say you’re looking for a job. Describe what you do (in 10 seconds or less) and why it matters (in 10 seconds or less). Because you have something in common with the people you’re talking to, they’re willing to help. So ask their advice and brainstorm with them about who you should talk to, to find a good match.

What should you do?

Be quiet so they can do ask you some questions and make some suggestions. Be interested in their opinion and keep the conversation going. If the timing’s right, ask for names of people you can contact who can get you closer to your goal.

How should you act?

Focused, upbeat, optimistic, forward looking and appreciative of the person’s time and interest. You’ll get referrals if you’re flexible and easy to get along with; if you can communicate what you want and demonstrate how you make a difference; if you’re self aware and comfortable with who you are. Model those behaviors when network, interview, when you do your job, and live your life, and you’ll get closer to where you want to go.

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Yes! You may use this article by Executive and Career Coach, Joyce Richman, in your blog, article in your blog, newsletter or website as long as you include the following bio box:

Joyce Richman (www.joycerichman.com) has been specializing in executive and career coaching since she started her own practice in 1982. She works in a variety of environments including: higher education, manufacturing, sales, marketing, media, technology, pharmaceuticals, medicine, banking and finance, service, IT, and non-profit sectors. A member of the adjunct faculty at the Center for Creative Leadership, Joyce is certified to administer a number of feedback and psychological instruments. Joyce is a weekly guest on WFMY-TV and the career columnist for The Greensboro News & Record. She is the author of Roads, Routes and Ruts: A Guidebook to Career Success and co-author of Getting Your Kid Out of the House and Into a Job. A popular speaker, Richman conducts seminars and workshops throughout the United States, Canada and Europe. Her coaching profile can be found at TheCoachingAssociation.com.