Rita Ashley, Career Coach. Field tested advice for executives.

NETWORKING FOR $100,000+ JOBS isn’t easy, but it is simple.

Networking, a simple word that pierces even the bravest executive’s confidence. Networking is not easy, takes guts, persistence and is the best way to discover leads for a new job and create your personal champions. If you are in job search mode, networking for $100,000+ jobs is even harder because the keepers of the gates are elusive, hidden and sometimes, harsh.

Start simple: Call someone. Maybe it is your last boss or best buddy at your last job. After the chit chat and niceties, here’s what you can say: “Larry, I am looking for a new job. Here’s how you can help. I would like introductions to three people you suspect can direct me to where the jobs are.”

Too obvious? Let’s drill down and ask for something more specific. Do some research. Sure you know Larry, but do you know who Larry knows? That’s what Linkedin and Facebook are for. Use the Internet. Find out who he knows that you want to meet. Then ask: “Larry, I am looking for a new job as a Director of Marketing. I believe Craig Ferguson with whom you worked at Acme Trading may be able to point me in the right direction. Would you introduce me?”

Want Larry to figure out others who can help? Point him in the right direction: “I would like an introduction to Craig Ferguson because he serves on the Board for the kind of company I’d like to work for. The wireless industry really appeals to me. Are there others like Craig you could introduce me to?”

I WANT MY CONTACTS TO SAY THE RIGHT THING.

You asked for an introduction. Do you want to rely on Larry’s clumsy, “Craig, I want to introduce you to David. He’s looking for a job and thought you could help,”? Since an introduction is the gold key to the successful job search, give Larry what he needs to make an introduction that makes Craig start thinking of how he can help before he even meets you.

Tell Larry you will write the introduction for him to make things easier for him-to simplify. Now get your Elevator Pitch in gear. “Craig, I’d like to introduce you to David who worked with me at Arcane. He is a Marketing Pro with such strong skills in SEO and Internet marketing that we went from a new site to 70% click through in less than six months. He’s looking for a wireless company in need of his talents, perhaps you can talk to him. Here’s his contact information.”

I DON’T KNOW WHO I WANT TO TALK TO.

Start at the beginning. What kind of job do you want? Who do you know that has the kind of job you want? Start a list. Now research the individual’s former employers. Anyone there you want to meet?

Still not sure you know anyone? Research your preferred industry and decide which companies are your best targets. Find the name of the person who has the same type of job you want to land. There’s a good chance recruiters have been calling her and she has a few ideas of where there are openings. Give her a call.

Hard to pick up the phone to call a stranger? Of course it is. Do you want a job? Then bite the bullet and do it. The worst that can happen is that stranger will not take your call or be dismissive. It is a stranger, what do you care? Hang up the phone and remind yourself of all the people who love and enjoy you. Then get back on the phone and call someone else.

Best case, the stranger will be understanding and eager to help. Prepare for the worst but applaud the best. The trick to making this call work is you deliver a brief and very concise message. Since it is a hard call to make, create a script and print it in very large font so even under stress, you can read and come across confident. You might say, “My name is Rick Stevens, and like you, I am a Marketing Professional. I am in the midst of a job search and I am contacting you in hopes you can refer me to recruiters and others who have contacted you lately about job opportunities in which you were not interested.”

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