One of my clients asked me for advice on how best to network at an upcoming tradeshow for a new job. She was unemployed, but thought the event would be a prime opportunity to get in front of some people and get her name out there. Rightly so! She went on to say that while she knew she should go, the whole thing was making her uncomfortable. “I don’t want to be walking around with a stack of resumes asking people if they are hiring.” My advice: Don’t take your resume and don’t ask for a job. Here is what I told her to do:
The Introduction – You aren’t going to be the only one working a tradeshow or networking event in hopes of finding a job. So, how do you differentiate? Don’t ask who is hiring. In introducing yourself, you are going to say who you “were” with – stating you are not working and implying you are looking. There is no need to go beyond that. If you are at a tradeshow, chances are the person you are talking to is ecstatic that they still have a job. So, shift the conversation to them. What presentations or speakers are they going to hear? What new products or solutions are they rolling out? Talk about anything other than your job search. If they are looking to hire, they will drive it to you.
The Give to Get – Do your homework BEFORE the event. Who are the speakers and presenters? What topics are they covering? Research an article that is timely and pertinent to anyone who would be interested in those speakers. When you are “introducing” yourself, bring up the article. When you find out they didn’t read it or haven’t seen it, offer to email them a copy. They will give you their information, you have just made a new contact and you have established yourself as someone in the “know.” Again, don’t ask who is hiring.
The Follow up – After the event, email those contact you have made with the link to the article you discussed. This is when you can ask them to help you network. If you are interested in their company specifically, ask to be introduced to a hiring manager how covers that area in which you want to work (not HR). Otherwise, try asking them this: “Would you introduce me to the top 3 people you hold in the highest regard in your industry?” These can be former/current peers or bosses. Ideally, steer away from asking about who is hiring – it pigeon holes your networking and can keep you from the 2nd or 3rd degree of separation that will be your next job.
Differentiation is the key to standing out in what is becoming a very crowded job market, but it’s not about having a new resume with some jazzed up font. You need to take advantage of every opportunity your showcase your subject matter expertise in your field. Having conversations like these demonstrates exactly why you have what they need. This is all part of creating demand in the brand you want them to buy: You.
As always – let me know what you think! Share your comments below about this blog and the topic.
