Practiced Networking: Finding the Best Candidates (and Clients and Customers)

Over the course of my sales and recruiting career, I have seen many things, heard many stories, and have had many mentors talk about their variation of success and how it was achieved. When one looks at a measure of performance, attained (and surpassed) goals, and recognized achievements, I have seen a constant theme in all success stories that have enabled many to fly to heights unimagined: networking.

Truth be told, the old adage of "It’s who you know" is the principle foundation for locating, identifying, and evaluating top talent and developing key relationships with important clients. Something as simple as "Who do you know…" can start you on the circuitous path of six degrees of separation, whose end may yield unexpected, incredible results.

Sure, something so simple and so well known must be done everyday by everyone, right? But when was the last time you hung up the phone only to have thoughts and ideas develop regarding what could have been because of the forgetfulness brought on by the rush and speed of our everyday lives? Consistency, regimen, and focused events are only as good as each time they are remembered, and bad habits, although easily developed are hard to break.

Because of the nature of my specialty, I have developed and designed clear, concise, but most importantly, practiced catch phrases that I have incorporated into my everyday conversations. I also look for uncommon vehicles of advantage and introduction, for ways to find the rarity that is the top performer and the elusive decision maker. Again, it’s not just the reminder to ask for the business that gets you in, but the delivery with smooth, nonchalant, practiced ease that does the trick.

For example, "Do you have any other departments with openings" as a lead in may be too direct and aggressive. With a little tweak and focused needs assessment of my goal in mind transforms into "I’d like an opportunity to continue assisting your firm by becoming a resource for your colleagues with any hiring needs."

"Do you know anyone with similar skills that you can refer?" sounds innocuous enough, but it coincidentally may be misconstrued as a passing over of the candidate you are speaking to. No one is less helpful than a pride challenged candidate, especially if there is a current opening. "We are always looking for top talent like yourself and would appreciate the ability to assist anyone you recommend," still gets the point across, but not at the expense of ego, feelings, or shortcomings.

After you have developed and practiced, it is then time to start looking for ways of undertaking your search, be it for candidates, clients, or customers. There is no better way to search for new contacts further than your own, internal information. Current candidates, clients, and customers are your best, first bet, in that you have already in place a developed relationship that you can build upon. Even an interviewing, potential candidate can yield success; through a reference check of former employers a path to a previously unknown or unavailable high-ranking decision maker develops.

After an internal review, and looking to build up the best return on investment, many have turned to the Internet as a cost effective, and productive alternative to cold calling, list purchasing, and advertisements. Setting goals for attainment and achievement are integral when doing this because without parameters and vision, you could be endlessly scrolling and searching for that “big hit” in hopeless fashion. I have found success with client websites as a source for information, national professional organizations, and the many, many features on CollectionIndustry.com, including the informative articles, events planner, posting boards, etc. By finding others with a similar goal or industry need, you can develop key relationships with others in the same position, with the same issues, ready to lend a hand…or give a name.

My concluding summary is simple: There are others out there, including your competition, who are vying just as hard as you are for the ultimate prize: Success. A little foresight, planning, practice, and determination coupled with some smart work will go a long way to achieving that ultimate prize. Each day I start by reviewing my goals and networking catch phrases, but I always find myself staring at the quote above my monitor. Some people dream of success…. I wake up each morning focused to work hard and achieve it. So can you.