The key to networking: knowing how to 'read' a person makes networking easier

Black Enterprise, March, 1996 by Iris Randall

Many job hunters believe that the best way to find a job is to send their resume to as many people as possible. However, latest findings indicate that only one person in 1,500 will actually find a job by mailing resume.

Since not all people are the same, you cannot approach all possible network connections in the same way. Networking is really about communicating. One of the easiest and most overlooked ways to network (or communicate) successfully is to understand people by becoming "people smart." Become more observant and then mirror people when you talk to them. All you need to do is watch a person and then determine if the behavior you are observing is that of a "Director," an "Influencer," a "Steadier" or a "Conscientious Thinker." Once you identify the behavior, you can then communicate with each one in his or her own style.

Directors tend to run their own companies and be on higher levels of an organization. Used to giving orders, they love to be in charge. Ask a Director, "What do you think about ... ?" They are always open to giving their opinion. Don't bore a Director with details. Be direct and tell him or her exactly what you're looking for. Directors appreciate candor and love challenges--one of which will be finding you a job. They love people who have initiative, so be sure to tell a Director what you can do for them.

Advertising agencies and sales companies are staffed with Influencers. They are people who love to talk and are constantly surrounded by others. They're fun to be with. They motivate others and they're opdmistic and enthusiastic. They are excellent resources because they know so many people and consider everyone they meet to be a friend. When you meet an influencer, "try to discover people you both know, and concentrate on similarities. Start your conversation with, "Do you know... ?" Directors are known to say, "I can do it." Influencers are inspirers and say, "I know you can do it."

The Steadier will be found doing just that-steadying the boat. They are wonderful team players: They don't make waves, and they're good at resolving conflict. They seek security. Help the Steadier "fix" something. Provide some solutions and then ask for help. Say something like, "I'm looking for a job in marketing, but I want to be sure I'm not violating company policy. What do you suggest?" Steadiers are counselors at heart and great caregivers. They can be found in teaching and nursing and will go out of their way to help you. They say, "We can do it." The Conscientious Thinker analyzes. They are usually engineers or information systems professionals and are logical and analytical. This person does not make decisions quickly, and he or she will want lots of information, usually in writing. You have to prove things to them. This is the one person you want to leave a resume with and then follow up with a phone call. Tell the Conscientious Thinker about your job search and say, "I would like to leave this information with you." When the Conscientious Thinker feels comfortable with you, he or she will say, "You can do it"--and recommend you.

Determining behavioral styles is a simple way to understand others, and it works. You will begin networking in a whole new way. In no time, you'll find that you're speaking a language that the person you are talking to understands. Soon, others will be eager to help you in your job search and, instead of conducting a one-person search, you will have a network helping you.

Iris Randall is a consultant, author, speaker and trainer with New Beginnings Management Consultants and Trainers in Danbury, Conn., and New York