How to Master Networking As A Recruiter
With social media networking on the rise, a lot of recruiters have let traditional face-to-face networking slip. But let’s face it: you can only do so much relationship-building from behind a computer screen with a company logo acting as your online avatar. Tweeting about recruitment opportunities simply can’t create the same human bond as a great conversation at an event over a cup of coffee or a glass of wine.
Networking is about building human relationships- and sometimes, only a face-to-face conversation will do.
Why is networking so important for a recruiter?
By attending networking events and conducting yourself well, you will brand yourself as the recruiter of choice. Rationally, companies will always choose a recruiter that is familiar with their industry and has shown interest in it- one who knows the industry heavyweights and the rising stars, the trends and the challenges. By attending industry events, you are marking yourself out as the recruiter with inside knowledge. Networking well will bring you both quality clients and quality candidates, often opening up new markets and opportunities that you may not encounter sitting behind your desk.
We do business with people we know and like, not necessarily with those who offer us the cheapest deal. That’s why the human element of networking events is so dramatically important.
How to master networking
1. Sign yourself up to attend networking events, conferences and seminars around your specialist industries. If you have the time, offer your services at the event in some way- signing yourself up to speak at an event would be a great coup if you can manage it.
2. You don’t necessarily need to pinpoint a certain industry specifically- some of the more general networking events like ‘Young Professionals’, ‘Women in Business’, or wider industry bodies can actually offer spectacular opportunities , as it gives you a chance to break into new and unexpected markets and consolidate your reputation with anyone from your favoured industries who attends those events. Networking is about widening your circle, and some of the real magic happens when you attend more general events.
3. While networking, don’t go in for the hard sell. No-one on earth appreciates that. It’s blindingly obvious when you’re only listening to someone to find an opportunity to further your own cause. Make natural conversation and genuinely listen to the other person. Talking about sport or something interesting that you read can be just as important to creating a relationship as exchanging business cards.(We do business with those we like, remember?)
4. Don’t expect to do business and land a new client or candidate on the night. Networking doesn’t generally work like that- (although it can also deliver instant results). Networking is more long-term in nature; it’s about creating a rapport with someone who may later either use your services or recommend your services to someone else.
5. Don’t shower everyone in business cards like confetti, as in doing so they lose their value. A business card is for someone who you have had a real conversation with and want to continue it later. You really know you’re making progress when someone asks for your business card.
6. Follow up! If you cast your mind back to the last event you went to, you’ll probably instantly think of someone who you really meant to follow up with, but never got around to it. What a missed opportunity. As soon as you return from a networking event, email or call with follow-ups saying it was enjoyable meeting them and briefly outline any ideas you have for future collaboration. Again, don’t hard sell- it’s not the time or the place (if there ever is a time for it.)
Attending networking events is important. Attending them well is vital. So get out from behind your computer and expand your circle at networking events. You’ll be surprised at the difference it makes to your personal brand as a recruiter, and how it can deliver new clients and feed into your talent pipeline.
Until next time
Cheryl