The Art of the Networking Letter

The Art of the Networking Letter
by Alesia Benedict

Today's job search can seem impersonal - just email, computer databases, job boards, and technology. But these are just the tools to reach an end goal that has not changed. That goal is to connect people and jobs. Companies spend a great deal of money on hiring, about $6000 per hire (Challenger, Gray and Christmas, 2005). It's not surprising that employers prefer to hire from within (internal hires) or from referrals (employee or vendor recommendation); candidates hired are often more suitable to the position and company culture, and the process saves money.

Despite the prevalence of technology, job seekers need to leverage the advantage that good old-fashioned networking brings to the job search. This places you in that coveted referral spot. It's imperative that when seeking a new job, you ask around for leads, connections, and information, as a combination of efforts produce the best results.

In addition to a stellar resume and cover letter, your job search toolkit should contain a good networking letter. Many job seekers think a networking letter is simply a cover letter in which the first sentence drops a name of someone whom the reader may, or may not know. That's not a networking letter! A networking letter is designed to make a connection somehow, and ask for information, ask for a further connection, instigate a call to action, or establish a rapport. The networking letter will also contain information that the reader needs to know about your goals or about your qualifications, but it is not as extensive as a cover letter to a hiring manager would be.

Let's look at the following networking letter.

Dear Robert,
It was great to see you at the IEEE meeting on Tuesday evening. I enjoyed not only your talk on heat sink technology but also catching up on news out of Intel. Once the weather turns, we'll have to start up our monthly golf games again.

You mentioned in our conversation at dinner that your department had been doing some work with Apple on some new innovations. While I've been happy working here at EA and have been able to be a part of some pretty significant accomplishments for the company, the continued far-reaching outlook at Apple for new horizons intrigues me. They are known, of course, to have the best graphics in the industry, and I'd like to find out more about what they foresee for the next five years concerning resolution and speed. I would like an opportunity to talk with someone at Apple about how my background and skills with EA could fit into their plans.

I'm hoping you can help. My goal is to meet with the head of research and development for graphics at Apple to get a better understanding of their direction and where I might be able to fit into their program. The work I've done in high definition pixilation may well be a skill set they are seeking and I'd like to explore that opportunity. I would appreciate a contact or introduction to your point of contact at Apple in interest of achieving my goal.

I'm attaching my resume but what I'm truly seeking is a telephone conversation with your contact or a decision-maker in the Apple R&D department. I'll be back in touch with you by next Tuesday, by email, in hope that you can help me with this connection. I greatly appreciate your help and assistance. Give my regards to Jenna!

Sincerely,
Grant Hughes

This networking letter does many things. First of all, it establishes the connection between the sender and receiver. It gives a context for the relationship and refreshes the memory of the reader regarding the sender.

Next, the letter references a conversation the two people had that leads to the reason behind the correspondence. The job seeker lets it be known that he is passively (and possibly confidentially) exploring the market and that he recognizes the recipient's connection into one of the industry's leading companies. At the end of the second paragraph, the job seeker states his goal - what assistance he is seeking by saying he is looking for a connection into the company.

The third paragraph refines that goal to a meeting with the head of research and development for graphics. He supports this goal with a brief synopsis of the experience he has that would qualify him for that type of work with the target company. He finishes the paragraph with a direct call to action from the reader. He doesn't hint or beat around the bush - he asks specifically for an introduction or an "in" to the company.

The final paragraph provides a reference to the job seeker's attached resume but emphasizes that the true goal is a more personal connection - a telephone conversation. He is specific about when and how he will be back in touch with the reader and then closes with warm gratitude and a greeting to the reader's wife to reemphasize the personal connection. You can see clearly that this is not simply a traditional cover letter with a name dropped in the first sentence. While in this case, a resume was included, this letter could just as easily have been sent without a resume since it's not relying on the resume to make the connection, but rather the person. A good networking letter makes a personal connection while asking for a specific call to action from the reader. It gives a brief overview of qualifications of the job seeker and is specific about how the job seeker will be back in touch with the reader. It is all personal and conversational while still being professional
in nature.

The more our world relies on technology as tools, the more important it becomes to make your job search personal and strive for connections. Technology is helpful in streamlining the process but networking is one of the most valuable tools job seekers have and, without a doubt, the most neglected. Revitalize your job search today with great networking letters and personal connections.


[Source: Alesia Benedict is the Executive Director GetInterviews.com. She's also been cited by Jist Publications as one of the "best resume writers in North America" and quoted as a career expert in The Wall Street Journal and the Chicago Tribune.]