Building professional contacts

If you’re finishing college or graduate school, there’s no time to waste when it comes to amassing professional contacts. Jobs are few and far between. However, the more people you know, the more likely you’ll be guided to the right position. Here are some rules for cultivating connections:

Pay attention to timing. Your target contact is on “work time”; you’re on “search time.” Give people an appropriate window in which to get back to you. It will probably take longer than you think.

Use both e-mail and telephone when trying to reach contacts. For ongoing communication, honor the style preferred by the people you approach. Some prefer e-mail, others prefer phone, and some still prefer the old-fashioned way: in person. Ask or figure it out, and shift your approach accordingly.

Alternate your method of follow-up. Call one time, e-mail a week or so later. This creates a feeling of staying in touch without feeling like a pressure tactic to your contact.

Always be cheerful and polite. When leaving messages or speaking with your target (or an assistant), make sure you’re courteous and pleasant, even if you’ve contacted them multiple times without success. Keep in mind that no one wants a guilt trip. If you come with an attitude, they really won’t want to help you.

Use the Rule of Four. As a general rule, if you don’t get a response after four tries over the course of a few months, move on. Caveat: Let this guideline be driven by how much you want or need this opportunity, because persistence often pays off. If you really want to speak to someone who does not respond to calls or e-mails, get more creative. Send something, like a gourmet treat or an interesting book.

Keep your options open. Even if you really want to reach a particular person or organization, don’t get fixated on one path. Often the “perfect” contact or company turns out not to be what you imagined, whereas your ideal position or most helpful contact can come from completely unexpected quarters.

Express your thanks. Make sure you take time to send a quick thank-you after each interaction. E-mail is sufficient, but keep in mind that since it’s about building relationships, it’s better to do something special if you can. For example, follow up with a $5 gift card to Starbucks and a short thank-you note: “Have your next cup of coffee on me.” Simple and memorable.

Adapted from The 10 Laws of Career Reinvention: Essential Survival Skills for Any Economy, by Pamela Mitchell, Dutton, 2010

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