My Recommendations to Those Networking

Just got off the phone with a student looking for a summer internship and it was a particularly good call. To everyone else who is networking, whether that is summer analyst, full-time, or lateral recruiting this is for you. 

Successful networking is the byproduct of good conversation making and the ability to close (soft close). The first step is making sure you've done a great job of conversing. Be interesting. Be interested. Be inquisitive. Be PREPARED (thoroughly review companies website. Know their strengths, their numbers. ) Explain why you're interested in the industry, the company, the career path, the role. Be likeable / conversational. 

Second part is about understanding the process. They know why you're reaching out. If they like you based on above, they will help you. However most will make you work for it as that's a sign of maturity and business acumen. Ultimately you need to close. Closing is about getting to the next step. So you need to understand what the steps are and how to get there. Soft sell questions are helpful. Things like, "Mr. X, I really appreciate your time and am even more excited to learn about career paths now that we've spoken. If you were me, what would be the best next steps to position myself as a competitive candidate? Is there someone in particular I should be speaking with? How does recruiting work?"  Trust me, if they like you, they'll fill in the blanks and, at the very least, refer you to the right area. It's not rocket science. Just the natural conclusion of a good conversation.

It may take several calls within the same firm to get where you need to go. They may be scattered about the org chart or more hierarchical. You may speak to X and s/he thinks you'd be better positioned for a different department and refer you there. They may send you straight up the line. Depends on you.

A few notes about the cold emails you may be sending out. I kinda like when you include their resume, but others don't open it. Include your availability too, and when I confirm a time, send me a calendar invite. Keep your message short. Best of luck.