Making networking calls and achieving outcomes is a difficult process for many job seekers. Here is a blueprint that job seekers can use to make networking calls like a superstar salesperson.

Determine Your Outcome

When you make a networking call or a call to either a targeted company insider or a hiring manager, the goal is to achieve a desired outcome. This outcome could include generating information, referrals, informational interviews, formal interviews, and so on. Once you know your desired outcome you can develop a call and/or email strategy (which includes the reasons or benefits your request should be granted) to help achieve it.

Prepare by Developing a Script

One of the reasons why several job seekers are uncomfortable picking up the phone and networking is that they did not perform these tasks a lot in the past. You may have heard of the old adage: “Practice Makes Perfect!” Well to help you increase the odds of achieving your desired outcome, I recommend you prepare a call and/or email script. The script should include:

• An introduction
• Purpose of the call
• WIIFM - reasons why the person (you contact) should have dialogue with you
• Common responses to potential rebuttals or objections
• Closing - asking for your desired outcome

Practice Your Script

After developing your script you should practice using it by contacting people in your network (family, friends etc) and then companies you are not interested in. By practicing your script you will be prepared to think quickly on your feet when you encounter individuals who are not eager to go along with your process. Likewise, you will be able to get to the point by focusing on the benefits that are important to them and asking for your desired outcome; instead of rambling shamelessly under pressure.

Implement Your Script

Since you should have reduced your networking call jitters by preparing and practicing your script; now is the time to consistently reach out to targeted company insiders or hiring managers and ask for your desired outcomes like a superstar salesperson.

Adjust Your Strategy

Remember to collect feedback and make adjustments to your pitch if you are not generating a favorable response. If you are receiving the same rebuttal or objection from the individuals you contact; incorporate a response to this rebuttal in your pitch or script.