This does and can happen, but typically not until that individual becomes acquainted and is sincerely impressed with you. They would certainly not say this to just anyone who steps into their office.

They may also know what is going on in other companies and around the industry, based upon what they hear from friends and colleagues, not to mention what they read in the local business publication.

Get some names!

I'm not trying to sound like a superficial, manipulative networker, but to meet new people, the most common way is to start with who you know. Unfortunately, not everyone understands that this is at the heart of building contacts.

I met with many people who were, as I put it, dead-end leads.

They were the end of that road as far as obtaining any names was concerned. They either didn't know I was looking for names (although I asked for them directly), or they didn't feel comfortable passing out their contacts to someone whom in some cases they just met.

I'm sure both reasons were true on occasion. I mean, let's face it. What am I really doing when I give a complete stranger another friend's name, telling them to use me as a reference?

I am putting my reputation on the line!

After all, what happens if my friend hires this person, who then turns out to be unreliable and untrustworthy? How does that make me look?

That can be a difficult situation to be in. I have to admit, I have met people whom I would not want using my name as a reference when calling upon a friend or colleague. And I am generally a pretty trusting fellow.

Some people are more trusting than others. But one of the most important things you MUST remember is this: Not everyone you meet is necessarily going to feel comfortable putting you in touch with everyone they know. You shouldn't expect them to. After all, the two of you just met. Sure, the contact may have your resume, or biographical sketch. They might even really know the person who gave you their name (that relationship can have a strong bearing on your meeting). Still, there is something missing...a deeper familiarity...an element of trust... a relationship.

Building Relationships: Simple But Not Easy

Building relationships is the much deeper side to networking, and it is more difficult. It is also better and more powerful. Here's why:

The above is an excerpt from The Last Guide to Networking You'll Ever Need, which is available for sale for $17 in our bookstore or for free to those who subscriber to our free career newsletter. In this tough economy, people who find jobs usually do so by networking. Written by Keith F. Luscher specifically for the job hunting students and recent graduates with zero to three years of experience who use CollegeRecruiter.com. Are you networking at least two hours a day? Those who are finding jobs are. Don't be left behind. Read this book and you will quickly find a new job. To receive a free copy, subscribe to our free career newsletter.

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