Kate Sargent says that opportunities are passed in whispers, not posted on job boards.

If you’ve ever had to look for a job, you know that’s true. In fact, according to Sargent — the fractional head of people and executive talent acquisition at KJS Consulting — 85 percent of executive roles are filled through connections, not applications.

The trick to doing this networking thing right, Sargent said recently to Women Leading Travel & Hospitality members during a Virtual Workshop, is to think of it not as a begging or bugging, but as building meaningful, strategic relationships. To that end, she provided a list of three things needed to successfully network:

  1. Having people know who you really are and what you do.
  2. Being someone people want to know.
  3. Being someone who people want to know MORE.

Those three points revolve around your story — that’s what’s going to get you connections.

“Your story starts with your personal brand,” Sargent said. That’s the combination of your skills, expertise, values and personality.

“Any time you’re out there telling someone about yourself, you’re thinking with the personal brand in mind and building that first,” said Sargent.

To identify your people, Sargent suggests ranking your connections into the following:

  • A-Team: Your family members, your coworkers, the people who know your work and can recommend you. They already know your story and can market you effectively.
  • Casual Crew: These are folks you might not know as well, such as coworkers you worked with 10 years ago. Sargent said this group is the bread and butter of networking — the “weak ties” who might not immediately think of you when a job opens up, so you have to reach out.
  • Strategic Allies: These are the recruiters, hiring managers, boards of directors, PE firms — the people holding on to the jobs, the access, or the influence that you want.

“When you’re talking about networking, you’re going to want a good mix of all of these,” Sargent advised.

Finally, Sargent advised that — particularly in this job market — landing that new role is going to require you to be authentic, aware and aggressive by taking the following actions:

  • Doing warm and cold outreach to people you know and don’t know.
  • Establishing a good cadence of outreach. Recruiters, for example, typically need more time to respond, so a 10- to 14-day follow-up is better. The amount of time you take to follow up depends on the level of communication you have with that person, Sargent said.
  • Follow up after applying for a job.
  • Establish reciprocity. “Networking isn’t just about you, it’s about the other person too,” noted Sargent.
  • Include disclaimers or “outs.” Any ask needs to have a disclaimer to allow someone time if they can’t fulfill the need right now or an out if they can’t do it at all.
  • Know it’s a numbers game and you might not receive a response.
  • Always send a thank-you note, either via email or physical mail.

Women Leading Travel & Hospitality members can watch Sargent’s full session on networking on-demand now. Not a member? Apply today!