Let me share my formula  for the job market: I = V * R (Interview = Value X Relationship). The greater the value and relationship, the greater your likelihood of getting an interview or introduction to a key business contact that can help you land a job.  It’s as simple as that, but it’s harder than it appears. 

You see, most of you will go to a networking event, shake a lot of hands, gather a bunch of business cards, send out an e-mail saying thanks, and then never follow through. You think a “relationship” has been established but it hasn’t. The seed has been planted, but now you have to till the garden.

After meeting someone of interest at a networking event, on a plane, or at the local book store, you want to differentiate yourself from all the other wingnuts looking for a job.  You want the person to say, “wow, this person is different!” You want to be someone they trust…a wingman.

So, here are a few wingtips you can implement immediately when you meet someone who can possibly be your wingman in landing an interview or job.

1. Put the focus on them. Build rapport by asking interesting questions about their families, hobbies, and unique challenges at work. You should also jot down a few specifics about your contact on their business card. It’s hard to remember all details when you get home that night. So, do it in the restroom or in your car.
   
2. When you get home, review your mental and physical rolodex and ask yourself this one key question: “Who or what do I know that can help Mr. Jones achieve “X” (X being a business referral, information about Army ROTC for their son interested in joining the military, a great real estate agent, etc.)
   
3. Send a personal handwritten note mentioning something specific about your meeting and put your personal card inside. Oh, I forgot, you don’t have a business card because you don’t have a job. Well, that doesn’t mean you can’t have a special "personal card" with your "unique value proposition" (UVP.)
   
4. Wait three to five business days and call them to say hello and let them know you enjoyed meeting them. They will be in shock. If necessary, leave a message. Always follow up your call with an e-mail. Always put your cell number in the e-mail. And always double check your spelling and grammar.
   
5. While on the phone or in your e-mail, suggest meeting at their favorite restaurant or coffee shop to share some ideas on the job market. Never, ever ask if you can “pick their brain!” Have you ever had your brain picked? I’m being a bit facetious here but I consider ‘brain picking’ too much of a one-sided interaction. And always, always pay the tab (arrive early if necessary and arrange payment with the restaurant staff.)
   
6. Offer to connect this person with someone you know who can be of value to them.  If they are a financial advisor, introduce them to an accountant. If they are in sales, connect them with a performance coach.

By following the wingtips above, you will do what 99 percent of your competitors will never do. You showed your new contact that you’re:

• Different
  
• Thoughtful
  
• Appreciative
  
• Relationship focused
  
• Trustworthy

It doesn’t matter if your resume is weak or that you have no job experience. You have something most folks in the job market don’t have -- character. Today, more than ever, companies look for leaders who have character, listen, put others first, and follow-through. This is the foundation of any quality relationship. You may not realize it, but you learned and lived the foundation of character in the military, and now you offer that key rare quality to any organization that wants to bring you on board. 

Now, get out there, land that interview, and show the world how great of a leader you are.

Never Fly Solo,
Waldo