If you’ve ever used a “connection” to land a job, then you know the importance of networking, a term often used to describe how people make contacts within their chosen profession.

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But where does a job seeker begin to build a network? Knowing where to start and what to say is often the hardest part.

For those already in the work force, there are two times when you should be networking, according to Dr. Paul Powers, a management psychologist and author of the book Winning Job Interviews.

“You should network when you’re job hunting, and when you’re not job hunting- so all the time,” Powers said. “But you’re networking for different purposes.”

The biggest mistake people make  it comes to networking is not doing anything until they start looking for a job. “You have to start networking when you are gainfully employed. At that point, you are surrounded by people every day who could be potential contacts in the future.”

Job seekers should start networking by making contact with everyone they know from college, past internships and jobs, and people who are friends or family members, Powers said.

“Think of all the constituencies of which you are a member,” he said. “This could be an alumni group, a church or a temple, a former employer, or a neighborhood group. Go to meetings, participate in panel discussions, and get to know headhunters that work in that group.”

A group of people Powers referred to as “payers” can also be used for contacts. “Your dog walker, your landscaper, your mechanic, or your CPA can also be used for contacts, because these are the people you pay money to. They have a vested interest in helping you get a job, because they want you to continue to be paid.”

Regardless of your job status while making contacts, Powers said it's a good idea to always keep your contact data up to date, and keep your list of contacts current. 

“Let people know where you are and what you’re up to without selling yourself. Keep an active profile in front of people, so one day when you say ‘I’m outta here,’ you’ll have a network of people ready to help you.”

When it comes to using your contacts, Powers said the biggest mistake people make is actually asking for a job.

“Don’t call up and say, ‘Please, please, please hire me,’” he said. “Get your resume and marketing materials all ready to go, and then start to notify your network that you are actively in the market, and tell them what you are looking for. Just remember that nobody gets hired because they need a job, they get hired because they bring value to the organization in excess of what it will cost to hire them.”

Instead of calling members of your network and telling them you need a job, Powers suggests offering to meet them for lunch or coffee. During that meeting, Powers said job seekers can inquire about job related data.

For making contacts with people who are not in your network, Powers recommends making cold calls. People who make cold calls to inquire about jobs are twice as successful at securing a job as people who only respond to published openings, he said.

“There are tons of people out there who are ready, willing and able to network with you that are not going to come up to you and ring your doorbell. You have to go get them,” he said. “Find out who you’d like to work for [at a particular company], and who might be hiring. Then send them your resume and a cover letter and try to generate some interest. Ask if you can come in for an informational interview at least.”

When making cold contacts, they should try to identify an actual person as their point of reference, Powers said.

“What is most helpful is to try to identify a person, and not just write, ‘Dear Human Resources,’ or ‘Dear Sir or Madam.’ Call the receptionist and ask for the name of the person in charge of HR,” he said. Another option is to go online and look at the company’s “About Us,” page to identify who you will potentially be working for.

Walter Akana, a personal branding strategist and owner of Threshold Consulting said networking is something that should feel fairly natural, but takes skill.

“Everyone has networked all their life. If I asked you if you got where you are in life with nobody’s help, you’d say ‘no,’” Akana said. “But networking when its associated with job search and career makes it this special thing where you’re networking for personal gain.”

Because job seekers are faced with an immediate need to find employment, they can sometimes convey an element of desperation, which Akana said can be a major turn-off to employers. Instead of talking about the skills you can bring to the table, Akana said to get your contact talking about themselves.

“Show genuine curiosity about what they do; stroke their ego a little bit. Once you get the person talking about themselves, you can find a way to connect their needs with your value. You can say, ‘Oh, that’s an interesting problem you have there. We had a similar problem when I was working at my college newspaper, and we did X,Y,Z to solve it.”

Above all, job seekers should never be unfocused about their goals when meeting with people to make connections, Akana said.

“You need to know where you want to be in a year or two years or five, but the five can be a little fuzzier. If you’re a recent grad, you may be looking for advice more than a job, but you need to have clarity about your goals and the value that you can deliver,” he said.

As you build a network, they should never discontinue relationships.

 “You want to build new contacts every day, using Facebook, LinkedIn, or both,” he said. “Get back to all the people who got back to you during your job search. Let them know how much you appreciated their response, and if they met with you, thank them for the opportunity.”

Meeting people for any purpose is always a give and take, Akana said. “Stay in touch with people over the long haul. You never know when they’ll have an opportunity to make you successful.”