It’s a networking lunch sponsored by the university and you are here to meet some contacts in your field. Ultimately, you want to land a job.

You take a few hesitant steps and freeze. Panicking, you wonder, “How on earth do I approach these people?”

Networking skills are crucial because 80 per cent of job positions are filled through personal referrals and contacts. Professionals and counsellors say that many students lack these important skills.

The worst mistake to make, and the faux-pas students seem to make the most, is walking up to a potential employer and asking them if they are hiring.

“Saying ‘I need a job to pay the bills,’ sounds negative from an employer’s point of view,” said Shashi Bhat, an employability support counsellor at Ryerson. “Networking is not about getting a job, but getting a contact and building a network.”

Employers hire people they know and are comfortable with, people who have something unique to offer the company and will fit in, she said. A networking relationship involves give and take, just like any other bond – essentially a sharing of ideas. Bhat suggests using your career goals and unique qualifications as topics of conversation, but warns students to also talk about the company and its job requirements.

Sanjay Dhebar, a business professional who does university class talks, agrees, adding that students should be informed about events and issues relating to their chosen industry. “Be aware of what’s going on that day and the best way to do that is to read the paper,” he said. “Most people don’t have a clue.”

To round out the image of professionalism, Dhebar recommends students print business cards with their contact info, year and program of study.

Now you have successfully gathered a stack of business cards, how should you proceed?

The initial exchange is important with a new contact, but it is the continued communication afterwards that really solidifies the relationship. It is important to follow up with a contact after the first meeting, and Dhebar said he hears from only five per cent of students who he gives his card to.

“I’m giving them an opportunity now to keep in touch with me and to utilize me,” he said. He added he offers to critique students’ resumes, but few rarely send him their CVs.

“I had one student email me who said ‘Thank you for the feedback on how to go about networking and looking for a job.’ That’s it.” Shebar said, “She didn’t have anything to follow up with me on because she wasn’t looking for a job at my organization, but she sent it, and if she ever got in touch with me again, I would know who that person was.”