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Networking Letter to numerous people simultaneously. The trick, of course, is to
make each letter sound as though it is being sent only to the person receiving it—
your letters should never look or sound like form letters.
In your effort to personalize each letter, capitalize on any connection you
may have with the reader. You may share an area of expertise. You may belong to
a common professional association or civic, sports, religious, or charitable organi-
zation. You may have originated from the same area of the country or have at-
tended the same educational institution. Now is the time to reaffirm these con-
nections. Mention a mutual friend or a recent telephone conversation you had
with your reader. If you met at a party or business event, remind her of the en-
counter.
Use this information to open your letter. Identifying a meaningful link be-
tween yourself and your reader helps establish a personal connection. Because
this suggests to the reader that only he or she can help you, your reader will feel
more compelled to focus on and reply to your request.

STEP 2: INFORM

To accomplish your primary goal, which is to elicit help, you must convince your
reader that what you offer is meaningful. If you’re asking for a referral, you must
be worth referring. If you’re asking whether there might be an opening for some-
one with your skills, your skills must be relevant to the firm, the division, or to the
person you’re writing. Keep in mind that recommending an unqualified candi-
date reflects poorly on the person referring you. Don’t put anyone in this awk-
ward position.
Therefore, in the body of your letter provide the information your reader
needs to make the decision to act on your behalf. Describe your talents, your back-
ground, your skills. Explain why they are meaningful to your prospective em-
ployer, whether it’s the person you’re writing to or the person to whom you’d like
to be introduced. And remember not to repeat word for word what’s on your re-
sume, particularly if you’ll be enclosing it with your letter.
How much space should you devote to this information? When asked how
long a man’s legs should be, Abraham Lincoln observed, “Long enough to reach
the ground.” The same applies here: supply as much data as it takes to make your
point convincingly, and no more. If the person you write is not the one making the
hiring decision, keep your letters short and to the point. To secure a referral, for
example, your reader needs to be assured in a general sense that you will not turn
out to be unqualified, and, therefore, an embarrassment to him. Paint an overview
of yourself that demonstrates that you have the necessary experience to be a seri-
ous candidate. When describing your background, generalize. When discussing
your accomplishments, summarize.

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