After getting his M.B.A. from the College of William and Mary, Chris Perry knew he'd have to venture beyond Williamsburg, Va., to find a good job in marketing and branding.
从威廉玛丽学院(College of William and Mary)获得MBA学位后，佩里(Chris Perry)知道他必须去弗吉尼亚州威廉斯堡以外的地方闯一闯，才能找到一份与营销和品牌有关的好工作。
The best jobs in his field are in big cities like New York, and industry recruiters weren't coming to his university. So, through the career website LinkedIn he started reaching out to people who worked at companies that he had an interest in. His first few introductions didn't get much response. Mr. Perry acknowledges that his notes were cordial but may have sounded too self-serving. So he softened his approach.
他所属领域的最好的工作都在纽约这样的大城市，行业招聘人员不会来到他们这所大学招聘。所以，他开始通过职业社交网站LinkedIn联系那些在他感兴趣的公司工作的人。他最初发出的一些自我介绍没有获得太多回复。佩里承认他发送的信息都挺诚恳的，但可能听起来有点自私。所以他软化了他的措辞。
'I'd put in the title that I was a recent M.B.A. graduate looking for advice, ' says Mr. Perry. 'I'd focus on talking about them during informational interviews and I'd mention any accomplishments of theirs that I may have read about.'
佩里说，我会在标题中写上，我是一名刚毕业的MBA学生，希望获得您的建议。他说，我会在信息性的谈话时集中谈论对方，我还会提到我可能读到的有关他们的任何成就的信息。
He also participated in LinkedIn industry groups that allowed him to communicate directly with contacts he couldn't have reached without a chain of introductions.
他还参与了一些LinkedIn上的行业组织，这些组织可以使他能够直接与那些在该组织外需要经过一系列引荐才能联系到的人。
One fellow group member worked for Reckitt Benckiser, a British consumer-goods company with a major office in Parsippany, N.J. The contact agreed to speak with Mr. Perry on condition that he not ask for a reference. After a pleasant conversation, the contact ended up forwarding Mr. Perry's résumé to the HR department, which helped him get an interview and a job. He's now a senior leader on Reckitt's e-commerce team.
其中一个组织的一位成员在英国消费品公司利洁时(Reckitt Benckiser)工作，这家公司在新泽西州的帕西帕尼设有一个主要办事处。这位联系人同意与佩里交谈，但前提是佩里不要求推荐信。在经过了一次愉快的交谈后，这位联系人最终将佩里的简历推荐给该公司的人力资源部门，后者帮助他获得了一次面试机会，最终他在这个公司获得了一份工作。现在佩里是利洁时电子商务团队的高级负责人。
Social-media websites like LinkedIn have made job hunting easier by automating many tasks. But one-click networking invitations fall short when trying to reach people, say experts. Instead, job hunters need to engage other professionals on a more personal level. This includes getting introductions to people outside of your network who can help you with your career. The trick is knowing how to ask.
类似LinkedIn这样的社交媒体网站，通过使许多工作自动完成，使求职变得更加容易。但专家说，在尝试拓展人脉时，只点击发送关系网邀请是不够的。求职者需要在更加个人化的层面上与其他专职人员接触。这包括使自己被引荐给你的关系网之外、可能对你的职业有帮助的人。窍门在于知道如何提出这样的请求。
Focus on your first- and second-degree connections. The former are contacts that have already accepted your invitation to join your network, or vice versa, and the latter are contacts known to your first-degree connection. Third-degree connections require more than one introduction and can be difficult to reach, as you may not have a mutual acquaintance.
将注意力放在你的第一级和第二级关系上。第一级关系是已经接受你的邀请加入你的关系网的人，反之亦然，第二级关系是你的首要联系人认识的人。第三级关系是需要超过一个人引荐的人，你们之间可能难以建立联系，因为你们可能没有共同认识的人。
Consider whom you want to get an introduction from. Do research on LinkedIn, Google and even Glassdoor to find out what kind of employee your chosen first-degree contact is, says Dan Schawbel, a workplace expert from Boston and author of 'Promote Yourself: The New Rules of Career Success.'
波士顿职场专家施瓦贝尔(Dan Schawbel)说，考虑一下你想获得谁的引荐，在LinkedIn、谷歌(Google)，甚至是Glassdoor上查出你选择的第一级联系人是哪种员工。施瓦贝尔著有《提升自己：职场成功的新规则》(Promote Yourself: The New Rules of Career Success)一书。
'You really don't want an endorsement from somebody that's not liked at work or who has a poor workplace reputation, ' says Mr. Schawbel. 'How much do you really know about that person that you connected with at that trade show?'
施瓦贝尔说，你肯定不想被在职场不受欢迎或者名声不好的人引荐，对于在那次展会认识的联系人你真正了解多少？
When asking for an introduction, make it easy for your first-degree contact by mentioning how you'd like to be introduced and the reasons you need help, writing out the introduction to be forwarded and providing something in return for the effort. Networking works best when both parties can offer the other something useful.
当提出引荐请求时，要使你的第一级联系人能轻松完成这件事，你要告诉对方你希望以何种方式被引荐以及你需要帮助的理由，还要写好引荐信，并且要对对方有所回馈。关系网在双方都能为对方带来益处时能够发挥最佳作用。
You should also give your contact an easy way out in case he or she isn't comfortable making the introduction, says New York career coach Melissa Llarena. 'Always be gracious, since at the very least they might offer useful advice or a referral to somebody else that can help you with an introduction, ' she says.
纽约职业导师利亚雷纳(Melissa Llarena)说，你还应当使你的联系人能轻松拒绝这个请求，因为这个引荐有可能会令他（或她）感到不便。她说，要始终保持友好，因为他们至少可能会提供一些有用的建议，或者推荐另外一个可以帮助引荐你的人。
Groups are one way to contact second- and third-degree LinkedIn members directly. But don't join a group and start contacting individual members without making an earnest attempt to participate in community dialogue. You could get ejected from the group by the moderators.
加入行业组织是在LinkedIn直接接触到第二和第三级联系人的一个方式。但不要一加入一个组织，就开始联系个别成员，而没有认真尝试参与社群对话。你可能会被管理员逐出该组织。
Answer some questions and start new topics. Go beyond 'liking' updates by making thoughtful comments on new posts or by sharing relevant links. You want to show regular engagement, says Mr. Schawbel. That includes answering any network requests promptly.
施瓦贝尔说，你可以回答一些问题以及发起新话题。不要只对新帖子点“赞”，要发表有深度的评论或者分享相关链接。你要表现出你是一个经常积极参与讨论的人。这包括迅速回复任何关系网请求。
Preface any requests with regular status updates to show that you're active. It will also give you and your contact something to reference. Just don't share the same personal updates about your cats across all of your social-media accounts. Try to keep your LinkedIn updates on a more professional level.
在提出请求前要经常更新状态，这样可以显示你的活跃度。这也会给你和你的联系人提供参考。只是不要在所有社交媒体账户的个人状态更新上分享同一个关于你的猫的信息。试着让你的LinkedIn账户上的状态更新更加职业化。
You'll get a much better response if your profile is up-to-date and includes a photo. That includes making your profile relevant to the job that you want to get, says Ms. Llarena.
如果你的简介是最新的而且包括一张照片，你会获得更好的回复。利亚雷纳说，这包括让你的简介与你想要获得的工作相关。
Once you've established a regular dialogue, take the relationship offline as soon as you can. Ask for 30 minutes and treat your contact to coffee or lunch.
一旦你和联系人确立了经常性的对话关系，要尽快在线下发展这一关系。可以邀请你的联系人抽出30分钟时间一起喝杯咖啡或者共进午餐。