4 Strategies: Networking Agility in a Virtual Workplace

The article, "Networking Agility in a Virtual Work Environment" is part of LinkedIn's Newsletter Series. To get weekly insights hit the "subscribe" button above.

Have you ever walked into a room of strangers and didn’t know what to say?

I have.

The ballroom was filled with businesspeople holding cocktails at the conclusion of a tech conference. That’s what it was like in the late 90s.

Weaving through the crowds, it was like walking through a forest of tall talking trees, towering over me. At 5’1” dressed up in heels, I had only one option. Look up.

And capture the attention of one person with my engaging smile and a clever question.

We traded business cards with our handshakes.

This type of event-driven networking was time-consuming! The best return on your time happened in the weeks and months after the event. Carefully crafted emails, follow-up conversations, meetings, and handwritten notes.

The advantage today is you can combine in-person networking with building and nurturing a network from your home office or a device near you. The other advantage? ?You are all the same height! The same level, inclusive playing field.

This article is designed to provoke your thinking about one of the most essential business behaviors for your career.

Let’s start here:

Why do you network?

1. Connect with and cultivate relationships with people who enable you to succeed, advance in your career, and do your work.
2. Expand your thinking and your network.
3. Talk to people you find interesting.

There are many definitions of networking. I like this one.

Strategic networking is about?mapping?out who you know,?nourishing?the relationships you have and?expanding?your circle by getting to know the people you don't know, yet need to know.

—Soulaima Gourani, Leadership strategist

What are your barriers to networking?

Here are some examples:

• It feels icky
• You know it’s necessary, yet it’s not you
• You don’t feel comfortable asking for help
• Time
• You are an introvert

Regardless of your concerns about networking, everyone can access these smart career development activities. Whether you are introverted or extroverted, you have the power to network in the way that addresses your style, brand, and personality.

4 Networking Strategies

1?? Strategic Volunteering

There are numerous opportunities to volunteer for a corporate committee, join a board, or get involved with an industry association. Attending an event as a participant organized by a committee is an effective way to network, yet you can build deeper relationships by collaborating on a shared vision.

These are the people you trust and will contact for advice, referrals for partner vendors, or for a friendly chat.

Strategic Volunteering in Action

Amy Segami, a professional speaker and trainer who applies art and science to business, invited me to volunteer at a Million Dollar Consulting Convention. She cleverly pointed out I could attend a conference focused on business builders for no cost, in exchange for greeting participants and helping with microphones during the sessions.

My first thought centered on networking with the conference participants, yet the biggest opportunity was meeting the other volunteers and collaborating on this insightful event.

This strategy is consistent with my relationship-building philosophy, one that was formalized by a colleague of mine.

"If you want to build a relationship, collaborate on a project."

—Mark Carter

Another example is when I volunteered to host a Future of Work series for a learning exchange that provides content, insights, and events for learning professionals. The organization encourages member participation in topic curation, content leadership, crowdsourced problem solving, and virtual hosting management.

By curating a panel of distinguished experts from major corporations on the theme of the hybrid workplace, I met three new people from the panel and dozens of participants who engaged in the dialogue. One of these connections led to a keynote speaking opportunity at a global design conference.

And I did not have to ask for the opportunity; they recruited me.

2?? Ditch the Desperation Demeanor

You know how some people only reach out to you when they need something? And then when they get what they need they ghost you?

The lesson is to build the network before you need it. You will be able to sidestep desperation needs because you have invested. As a contract worker in Silicon Valley, I met an IT contract worker who supported me and my team with device assignment, connectivity issues, keycard activation, and several marketing technology projects.

We became networking buddies before I asked him to solve a problem. Learning about his priorities, and that he was caring for an elderly parent gave us a point of human connection. Because we had a relationship, I was able to provide professional recommendations on his behalf, share a few extra snacks and enjoy the collaboration during times of need.

You can likely spot the desperate as they approach you for help. In fact, they talk to you (come running for help) ONLY when they need you.

Be Relational NOT Transactional

The same approach can be applied to networking anywhere within your organization. If your reason for networking is to advance in your career, don’t wait for the moment you are asking for a promotion or the opportunity for a new role to expand your circle of influence. If you are desperate for ideas or feedback, the tenor of your conversations will be transactional, rather than based on a relationship.

People in your network help you because they know, like, and trust you. A confident mindset beats out the needy mindset every time.

To prevent desperation, consider befriending and talking to people in your company that work in your department and work in other areas of the organization. Make a list of who you would like to connect with and start reaching out for informal virtual chats. These chats always have a theme and are typically 15-30 minutes long.

Beware of the online transactor.

Another aspect of the desperate demeanor is visible in online platforms where your virtual connection is blatantly transactional, rather than focused on building a relationship. Transactors get right to the point by asking you for something or trying to sell you their products or services, even though you don’t know them.

3?? Balance Your Focus with Your Curiosity

Events + meetings

The cocktail reception mentioned earlier when I walked into a room of strangers could have had a better outcome. I could have had a plan or pre-arranged a meeting or two during the cocktail hour. This would have enabled me to toggle between pre-arranged appointments and the serendipity or meeting someone. This is true whether you are in-person or meeting virtually.

Focus = targeted + a goal.

Know your goals going into the virtual event.

The results of a networking opportunity for a virtual conference are more effective if you know who is attending so you can commit to meet in advance of the event. Online events have breaks, and social opportunities built in, where you can schedule a hallway conversation or a virtual coffee break.

If you know someone will be attending that is hard to reach, the informality of the private chats and comments during the event are moments to explore connection. This behavior is unique to virtual events. If you were in a conference meeting room in-person, you probably would not have multiple side-bar conversations while in the presentation room. Yet, this is perfectly acceptable in a virtual environment.

There are often less than 25% of the participants who turn their video on, behavior that is on the rise. This isn’t necessarily a bad thing; it enables people to balance their required visual meetings with participation that feels more relaxed. Another way to network within a virtual event or presentation is to comment and pose questions. The phrase, "learning in the flow of work" is a relevant perspective as people adapt to new ways of engaging and learning in the virtual environment.

The strategic target list

To build your career, you need to build your list: influencers, friends, bosses, team members, and industry thought leaders. Your navigation is up, down, and horizontal. Make a list of people inside and outside of your company. The list gives you structure.

When working with job seekers, I recommend a target list. The list makes the idea of reaching out more manageable and less overwhelming. You have a far greater chance of reaching your goals.

Follow your curiosity

While speaking at a global conference I recently set up a few formal meetings in advance and let the others happen organically. Whether at an in-person conference, a virtual event, or strategically reaching out to a list, give yourself permission to explore. Consider having a certain number of creative conversations because someone captured your curiosity. You may be surprised that these conversations have an impressive track record for helping your with your career.

When reviewing your list, look at some stretch goals. A college senior in engineering has shown me how easy it is to reach out to somewhat famous people in your profession. He recently reached out to a well-known business author on LinkedIn, referred to his work and posed a specific question. The author engaged with him and has offered to introduce him to other networking contacts for internships.

Speaking of stretch goals, based on that inspiration, I reached out to Frans Johansson, best-selling author of The Medici Effect, an impressive body of work on the topic of innovation. We started a dialogue about the skills gap for the future of work. One of his colleagues is going to explore his participation at one of our weekly book club meetings.

4?? Master Your Virtual Outreach Skills

Once you’ve created your list, virtual outreach is possible with email and via external and internal social platforms. You’ve established your goals for why you want to network and now it’s time to get started.

Before you get started, let’s address the scariest elephant in the room of virtual networking.

“What if they say no?”

“What if they ignore me?”

As you think about the answer to these vulnerable questions, remember asking for help is to be commended. The most successful people don’t do it alone. If someone says no or ignores your communication, it is not a reflection of you. Consider it a reflection of their personality or schedule.

And it’s OK to try multiple times. There are countless stories where persistence pays off. Two-three attempts is typical. When switching from being a technology marketing executive to workplace futurist and career agility researcher, it was necessary to expand my network. It felt like starting over. The strategy? 100 rejections project.

My goal was to set up 50 meetings with people I wanted to know better. My spreadsheet contained the names titles, contact information, and actions taken. The idea was to receive 100 rejections during the process of outreach. This idea works for sales, marketing, job search, pitching to get articles published, and networking. Setting it up as a challenge made it fun, and there was no reason to take it personal.

Within one year of doing this, my calendar was booked solid.

The top question from networkers is “what do I say in my digital outreach?”

Three things to remember:

1. Relational NOT Transactional
2. Make it about them
3. Be specific

Examples of outreach messages for career or networking conversations:

Hi __________ My name is ____________. As a project manager focused on artificial intelligence projects, I am intrigued by your rate of success in helping organizations adapt to technology change. I am researching best practices to accomplish this. Are you available for a 15-minute chat about the way you have innovated in this area?

Hi __________ My name is ____________. As a DevOps engineer focused on blockchain projects, I am researching smart ways to advance in the profession. Your track record for innovation when there is no playbook is impressive. I saw you speak as a panelist at the ________ webinar. Would you have a few minutes to talk about your career path?

For reaching out to someone you don't know in your own organization.

Hello _____________ Your work in IT strategy surrounding cyber security within the organization captured my interest. Your white paper on the topic is solid. I work as an IT manager in the __________ division of our organization and would appreciate your feedback on some ideas I am mulling over regarding cyber security risk. Would you have 15-20 minutes for a virtual coffee chat?

?What networking strategies have you uncovered that work in a virtual workplace?

Virtual Speaking, Coaching, Training, and Workshops

Have it Your Way!

My presentations and training are virtual AND live! If you are interested in a keynote, panel participation, a workshop or training?on the topics of agility, career agility, personal branding, or future of work for your organization, check out the topic list here for?speaking ?and?training . Available for teams, managers, and senior leaders.

Ready to Decode Your Mid-Career Job Search?

Join other mid-career job seekers who have more experience than opportunities. Translate your experience into an in-demand portfolio of skills.

Contact me:?[email protected]

• 1 to 1 coaching
• Single session introductory call for $97
• Job search masterclass

Website ?|?Instagram ?|?Twitter ?|?LinkedIn

Contact me for: discovery call, single coaching sessions, and Career Decoder Masterclass