Networking 101

Professional “networking” has become a buzzword in recent years. And, while effective networking comes naturally for some people, many of us have a vague sense that we’re supposed to be doing it, but find the actual process to be elusive. On top of that, the term can carry with it a whiff of the sleazy or insincere, bringing up images of the annoying self-promoter who keeps foisting his business cards off on everyone at a cocktail party. 

However, networking just refers to relationship building, and it is a vital part of any successful person’s career journey. Unfortunately, many people don’t consciously think of building their network until they’re going through a major transition or crisis, such as moving to a new city or losing a job. When, then, is the ideal time to be building your network? All the time. That way, when facing a transition, you’ll already have a strong web of contacts in place that you can draw upon to help you pivot or navigate through challenging times. 

When is the ideal time to be building your network? All the time.

 That being said, it’s never too early -- or too late -- to start building your professional network. As I noted last week in my blog post about Job Seeking When Struggling with Depression and Anxiety (link below), leveraging your existing contacts and establishing new ones can be a much more effective job-search strategy than just applying to job ads without a referral.

I emphasize networking a lot with my coaching clients because it’s the activity that gives job seekers the best return on their time investment. In other words, it works. 

Networking is the activity that gives job seekers the best return on their time investment.

Even now, in the midst of the pandemic, with so many conferences and regular face-to-face networking opportunities canceled, there’s a lot you can do with a computer and a phone. So, without further ado, here is Networking 101, my basics for expanding your professional network from home, including what to do before, during, and after each networking conversation. 

Making Contact: 

LinkedIn is a great access point for reaching out to new contacts, as is email. Before you send a connection request or write a message though, do your homework! Research the person’s background, read recent company press releases, and watch/read any recent interviews or other relevant press. The more you can demonstrate that you have a sincere interest in the person and their organization, the more likely it is that you’ll get a response. 

 Even if you’re planning to reach out to multiple people in a sitting, each invitation needs to be personalized. Note something you share in common -- whether you attended the same university, have a common acquaintance, or are on a parallel professional journey -- or even something you admire about the addressee. This practice reveals that you’re a real person, and presents a rationale for wanting to connect. 

Potential contacts are also more likely to respond if you have a clear, direct “ask” or request, such as a 15-minute phone call. Suggest a few specific times you’re available, while also indicating flexibility to adapt to your recipient’s schedule. 

During the Conversation: 

When the scheduled meeting comes around, be prepared with a few thoughtful questions about the person and their organization. You can also briefly provide some information about your own background and the context for your connection request, but beware of dominating the conversation. Leave space for the other person to answer and ask their own questions; they might surprise you with some helpful information that you wouldn’t have thought to ask for.

Additionally, approach each conversation as a win-win. How can you provide value? Can you share an interesting perspective, a book recommendation, or even offer to facilitate an introduction?  

Enter into each conversation contemplating how you can provide value

It’s also courteous to keep your eye on the clock so you can limit the conversation to the previously-agreed-upon time; you want to leave the other person with an impression of your professionalism and charm, not feeling irritated because they feel imposed upon.

Finally, if it feels right, it’s great to ask new contacts if they know anyone else it would be fruitful for you to connect with. In that way, each new connection becomes a node for additional lines of connection in your network. 

Following Up:

After you speak with someone, always follow up with a thank you message within a day or so. In it, you can reiterate how much you enjoyed the conversation, and maybe even mention a point they made, information they shared, or an event from their own journey that was particularly resonant or relevant for you. This reasserts the interpersonal connection and shows that you were really listening.  

If they promised to put you in touch with someone else, you can also gently remind them of this by mentioning something like, “I look forward to connecting with X. Thank you again for facilitating an introduction!”

Finally, make the effort to keep in touch after sending that thank you message. For example, if you see an article that might be of interest to the person, send it their way. Or, if possible and appropriate, you might facilitate an introduction between them and someone else in your network. That way, you’re adding value to their network as they’re adding value to yours. 

Reach out for a free 15-minute consultation to discuss how you can use networking as a key career advancement strategy. Book a time in my calendar: https://calendly.com/hiddensquirrel