Jumpstart Your Networking: A Fresh Approach for 2009
Recently, I had a conversation with a longstanding client. Having
just missed the latest downsizing in his Fortune 500
company, he reminded me of our discussion in 1997, when I
cautioned him to be proactive. "Don't wait until you need a
network to start building one," I had said. Unlike many today,
my client is so well connected that he is optimistic about the
future and expanding his network weekly…just in case.
The corporate world has changed dramatically. To survive and
thrive, you must become your best PR person. A respected
colleague and marketing guru, George Torok, author of Secrets
of Power Marketing, states that "you must be seen. You must be
heard. People must talk about you. And they must know where to
find you." So, let's start 2009 with a fresh approach.
As you create your 2009 resolutions, make networking a must. As
I reiterate in my seminars, your network is your networth. Whether
you are looking for a job or not, you must continuously
network, promoting yourself and your expertise to management,
peers and those in positions to champion you. This lays the
groundwork for your next career move, and it distinguishes you
from your competition.
The challenge for some people, however, is that they confuse
networking with being insincere or fluffy. Sometimes this is
just a cover for social insecurity, or bone-laziness. Ultimately,
the purpose of networking is:
- To gather information about a particular industry, business
or career position in which you are interested
- To broaden your professional network beyond the people you
know to the people that they know
- To build relationships that bring you pleasure
YOUR SUCCESS WILL DEPEND ON YOUR INTERPERSONAL SKILLS
Do you project confidence when you meet someone? Have you
perfected your small talk skills? Is your voicemail greeting
upbeat and inviting? When you speak with others by phone, does
your voice sound warm and engaging?
So far, so good? However, without an audience, this is wasted
energy.
Start by making a list of everyone you need to know or know
better internally and those within your industry. Trace old
colleagues who could toot your horn to others.
BE CONSCIOUS OF THE OTHER PERSON'S TIME
How you approach your network contact depends upon how well you
know the person. If you know them, come right out and say you
are investigating professional opportunities in a particular
industry. Tell the person that you'd appreciate the opportunity
to get together over coffee for an information session and
perhaps to seek advice. If the person suggests breakfast or
lunch, all the better. But start small so you don't give the
impression you are going to monopolize their time.
PREWORK FOR NETWORKING
In advance, find out something about the person's recent
achievements such as a promotion or an important new client. If
you can't speak specifically about the person, know something
positive about the company he/she works for. Above all, treat
the person as your guest. When you assume host behavior, you
will naturally project greater confidence and warmth.
PERFECT YOUR "30-SECOND COMMERCIAL"
After a few minutes of small talk, start with your "30-second
commercial" about yourself. Relate your area of expertise and
what would make you valuable to another company. Be brief,
direct and to the point. If you are uncomfortable talking about
your strengths, try third-party testimonials from your customers,
your colleagues or your boss. For example, "My employer has said
that I have made a valuable contribution in …." or "My staff
tells me that they appreciate my ability to coach and develop
them for higher positions."
EXPAND YOUR LISTENING SKILLS
Let the person know that you are interested in seeking
employment opportunities in their department, industry or career
area. Listen carefully to what the other person has to say;
that's where you'll gain business intelligence. When you are
asked a question, answer it directly without launching into a
monologue.
If it's been suggested that you get in touch with someone else,
don't shy away from asking if you can use your contact's name. Or,
ask your contact to give the other person a "heads-up" call
on your behalf. Getting someone else to promote you gives you an
edge. And don't be shy about asking for the names of several
others you might contact to expand your search.
FOLLOW UP WITH A PERSONAL TOUCH
What you do after the meeting is vital: Send the person a
handwritten note – invest in a good fountain pen and some
buff-colored stationery -- a symbol of good taste. This is one
time when an email won't do.
If in the course of your discussion you learn something about
the person – she is an avid golfer or he collects art – be on
the lookout for interesting articles to forward them
occasionally. Or, if you read something related to their job or
industry, send that along. This is an excellent way to refresh
their memory about you.
MAKE NETWORKING A BIG PRIORITY
Once you have found your next position, your professional
network doesn't go back into mothballs. The strength of your
network is critical to your professional growth and future
opportunity. Further, it will also make you valuable to others
who are in career transition. You build a solid reputation when
you go out of your way to champion others.
WHAT GOES AROUND COMES AROUND
Remember, don't build a network that looks like you. Diversify! Step
out of your comfort to connect with different types of people. Book
time to make a difference to others. Give the gift of mentorship.
The old adage of "what goes around comes around" has never been
more apparent than in this challenging economy.
Wishing you a successful beginning to a great year,
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