Networking: Give More than You Take

If you are a follower of this blog, you know that I strongly believe that networking is an essential career- building activity.  You can submit 30 resumes per week and hope for the best.  However, nothing opens a door faster than a personal referral. When done right, networking is highly rewarding.  The secret to positive networking is to strive to be sincere in your interactions and to give more than you take. Here are few tips.

Always Have a Plan

Research companies and individuals that you expect to see at an upcoming event.  Create a plan of the top contacts that you want to meet at the event.  Also, prepare a question or two that you may want to ask these individuals. Time is limited; having a plan will help you stay on track.  

Meet & Greet

Initiate conversations with people. Get to know other people and you may find things that you have in common.   People want to mingle with as many people as possible, so don’t hold someone in a conversation too long.  Listen and learn about the other person, be memorable, and then wrap up the conversation.

Make a Positive Impression

Candidates are more likely to miss opportunities due to the inability to connect with people rather than due to their academic or employment record.  Presenting yourself in a compelling way is not about spouting off relevant facts, such as GPA, awards, and recent sales figures.  The best way to make a positive impression is to listen earnestly to the other person.  Focusing on their needs, you can contribute to the conversation in a meaningful way.

Focus on the Other Person

It feels natural for most people to share the headlines from their personal life and then take follow-up questions.  Maybe this stems from our childhood when a parent would ask, “How was your day?”  We’d rattle off the details of our day.  When you are networking, fight that habit and make it all about the other person. Ask open-ended questions, such as what they like most about their job or employer. You will learn a great deal and foster a new relationship at the same time.

Write a Thank You Email Message

You are not expected to write an email message to every person that you meet. Write to those with whom you made a connection or with whom you would like to get to know further.  Within a day of the event, send an email message. Include a point of reference to help them recall your interaction.  State that you enjoyed the chat and would like to connect again soon. If you promised to send an article or resource, be sure to follow through on that commitment.

You may have noticed that each of these tips is designed to help you to give more than you take.  You will want to listen twice as much as you speak.  It is not as easy as it seems.  With a conscious effort, you can master the art of truly focusing on the other person.  The outcome is that you will make a positive impression and kindle a new business connection.