I believe that most effective principle in professional networking is reciprocity.
Early in one’s professional career, there is a high value placed on finding mentors and making new contacts.
Often these activities are centered around cold leads and network events in the form of:
- e-mails,
- phone calls,
- attending conferences,
- open houses, and
- joining professional associations.
The most overlooked and vital component of one’s network involves the people you already know and the people who know you. In my experience, your mentor(s) and best contacts will be people that are already naturally in your circle.
Regardless of whether or not you are in the same field, the people you
- went to school with;
- volunteer alongside;
- attend worship services with;
- live next door to (neighbors);
- former customers and clients;
- people you work alongside (colleagues); and
- parents whose kids attend the same school or activities as your children are all a part of your professional network and you are a part of theirs.
Earlier this year, I was having difficulty with the HVAC in my house. I called one of my neighbors (who provides my lawn services) to tell him of my home repair problem and to see who he might recommend.
He reminded me that my neighbor across the street was a HVAC specialist. I immediately gave that neighbor a call and within a few hours my HVAC problem was resolved.
Don’t limit your ideas about networking to your profession. Instead expand your thoughts to being the person who “knows a person who does….”
As a result, the following are my recommendations for creating, building and expanding your professional network, which is really an extension of your personal network.
#1 – Talk to the people you already know and have contact with when you see them in person. This does not mean that you bombard everyone you come across. Instead, over a period of time get to know people in the environments you frequent.
However, if you are attending a live event like a workshop, conference or professional association/networking event it does means you should “talk to people.”
For extroverts this is a relatively simple task and something you already practice. To enhance your skills in this area make sure that you
- inquire and learn more about the other person; and
- don’t only focus on yourself.
For introverts I recommend a focus on your internal mindset, so that your external behavior and body language reflect openness.
- One way to achieve this is to imagine a story or scenario that you find funny or soothing. This will soften your facial expression and invite others to approach you. Or at a minimum, you will look happy to be where you are and receptive to engagement from others.
- Secondly, if someone does engage you, make sure that you share and expand on the details in your response to their inquiry rather than trying to hurry through the exchange.
Whether you fall along the lines of more extroverted or introverted or in between….the goal at a live event is to
- speak with people and to connect by sharing something about yourself;
- learn something about others; and
- exchange contact information.
Don’t view the goal as collecting as many contacts as you can.
A meaningful exchange with one person who you get to know (however briefly) while they get to know you allows for more beneficial future contact for you both.
#2 – Share information with people you meet that might be of interest to them (based on what you’ve already learned about them).
This could be in the form of a follow up e-mail. Depending upon the level of mutual interest in developing more professional contact, you might make arrangements for a phone call or a follow up meeting.
Try not to make your first contact one in which you are asking for something from that person.
If and when you do ask for something, make sure that it is a minimal request for information or a point in the right direction. You might even make your next contact a simple inquiry about their service so that you can better refer to them.
#3 – Be conscious about the impression you are leaving with people.
- Pay attention to social cues. For example, notice when someone needs to step away from a dialogue or does not want to talk.
- Don’t be overly negative or espouse disgruntlement about your field, your work etc… (bonding over complaining is a tenuous bond).
- Be authentic; don’t say or do or create information in order to have something in common.
- Express only genuine interest in others.
- Be respectful of differences of opinion or ways of being.
- Don’t ask for or engage in unethical behavior like asking to “cut corners” or take short cuts.
- If you are in a workshop, conference, class or work setting- be on task. Others will remember your work ethic or lack thereof.
- Lastly, acknowledge others in your environment. Don’t make it a habit to fail to speak and say hello to others.
Remember that most of all, people want to work with, recommend or affiliate with people they like or enjoy. Being skilled or talented will rarely be valued over your “people skills.” In fact, a lack of people skills can sabotage your professional network.
Copyright © 2015 Ruby Blow. All rights reserved.
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