How to Succeed in Networking
Share
Focus on giving.

I realize that when an executive networks, they want something. So why do I start this blog out with “giving?” It is kind of like the “pay it forward” concept. The theory is if you help people with something that is important to them, they will be more inclined to help you. Establish and build a relationship, and the rest will fall into place.

Most people don’t care about what you want or need. Yes, that may seem harsh, but if you take a good look around, you’ll notice that this is true in a lot of instances. Think back to the days when people had an objective on their resume. The objective would say something like, “I’m looking for a company where I can utilize my skills…..” Of course no one said, “I’m looking for a company that will stifle my creativity and lay me off in 18 months.”

Recruiters never read objectives because it doesn’t tell them what the executive could do for them – which is really what they care about. If you can show people how you can help them, you will be much more successful in your networking efforts.

Target your networking efforts.

There are only so many hours in a day. If you are currently employed, that significantly reduces the time you have to network. Make every event, meeting, or lunch count. Identify people who may be able to help you reach your goals and whom you also could help. Then work backwards by helping them first.

A strategic approach to selecting your contacts will help you save time and effort in the long run. Be proactive in reaching out to others. Don’t expect them to seek you out, at least initially.

The 1, 2, 3 of networking expectations.

Do you have lofty goals of connecting with the rich and famous? Bill Gates, or Phil Knight perhaps? Some people on this type of list can offer sage advice, mentoring, endorsements, and/or contacts. And what do you have to offer them? (Remember networking starts with giving.) Usually nothing for people at that level.

An easy step to finding your ideal network target is to classify people you would like to network with into categories: easy, medium, hard.
  • Easy connections are people who you can easily help and may be able to reciprocate.
  • Medium connections are people with mutually beneficial relationships that are fairly straightforward. What you and they can contribute to the relationship is fairly equal.
  • Hard connections are people at the far end of the spectrum. You have little to offer them compared to what they can do for you.
Allocate how you spend your time networking with each segment. Spend about 20% in your easy category. It shouldn’t take much time to connect with these people and the return could be fairly small or insignificant. The medium category is where you want to spend the most time, 70% in fact. The return is definitely worth it to establish mutually beneficial connections. And the hard category is about 10%. Reach for those stars, but keep expectations realistic.

The next step is to identify your best approach to networking. My next blog will explore ways to tap into each of your networking categories.