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02.12

Four Steps to Becoming an Expert and Purposeful Networker

By Debra Feldman, JobWhiz, Executive Talent Agent

In recent years, social networking has exploded. Almost everyone has at least one online profile, usually on LinkedIn. There are many platforms where you can register and then establish connections with fellow members based on shared interests, work histories or other common experiences. For example, there are networks of former employees, networks for school alumni, and networks for those in the same profession. Now that it is easier to find someone that might be a valuable contact, there remains the same old challenge of introducing yourself and getting their attention. What do you say to start a meaningful dialogue that leads to sharing information, asking for help or simply initiating a contact? For starters, identify a need which you can address and volunteer help.

Networking is more of an art than a science, a gift blending communication and interpersonal skills. If you haven’t been blessed with the networking gene, it’s a skill you really need to develop, given that internal movement and referrals account for nearly 65 percent of candidate sourcing. In fact, networking could be labeled “mission critical” to career advancement today because what you know is not enough anymore; success today depends on who knows you and who appreciates your potential contribution to their organization.

Networking purposefully is not just for job searching; make it an everyday practice. Your contacts are like career insurance: they can serve as mentors, advisors and personal recruiters informing you of new opportunities and personally recommending you to their own network for appropriate positions. Networking delivers an advantage, especially in today’s very competitive job market, by opening doors and providing inside leads to opportunities before they are announced to the general public.

Here are four ways to increase your networking skills and know-how:

1.       Establish both strategic and practical networking expectations. Don’t beat yourself up about becoming a suave, sought-after contact by tomorrow. Approach business networking as you would the construction of a sound, reliable network architecture or a solidly grounded financial system. Have a vision and use it as your guide to develop your network. Rely on this strategic directive to identify who you want to meet, what you’d like out of specific interactions, and how to prioritize networking activities (i.e. networking purposefully). Think of initiating your network the same way as you launch a complex project. Break the process into manageable and measurable steps. Alter course when you go off track.

2.       Set networking goals and objectives. Why are you connecting? What can you offer these new contacts? Building successful business relationships shares much in common with creating and keeping personal relationships. While much of the form and content of the interactions differ between these two types of relationships, they do share some common characteristics like depth, commitment, value, frequency, credibility, trustworthiness, etc. All networking relationships need mutual effort to grow, but they also require shared experiences and frequent refreshing. Just because you are networking for business purposes (rather than personal), doesn’t mean you can forget about good manners, being empathetic and paying careful attention to the give and take of the relationship.

3.       Target networking efforts to maximize results. Allocate resources where they are most likely to produce results. Networking purposefully means designing a network that focuses on relationships that will further progress toward your goals. Invest in relationships that will build connections to industry insiders, especially those who might recommend you for a new career opportunity. Forming connections and sharing experiences and gaining insights from others with similar goals, interests, beliefs, etc. benefits both parties. First impressions do count. Staying in touch and visible on the radar screen are keys to networking success. Remember that it’s a two way street of give and take. Be sure to acknowledge your contacts and send thank you letters.

4.       Use time judiciously and be respectful of others. Seek to maximize quality relationships, not the quantity of connections. Focus your efforts on assisting those who can appreciate you. Fewer reliable, productive contacts are better than many superficial connections that can’t be counted on for support. You will know that you have a strong network and have communicated your value effectively when your contacts reach out to you for help and with leads to new career opportunities.

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All rights reserved, Debra Feldman 2012.

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