With networking, as with any endeavor, you’re more apt to do it if you make it enjoyable. However, as Jessica notes in her post many of us have negative feelings about networking and need to shift our mindset to overcome resistance. This is especially true when you’re networking as part of a job search and may feel that your outreach will be seen as an imposition.
So, to lighten up the process, here are some best practices with playful references to help you remember and hopefully implement them. For real-life insights into how these tips support career growth at every stage (not just during a job search), check out Eden’s interview with six uber-successful network builders.
Play six degrees of separation.
Set up a three-column chart. In the first column, list everyone you can think of. This stage is not about evaluation, it’s about ideation, so don’t dismiss or rule out anyone at this point. Even if someone comes to mind who you think might be a weak connection, resist the urge to say “no way” and instead put them on your list so you can explore the connection further. By the way, when composing your list, remember Mr. Rogers’ famous question: “Do you know all the people in your neighborhood?” Your doctor, hairdresser, real estate agent, yoga teacher or trainer may all have ideas and connections you could benefit from.
In the next column, identify who introduced you to the person in your first column – these are people who “brokered” the relationship for you. According to studies, if you see that you, rather than a “broker”, introduced yourself to your contacts more than 65% of the time, it may be a sign that your network is lacking in breadth or diversity (more on this below).
In the third column, identify individuals who you might introduce to the person from your second column (your broker), showing how you can in turn be a broker for them.
This three-column mapping technique is described in detail here and can help you evaluate your network as well as see connections that you might not otherwise have thought of.
Oh, what a tangled web we weave…
To generate a robust target company list, create a wish list of companies you would love to work for. Then, place your target company at the center of a blank page and draw spokes to five hubs that list that company’s Competitors, Associations, Vendors, Affiliates and Clients. This CAVAC ™ hub-and-spoke method creates a visual web of related companies to explore for each of your target companies. You can then repeat the exercise for each of the companies in the hubs. This methodology has been demonstrated to fuel out-of-the-box thinking and is especially useful for those who like visual representations to help them brainstorm.
Click here for a full description and example of the CAVAC™ method as well as other creative networking strategies.
It’s Alive!
Think of your network as a living, breathing organism that requires care and feeding. In her video Building Effective Networks, Herminia Ibarra of INSEAD Business School identifies three characteristics of strong networks: they are broad, connective and dynamic. She calls them the “BCDs” of building a strategic network and here’s how they work:
Broad networks include people of different genders, nationalities, academic degrees, skills, areas of expertise and professional experience, among other characteristics. This kind of diversity is not only beneficial to you as an individual; it also benefits your organization if you’re a leader. Click here to read about a recent study showing that CEOs with a diverse network create higher value for their organizations. Connective networks reach beyond your immediate contacts. Some ways to build these are through public speaking, teaching or volunteering for organizations that have meaning for you. Dynamic networks grow and evolve over time through regular review and updating.
Ask not what your network can do for you, ask what you can do for your network.
Remember that networking is a two-way street. Be generous with your time and resources with others and you will build authentic relationships with people who will be happy to support and help you when you need. A good rule of thumb is to finish each meeting with a contact with some version of “how can I help you?” or “feel free to reach out if you think I can help” or “what can I do for you?”
An added benefit to this approach is illustrated in studies showing that when we help others, we actually reap significant benefits for ourselves, including decreased feelings of stress, increase in life expectancy and increased feelings of happiness at work.
People hearing without listening…
It wouldn’t be a blog post if I didn’t plug the value of mindful listening skills. In networking, as in life, your connection with people increases dramatically when you are fully present with them when they are speaking. By demonstrating genuine interest in what someone in your network has to offer, you will encourage them to share all they know. You will also be forging an authentic bond, which is the best way to build ongoing relationships and, by extension, a powerful network.
In the words of Jerry Maguire, “help me, help you.”
Although you don’t have to have a specific “ask” every time you meet with someone, you do need to be focused and clear about what you want to discuss. For example, it may be brainstorming about an industry or business concept you have or finding out about your contact’s specific experience in a space that you would like to explore. Whatever it may be, be sure you know your goal or objective for the meeting, make sure the person you are meeting with knows, and then be open to how the conversation evolves.
Think Nike and “just do it”.
What’s one action you can take today to enhance your network? Is there a call you’ve been putting off? A group you’ve been meaning to join? Or a coffee/lunch date you’ve been wanting to set up? Whatever it is, just do it. Remember, it’s a marathon, not a sprint – so don’t burn yourself out in the beginning by trying to do too much, just take one thoughtful step at a time. Like a French woman building her wardrobe, opt for quality rather than quantity when it comes to networking.
Photo by Park Troopers on Unsplash
