Networking
101: Get Connected!
By
O.J. Kerr
Argh,
you groan. Another trade show with an uncomfortably
long networking session. But before you decide to skip
out to attend to your email, think again about this
valuable opportunity to connect with your competitors,
suppliers and customers.
There
are many reasons why networking can be an essential
tool in your career development. Networking can keep
you well-informed of your surroundings and help you
take control of your career.
Establish
a networking objective
Networking
can provide you with valuable information to help you
achieve different objectives. It can help you:
-
Determine
market compensation levels – an invaluable tool
for your negotiations
-
Find out about job opportunities – most jobs
are not advertised, and networking can tap you into
the “hidden job network” and perhaps put
you in touch with the position’s manager
-
Forecast organizational changes – evaluating
job stability can help you figure out your career
management strategy
-
Connect with industries or organizations of interest
to you - the more you know about an industry, the
better you are able to steer your career in the right
direction
The
consistent goal here is to make you a more informed
individual so that you can take greater control of your
career.
Expanding
your network through referrals
Some
people are natural born “connectors”. They
know who to call in any given situation. Not everyone
has the same reservoir of contacts, but a good place
to start building your network is through your “inside
contacts”.
Your
“inside contacts” are your family, friends
and colleagues – people with whom who you are
already connected. Your “outside contacts”
are those with whom you have yet to establish a personal
connection.
So,
how do you get an “outside contact” to be
an “inside contact”? You can cold call an
“outside contact” and get in touch with
that person directly. Alternatively, you can take advantage
of your “inside contacts” and get them to
connect you with the “outside contact” you
want to meet. The ripple effect of referrals can result
in a more successful and efficient way for you to establish
a connection with “outside contacts”.
Expand
your network through other activities
In
addition to obtaining referrals, there are many occasions
where you can broaden your network and expand your “inside
contacts” by establishing contact with people
outside of your immediate circle. To meet new people,
try participating in any one of the following events:
-
Conferences
and seminars
Join an industry organization to meet like-minded
people. Exchange business cards and make a note to
remind you where and when you met someone, and what
was discussed. Make sure you follow up with them quickly
(they may not remember you a month after your 5 minute
discussion) and always start off your conversation
with a reintroduction “we met at the seminar
last week at the Jackson and I wanted to pick your
brain some more about…”
-
Social
gatherings
You never know when you are going to meet a key contact.
Meeting someone at a social function can take the
professional edge off a relationship and help break
the ice. Your host can also provide you with some
valuable information on the contact that you would
like to keep in touch with.
-
Alumni
events
Make use of your alma mater’s alumni activities.
Whether they are social or business events, you never
know where conversations here might lead you.
-
Online
There are lots of online networking tools and
chat rooms. Be aware of some of the shortfalls of
using this medium exclusively – some sites are
more legitimate than others, and you only can engage
in non-verbal communication with your peers.
How
to direct your conversation
-
Ask
open-ended questions to help you address your concerns.
-
Ask
people for their advice - this is far less intimidating
than asking a direct question like “What do
you think my salary should be?” or “Do
you have any jobs available?” Instead try another
approach: “I want your opinion on…”,
or “given my background, what would you recommend
I do in this scenario…?”, or “I’m
interested in finding out how you got to your level
- can you explain to me how you moved into your position
and the various paths people can take to get there?”
In your conversations, you might learn of some interesting
opportunities that can be appealing to you.
-
Don’t
walk away from a networking meeting/conversation without
a referral – “Do you know anyone who works
in this area/at this company/in this team?”
This referral gives you a great window to connect
with an “outside contact”. For instance,
“Lisa told me that you are the best person to
contact about XYZ - can I trade your expertise for
a quick coffee?”
-
Always
thank the person for sharing their time and opinions
with you, and keep in touch. You never know when a
connection will come in handy, or when they’ll
be able to use your services.
Get
out there and have fun. The applications of your network
pool expand far beyond your career development. Some of
your networks may become future employees, clients, suppliers,
or even mentors. With practice, you will discover an individual
networking style that just may make those trade show networking
sessions a little more enjoyable...and useful!
| IQ
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