Expanding Your Network Strategically

You know how a thing is sometimes seemingly in your orbit? People are talking about it, you’re seeing articles…all the things.

You could chalk that up to confirmation bias…or it could be that the thing is in the zeitgeist at the moment.

That thing for me as been networking. I’m reading a book called “Networking Magic,” my clients are asking lots of questions about networking, and I’m building my network strategically.

In light of all that, I thought I would give you 7 tips for strategically expanding your networking. Key word: Strategically.

1.    Change your mindset around networking.

Hands down, the most cringe-worthy thing a former client ever said to me was “I got a new job, so now I don’t have to network anymore.”

In my view, networking should be a low-level, consistent activity you engage in throughout your career – not something you take off the shelf when you are looking for a new job and then put back on the shelf when you’ve landed your new role.

Think of it this way: A farmer doesn’t start planting seeds when he needs a crop to harvest. He does all the things in their right timing so that he WILL have a crop at the appropriate time.

2.    Have a networking goal.

You can approach this in a few different ways: You can have an overarching goal, such as wanting to build relationships with people in your community, or a goal for a specific networking activity, such as wanting to meet at least one person who works at XYZ company. I recommend you do both.

Why is this important? Reviewing your networking goals will help when you feel yourself questioning how you are using that time – is it worth it? Should I be doing something more urgent with my time?

Currently, my overarching networking goal is to reconnect with people I know to let them know about my new coaching program, The Exclusive Career Accelerator. My membership in FSAE helps me network with potential clients and/or get speaking gigs. My membership in BB SHRM is more for professional development.

Be willing to try groups that may not be an obvious choice – for example, a friend invites you to a professional forum for her field, but not yours.

It should be said here that networking can be for personal, as well as professional, reasons. When you are asking around for a reputable window installer or someone who can remove a dead tree from your property – you are networking. As well, if you are the person providing the name of a great chimney sweep or dog sitting service.

3.    Review what you are currently doing.

Even if what you are doing is nothing, it is important to know your starting point. If you are engaged in any networking activities, review them for their effectiveness. Tell yourself the truth: Are they ineffective because it’s the wrong activity for you – or because you aren’t leveraging that activity properly?

If it is the former, consider letting that activity go; if it is the latter, decide how to ramp up your involvement to get better results.

I recommend that you review your networking activities at least once a year and make the necessary adjustments. During this review, you’ll also want to review your networking goals and make adjustments there, as well.

4.    Set aside time.

Networking is what Stephen Covey would call a Quadrant 2 activity, which I talked about in episode 1 – important, but not urgent. Because of this, it can easily get swept aside.

If you decide to try out your local American Marketing Association chapter, put it on your calendar so someone doesn’t schedule you for another activity at that time.

If, like me, you are spending time identifying individuals you want to connect or reconnect with, set aside time to do the research or it won’t happen.

You may be thinking that you’re already over committed at work and there’s no room for anything else. Remember what I said at the outset: low-level, consistent activity. Consistency is key.

Here’s an example of what this might look like for you:

-Ask 5 people to connect with me on LinkedIn each week

-Review any requests to connect and accept or decline

-Thank those who accepted my connection (or I accepted their request) this week

-Comment on at least 2 posts on LinkedIn – 5-word minimum

TIME: 15 minutes, 2X/week = 2 hours/month

-Attend this month’s meeting of XYZ group to determine fit – if unsure, attend at least one more meeting

-Research possible online groups and attend at least one meeting to determine fit

TIME: 2 meetings/month = 4 hours/month

-Schedule 2, 1:1 meetings each month with people who can help me with my networking goals

TIME: 2 hours/month

TOTAL: 8 hours/month

If this feels like too much all at once, pick one of the categories – online, 1:1s, or groups and start there.

5.    First be interested, then interesting.

The kiss of death in networking is making it all about you, so engage other people with questions that will get them thinking and take them out of “rote mode.”

For example, rather than “Tell me about yourself,” ask someone you’ve just met:

“How often do you attend these meetings, and what have you found most useful?”

“I’m always curious about this: What is the career path you didn’t take?”

“What aspect of your work are you most excited about right now?”

“What do you consider to be your biggest career success?”

When you know who you are meeting with ahead of time, check out their LI profile to learn more about them – or what they’ve been up to since you last connected.

6.    Follow up and follow through.

The other kiss of death in networking is gaining a reputation for not following through. Look for opportunities to make introductions, provide resources, etc. – then do what you say you will do. Full stop.

As for following up – determine whether the person you’ve just met is a A, B, or C-level contact, and plan your follow-up strategy accordingly.

Here’s an example of a quick email:

Jane,

It was great meeting with you on Thursday – I hope my recommendation to check out ABC’s office supplies was helpful. I look forward to connecting with Bob Jeffries – thank so much for being willing to make that introduction!

7.    Go for quality over quantity.

Don’t think of your networking as transactional – you give me something and I give you something. Worse yet – you give me something and I give you nothing.

Rather, focus on golden interactions that have the potential to bring in a bountiful crop in due time. Expect to meet with some people who are on a totally different wavelength than you – and that’s okay. Chalk them up to narrowing down your potential pool of meaningful networking contacts.

To wrap up: Networking is a crucial part of any professional’s development. The shape and color of that networking will vary widely depending on your goals, career field, industry, starting point, etc.

Establish a routine you can commit to consistently, then execute. Hopefully, you will begin to see the fruits of your effort – which will encourage you to continue and even increase your networking efforts.