Mastering the Art of Networking: One Introduction at a Time

Even in strong job markets, I’m surprised how many highly qualified people from my network approach me looking for a job. I understand that networking is how you find a job, but many people do it wrong. It’s not that you shouldn’t network for your next job; your approach is wrong. If you approach someone asking for a job, the odds that I am hiring for a role or that I know of an open role that fits you right now is less than 99%. So, my response is likely to be, “No, not right now,” and the conversation ends with some pleasantries shared.

The adage “Ask for money, get advice. Ask for advice, get money” can easily be modified for networking: “Ask for a job, get advice. Ask for advice, get an introduction.” When you contact me, I assume you are looking for a job or some other request; it’s implicit. The goal of your outreach should be to create a meaningful connection that can open doors to new opportunities. The key phrase here is “open doors.” Here is an outline for an effective networking meeting:

1.        Create a Connection: Start all conversations with questions that establish an emotional connection. Ask how they are doing, how their family is doing, and what they’re working on now. If you don’t know them already, ask about their career journey. Then, listen and ask meaningful follow-up questions. It’s not about you—you want the person you’re approaching to feel valued. Then, most likely, you will be offered the same courtesy, and you can briefly outline your current situation and background.

2.        Ask for Advice: Research the connection before the meeting; look for recent social media posts they’ve made or related company or industry news. Play up to people’s egos and ask them for advice and insights on the industry, company, or market trends and how that may impact job seekers.

3.        Ask for an Introduction: Instead of asking if they know someone hiring, ask them who they think you should know. Sometimes, this is a potential hiring manager; sometimes, it is just another person who can open a door for you. The more doors you open, the more opportunity you will find.

4.        Offer to Make an Introduction: Networking is a two-way street. Think about how you can add value to your new connection, whether through sharing an article, offering introductions, or providing insights into a shared interest. Make sure you always ask the person you’re networking with what they are looking for and try to facilitate an introduction or provide some content that they would find valuable.

5.        Follow Up: Follow up with a brief thank you email and ensure you facilitate the introductions or other action you offered. Additionally, keep a list of everyone you networked with during your search and send them an update email when you land your next role, thanking them for their help during your job hunt. Then, schedule a recurring reminder to stay in touch with them. You should always be networking.

The conversation may be more informal if your relationship with the person is established and more of a mentor-to-mentee (e.g., former professor or supervisor) or a former colleague. However, the general outline is still a practical framework for getting the most from networking meetings.

Here’s some additional advice to make your networking more effective:

·      Optimize Your Online Presence: Before reaching out, ensure your online profiles (LinkedIn, Twitter, etc.) are professional and up-to-date and convey your interests and expertise clearly. A solid online presence acts as your digital handshake and brand.

·      Personalize Your Connection Requests: Generic messages are forgettable. When reaching out to unknown potential connections, especially on platforms like LinkedIn, tailor your message. Mention a shared connection, interest, or something you admire about their work. This personal touch can make all the difference.

·      Engage Thoughtfully: Comment on posts, share relevant articles and participate in discussions, especially on LinkedIn. This active engagement shows interest in the conversation, not just the connection.

·      Practice Active Listening: In conversations, focus more on listening than speaking. People appreciate being heard; you’ll learn more about their interests and how you might help each other. Follow the “Two-Ears-One-Mouth Rule”—this adage reminds us to listen twice as much as we talk. It’s beneficial in networking, ensuring conversations are balanced and meaningful.

Networking, whether online or in-person, is fundamentally about building relationships. It requires patience, persistence, and a genuine interest in others. By adopting these strategies and focusing on generation introductions, you’ll expand your professional network and enrich it with meaningful connections that could lead to unexpected opportunities.