by on April 19, 2010 4 Comments

Part 1: Does your networking approach give you the best pay back?

What is your hit rate for connecting with people on LinkedIn? Are you making quality connections for your business and professional life? If not, maybe it has something to do with how you are approaching people to be in your inner circle.

When LinkedIn initially became the go to place for professional networking, the approach was to ask people who you knew well to be a part of your network.  They might have been previous colleagues, current colleagues, professional organization contacts or friends.

As the site evolved, the notion of six degrees of separation took hold and the possibility of connecting with someone outside your immediate circle of influence became appealing to the site users.

It sounds like a great idea! The more people I am connected to, the more likely I will be to find that job, person or contact that can help me!

Interestingly enough, three degrees of separation might be more meaningful.

Here is the conflict.

If you connect with people who do not know you, how can they help you and vice-versa?

A possible scenario is John is browsing your contact list and he wants an introduction to Sally. That may sound fine, but what do you do when Paul wants to know something about Sally before he contacts her and she was someone you openly agreed to link in together.

“Well, John, I really do not know Sally, we just have a connection through LinkedIn. I can forward a request for you to connect with her.”

What do you think are the chances that John and Sally will connect any time soon?

Types of Networkers

Depending on your approach to networking, you may have lots of contacts or very few. Do you think the number of contacts really matter if they are simply placeholders in your profile or database or do you actively engage with them on a regular basis?

To understand why someone has more or less contacts, it is important to realize there are different approaches to who connects with whom.

Someone who is considered an open networker on LinkedIn connects with anyone who sends a request to be a part of his or her network. There are no criteria for inclusion or exclusion.

Conversely, someone who is a selective networker establishes their own guidelines for accepting invitations or requesting to be included in someone else’s network.

The rule of thumb is to avoid assuming that everyone operates the same way you do and it might be very different depending on the circumstances.

For example, on Twitter, I connect with anyone who wants to connect; you can connect with me here.

On Facebook, I have two pages, one that is personal and includes people I socialize with or knew way back when and another one for fans of Elephants at Work.

The fan page for Elephants at Work provides a different way for people to connect with a shared community of learning, specifically on how to manage our career and boss more effectively. You can become a fan here.

My LinkedIn account is for people who I know and trust in my professional and personal life. I will share more with you on that in Part 2: Examples of how to and how not to grow your professional network.

Types of Introductions

How are you going to help your two contacts make it work smoothly? The art of making a cold, warm or hot introduction is no different on the phone, in person or online with LinkedIn. Does one approach feel like it might be more successful?

A cold introduction is one where the parties do not know one another and someone takes the initiative to reach out.

A warm introduction occurs when you receive someone’s name from a trusted friend or colleague and the say it is OK to use his or her name when you call the person.

In a hot introduction, your contact facilitates the introduction by either calling or writing the person a personal note to share why they believe it would be beneficial for the two of you to meet.

When someone plays the intermediary role to connect two people, I have found that if you put a comment in about the person (who you know), there is a higher likelihood that someone will take the request seriously.

Let us say you want to connect with someone you do not know. Are there some approaches that fall flat and other approaches that may prove to be more successful?

The answer to this question will be in our next post. It might be entertaining to read what people have to say, you will see some real responses I have received over the years.

Filed Under: Networking
by on December 28, 2009 Leave a Comment

Why connecting with others works…in more than one way

The great thing about sending a holiday message to clients, colleagues, friends and family is hearing something back from them. It keeps you connected and is a sign you may have made a difference in their lives.

I want to share an update I received from someone who asked for some advice this past summer. A little about him here. When I first began reading his note I was thinking, this is not going to be good.

“Christmas came a little early for me. I was laid off in September, had a few good prospects that like so many times before got vaporized by the economy. Either they get pushed out 6-9 months or there are dozens of internal candidates from lay-offs.”

Then it changed dramatically.

“But 2 weeks ago everything changed quickly. A “networking” call turned into a job offer on the spot…back in my old field. My role is Director, Marketing and Business Development for Y. You may not recognize their name but you knew them 12 years ago.”

I did.

“This is the former Company Y whom I helped set up in business with the Joint Venture. Small world. Never thought I would be working for my competitor.”

Sometimes these things happen. Competitors like to woo talent that they have had experience with in business. He goes on to explain his new job responsibilities to me and concludes:

“It’ll be fun. I did this very well at Company X – 20 years ago. I’m happy to be back among the living …er, employed.”

The good news kept coming.

“BTW, I don’t know if I told you but I did start that MBA program we discussed last summer. I’m doing very well and found it very helpful during my time of unemployment (kept me busy on something other than job searching).”

No, you did not but that is OK. We all get busy.

Keeping your brain active with learning is a good way to relieve stress, in addition to regular exercise. Active learning can be through new concepts and reflecting on what worked or did not work in your past. His excitement is obvious as he shares:

“The first class was Law and Ethics and the last class was in Leadership Management. So much of the material I recognized from good examples from a previous boss – searching for the “And” and not the “But” and from things I experienced and did myself. That is not to say I have not learned a great deal from it all.”

J – Thank you for a great Christmas present.

Is it time for you to write someone or pick up the phone?

Filed Under: Career Advice, Networking
by on July 24, 2009 2 Comments

Do’s and Don’ts to Job Networking

Over the years, I have received numerous calls from job seekers asking to network. When practical, I like to meet people in person, though I have successfully networked over the phone.

On average, I find most people network poorly. They think of it as a one shot discussion. Whoever is telling them that networking is broadcasting “I need a job“, and quickly moving onto the next person on their list is giving bad advice.

Networking is not about you needing me today, it is about both of us making an investment in each others’ success.

People who are connectors or network linkers (a person who connects two people) are valuable resources. To network effectively with a connector, consider these do’s and don’ts before you make your next call or have your next meeting.

Do:

  • Be clear about your target market. When you come prepared with specific companies or individuals’ names, you will have greater success with people helping you to meet them.
  • Know what kind of position you want. Companies still use job descriptions to define the skill, abilities and experiences they want in a candidate. Knowing which positions you are qualified for will make it easier for someone to match you to their contacts.
  • Ask for a warm referral. A good network linker will often send an introductory email or make a phone call on your behalf, turning your next contact into a warm referral for you.
  • Follow up with your network linker on any contacts they give you. If you receive recommendations on people to contact, let your network linker know what became of their suggestions. By doing this, you will demonstrate:
    • Follow through. Your network linker will be more likely to send you more people or leads if they know you are using the information responsibly.
    • Results count. Everyone wants to hear about a success story, or how one contact led to another, it may give them an idea of someone else to meet.
  • Be prepared to help your network linker. Givers receive more referrals than takers. Think about how you can help your network linker achieve something of value to them. It might be a referral for business or an introduction to someone new.  If in doubt, ask them. If you are not able to help them now, put it on your to do list and become a network linker too!
  • Know what geographical area you want to work in. Think through the implications of taking a job outside of your immediate area. Are you willing to make the move? If not, let your network linker know so they don’t waste anyone’s time with unproductive discussions.
  • Ask for advice. Your network probably has a few words of wisdom which might aid you in your search.
  • Let your network know where you land. Letting people know how to find you once you get a job will send the message they were important to you during your job search.
  • Keep in touch. Everyone gets busy when they have a new job. Put it on your calendar 3-6 months out to reconnect with your network. Make a point to do it yearly.

Don’t:

  • Talk about your old employers negatively. If you still harbor ill feelings for why you were let go, you are not ready to network. The people you meet do not want to hear about how you were unfairly treated or that your boss was psychotic. Rarely, do you find the sympathy vote from this disclosure.
  • Do all the talking. You will come off me-centric. Ask questions and listen.
  • Appear needy and desperate. People are more willing to help someone who is confident. If you think you are too emotional, delay the meeting.
  • Expect your network to open up their entire address book to you. When you meet someone new, they maybe hesitant to share their all their contacts with you. Why? For several reasons:
    • Who the network linker refers is a direct reflection on them.
    • Not all their contacts are networkers.
    • Some contacts only want a referral if there is an immediate need.
  • Call upon your network when you are only in trouble. You will receive a lukewarm to cold response if you only reach out when you need a job. People know when they are being used.

I welcome any other networking insights – what has worked for you as a job seeker or as a network linker.

Filed Under: Job Search, Networking
by on July 22, 2009 1 Comment

Investing in Your Personal Network

Does your company encourage you to network? Working in an organization can create tremendous pressure to remain inwardly focused, simply because those are the people who help you get work done. But, is that good for you long term?

When I talk to people about networking, the typical response is: they join professional organizations. Take a moment to reflect on how much time you spend on cultivating your internal vs. external network. Evaluate if those same people would continue a professional relationship with you if you left the company, either willingly or unwillingly. Are you satisfied with your retention rate?

Some company cultures are down right brutal. The minute you step out the door, your relationships seem to evaporate. It might be management setting a tone – we only want to talk to our people – or your co-workers have not figured out the value of having a strong network outside the organization.

Your reputation develops over a long period of time, and can be destroyed in a moment. Start developing or improving your network today. You will be glad you did – some people tap into it once in awhile, others use it continuously.

Diversify your relationships just as you would any portfolio.

Make a plan on how you want to approach it. There are a number of ways to do this, such as:

Join Organizations

Think about social, professional and volunteer organizations where you’ll meet new people who share a common interest. Some companies may cover your dues in the professional arena, if they don’t, consider it a personal investment to shape your career objectives and opportunities.

If you work on committees, others will take notice of your skills and ability to lead others. By doing something that you are excited about, you will find the time and meeting friends will come naturally.

Update Your Database

Keep track of everyone you meet. Enter their business card information into a contact manager like  Microsoft Outlook 2007 or ACT! by Sage 2009 (11.0). Update changes to their employer, phone number, address etc. When it is time to contact them, you’ll welcome having their information at your fingertips. Periodically send them a note, updating them on what you are doing.

Use Social Networking

Find old and new contacts through social networking. Each service is carving out a niche; use the ones that make most sense for you.

LinkedIn seems to be the place to make professional or business connections. You create a profile which becomes your mini resume or calling card. It is a great place to find old colleagues and to establish new relationships with people in your field or outside your field of expertise.

Many job seekers and recruiters use LinkedIn to locate new opportunities or talent.

Some LinkedIn users may opt to become “power users” where they link with everyone, no matter if they know them or not. I have opted to link with people who I have either worked with or personally know.

Once you connect with someone, you’ll be able to view their connections if they have given you permission. Often you’ll see someone else you know – just send them an invite to link with your profile.

Participate in the group forums. Ask questions or provide answers to others who are looking for information. Sharing your perspective and expertise will build relationships over time. I often receive requests for people to get to know me better.

Facebook offers a more casual atmosphere to connect with colleagues and friends. You’ll find people posting pictures of their pets, family get together and events. Individuals with businesses post information that might be of interest to their connections.

There are fan clubs you can join promoting an event, cause or group.

I primarily use Facebook network to keep in touch with friends.

Twitter is a communication tool for friends, family and businesses. People sign up as followers to view your tweets or messages you send it to your network. The tweets are limited to 140 characters; you learn the short cuts quickly.

You can sign up to follow anyone who has an account; it may be someone famous or anyone who interests you. Create an account with your name or business name in it, for example, mine is: http://twitter.com/LynnDessert. It is about personal brand recognition.

Personal Networking

This is probably the most important aspects of nurturing your network - getting face-to-face or telephone time. Events are great places to make initial contact. Quality time is more private; the better approach is to schedule a follow up phone conversation, breakfast, lunch or coffee meeting.

When networking with someone for the first time, I opt for a low key approach. I leave all my promotional or business materials at the office. I can always follow up with them if they express an interest.

The purpose of the meeting is to get to know them as an individual, not to push my business. I am more interested in how they think, what they believe is important to them and do I want to have a professional relationship with them. Who you align yourself with tells people a lot about the person you are.

Build your relationships from multiple contacts, not just a single meeting. They flourish when both parties have something to offer one another. An immediate turn off is when one party focuses on their needs; discounting the other party’s needs. The value each party brings can be different in context or delivery. The challenge is to find out how both parties can walk away feeling good about the relationship.

Filed Under: Networking, Reputation Management
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