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Making Networking Work: More Great Ideas from Liz Lynch

Wouldn’t it be great if you knew the secret of networking and could use it to get the help you need when you need it? And wouldn’t it be great if the whole process didn’t feel so … well, awkward?

For many people, though, it seems like networking is just that. Awkward. Especially when they need to ramp up their efforts due to a job search or to meet some other business need. Frequently, people already know folks who could help them, but have lost touch over the years. In other cases, people don’t know how to get the help they need, or how to make networking mutually beneficial; so, they may feel frustrated. Others, determined to make networking work, may find it challenging to deal with issues like quantity versus quality of relationships – especially online. Finally, there are those professionals who see networking as an opportunity to build their reputation, or personal brand, but want to approach it correctly.

Fortunately, there are ways to make networking work.

So, in the last part of my virtual interview with Liz Lynch, author of the newly released Smart Networking: Attract a Following In Person and Online, I asked for her perspectives on these concerns. Here’s the interview:

It seems that a lot of people let relationships slide and then want to reconnect with people when there is a need, such as job search. What are your recommendations for reconnecting with people from the past?

It's best to start with the people with whom you had the closest relationships since those are typically the easiest to rekindle without a lot of fanfare. For example, I may not be in touch with my best friend from junior high school on a regular basis, but because we were close enough at one point in our lives, if she were to call me up for career advice, I wouldn't hesitate to put in the time to help her.

It seems like some people are naturals at quickly connecting with others and getting the help they need. Yet for a lot of people, it seems like they can never get anyone to help them. What do you think makes the difference?

There is definitely an art to the "ask" and smart networkers have to master it because what's the point of putting in the time to build your network if you can't get the help you need when you need it? There's a whole strategy for figuring out who to ask, what to ask for and how to ask. For example, one of the most important things to consider is to make the level of your request appropriate to the level of your relationship. Something your best friend might go out of their way to do for you, a distant connection or a new contact may not be so willing. Your request also has to be something that is specific and reasonable. Asking for a job is specific, but since few people have a job in their back pocket to give you, it's unreasonable to ask for one. Instead, asking for advice on positioning yourself or help in reviewing your resume or marketing materials are both reasonable and specific.

Smart Networking: More of My Virtual Interview with Liz Lynch

Just this week, I facilitated a seminar on self marketing and networking for folks in career transition. As usual, people’s eyes started to glaze over and their questions focused on the short-term need to network for job leads. Nonetheless, I moved the conversation in direction of networking as central to long-term career management and business strategy.

Happily, people many people are beginning to get that networking needs to be an ongoing activity. I suspect you do too. 

Still, you'll want to figure out networking strategies that work best for you. This week, as I continued my virtual interview with Liz Lynch, author of the newly released Smart Networking: Attract a Following In Person and Online, one of the first questions I asked was about her own efforts to make networking work for her. From there I went on to ask about relationship building, dealing with pushy people, building rich relationships on line, and strategies for making networking easier by attracting a following. Here’s the interview:

Liz, you've described yourself as "not a born networker" and yet you've become a leading authority on networking. What motivated you to become such an avid networker, and what keeps you motivated?

I learned to network out of necessity when I left Corporate America in 2000 to start my own consulting business. With my business background in strategy and a natural tendency to want to streamline every process I work with, I developed the "Smart Networking" approach mainly for myself, the time-starved solopreneur who didn't want to be out there all the time and, therefore, had to be highly effective when she was. Shortly after, people started asking me about my strategies, and soon I was writing articles, speaking and blogging about networking in a way that seemed to connect with people all over the world. I love thinking up different ways to explain concepts and seeing each person reach an "aha" moment where he/she gets inspired to take action.

Many people get caught up in the mechanics of how to begin and end interactions with new people, and also aren't sure how to set up the next conversation to move the relationship forward. What are some ideas for managing relationship building?

It's not necessary to have every step in the relationship planned out in advance. You can lose some of the spontaneity and the organic quality of relationship building. Plus since we're talking about individuals, everyone will have different reactions and different needs. The general principle for smart networking is to make sure that every interaction you have with someone is a positive one. Be likeable, be interested in them, and make them feel at ease so that whatever happens next, they're willing to go along for the ride, or at least, willing to hear you out.

Getting Started with Smart Networking: A Virtual Interview with Liz Lynch

As a career coach and personal branding strategist, I work with a lot of people who recognize the critical importance of networking. Still, they fight it. And it seems the people who fight it most are the ones who need it most because they’re in career transition. So, it’s not uncommon for people to look for help in “getting started.”

Since networking is truly the passport to success in business – and in life – it’s a skill set you would be wise to practice and develop continually. To some extent, you probably already are and don’t even know it. For example, if you’ve ever had to make a decision on a new car or computer, you’ve probably asked for the advice of others. You may have also offered your counsel to guide others in their decisions. Either way, that’s networking.

Of course with the growing trend of all sorts of local networking events, as well as the increasing importance of online social networking, getting started has never seemed more daunting. Fortunately, there are experts who offer great advice, making your task a bit easier. One expert is my very good friend Liz Lynch, founder of the Center for Networking Excellence, and author of the newly released Smart Networking: Attract a Following In Person and Online.

Last week, Liz launched a virtual interview series contest for bloggers. As at terrific opportunity to tap her expertise, I decided to participate. So, I submitted a series of questions focused on common getting-started concerns. Here’s what Liz had to say:

What's the best way for people who haven't really been focused on networking to get started?

The best way to get started is to tap into the network you already have. Meeting with people you already know, who are already fans of yours and willing to help you can give you a nice dose of confidence. They can also give you a big head start with your networking by introducing you to other people you should know once they understand what you’re looking for. If nothing else, they can be a great sounding board.
  
It seems that people who are great at networking are very extroverted, so, what are some ways an introvert can make networking productive?

It may seem that way, Walter, but you’d be very surprised. I’m an introvert, Jason Alba, author of I’m On LinkedIn, Now What??? and I’m On Facebook, Now What???, is an introvert (he wrote about this in a blog post recently). Introverts can be as successful with networking as their extroverted friends, but they just may approach it differently. Rather than trying to work the whole room, they may be more comfortable talking with a few people. Both introverts and busy extroverts will appreciate Smart Networking because it’s all about getting the most out of whatever networking you do, by learning to be highly effective networking in-person and using online tools to leverage your efforts.