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.
Some people look at networking as a give and take process. Is there a balance for the correct amount of giving and taking, and how do you determine what that is?
I think many of us have a set point where giving and receiving within your network as a whole become naturally balanced over time. If you feel you've been on a giving binge lately, you might sit back and not work so hard and let more opportunities come to you. Conversely, if you've been asking for a lot of help for yourself, you might take some time to be more attentive to others' needs. The best way to stay in balance is to try to give help whenever you are asked and be open to receiving help whenever it is given.
One of the big issues in online social networking is quantity over quality. Which do you think is better, and why?
Realistically, you'll get the best help and the most help from people who already know, like and trust you. So it's not really about how many Facebook friends or LinkedIn connections you have, but how many of those would be willing to help you if you asked for it. I'd rather have a small number of responsive connections than a large group of unresponsive ones. That said, however, I'll take a large number of responsive connections over a small number any day! I guess in the end, you want quality first, quantity second.
What specific strategies do you have for building ones' personal brand or reputation through networking?
First, listen to what those around you are telling you you're good at. I've run a strategy consulting company since 2000 and teaching networking had always been a side business. But last year, I started paying more attention to the voices coming from within my network telling me that I had a unique perspective about networking that needed to be heard more widely. Second, develop a simple but compelling brand message. My brand is all about helping people network smarter, not harder. By using simple language, more people will understand what your unique value is and be able to propagate it through their networks, helping you spread your message more widely.
* * *
In concluding this virtual interview series, I want to extend a heartfelt “thank you!” to Liz for taking the time to share her expertise! I also want to encourage you to read the interviews Liz has done with other bloggers (you can find links on her blog), and especially to follow through and read her great book! It will be one of the best investments you can make for your personal as well as your professional life!
Comments