VIII.19.2019 - The Natural Art of Professional Networking
How do you feel about networking? For many people, just the thought of networking can trigger anxiety. So, let me address what networking actually is and how it can work for you.
The approach to networking varies greatly based upon personalities and goals. The most common misconception is that the purpose of networking is to find a job, ask for a favour or get people to like you. This is definitely not the case. Regardless of the objective, networking is the art of building mutually beneficial, professional relationships. It is quid pro quo — an exchange of information – that has value for both parties. Networking is not just about actively job-searching, it’s about building awareness about you and your brand.
Let me give you an example when I was at the park with my kids last week. I met a mother (no shortage of those on a summer day without childcare) and we quickly engaged in a conversation about the kids. We recited ages, schools, stuff to do in the neighbourhood and the trials and tribulations of working mothers. Eventually, our conversation transitioned into a discussion about the specifics of our work lives. The 30-minute conversation resulted in landing a new client. As a Consultant, it is my purpose to constantly expand my network and, ultimately, drive new business because either your business is growing or it is dying. My point is, you never know where a conversation will begin and end but staying on purpose does not have to be a formal, uncomfortable or rigid process.
Actively Networking for a job search is a little different. These conversations need to be on message and focused so you can connect with the right people at the right time. It’s clear that the overall objective is to land a job but it isn’t necessarily going to happen as a direct result of a single conversation. Most successful job searches are the result of many discussions that can lead you to unexpected, positive outcomes. So, what does networking look like?
As I said earlier, what we want to achieve is an exchange of information that provides value to both parties. By initiating your engagement with a simple, open-ended question, we are prompting the other person to respond. For example: “Hi Susan, it’s been awhile since we connected. What have you been up to this summer?”. There are not many people who are going to respond negatively to a personal inquiry. What’s the worst that can happen? The truth is, the majority of people will respond positively and, in most cases, they will reciprocate with their own question: What’s new with you? What have you been up to? How is the summer going? With that, the door just opened and it’s a chance to tell your story. That’s when you introduce the fact that you are focused on your job search — there is no shame in that and, in fact, it gives you an opportunity to describe the kind of position that you would like add to your career trajectory. The point is, you are not directly asking for help. You don’t need to. When you reveal what you are trying to do, the person will respond by offering suggestions about people who could help.
Networking is a natural thing to do. Be confident about what you have to offer — your brand — and be honest about your intent. Keep your message simple and to the point. You are opening a door that may change your life.