9 Steps Towards Genuine & Effective Networking
Early in my career I overlooked the value of networking and keeping in contact with people. A few years after my first job change I had lost the contact information and even forgotten the names of many of my peers that I didn’t work with on a daily basis.
After starting my own company I became acutely aware of the power of keeping in contact with people when I got a call out of the blue from a past co-worker that turned into over $200,000 of business for my company.
Here are some of the techniques I use to keep in contact with people:
1. Take People to Lunch
I keep track of where people live and give them a call with an offer to buy them lunch or breakfast when I’m coming through town. These aren’t sales calls. They are just a chance to keep in contact. My goal is to just keep my name in front of them and to find out what they are doing.
2. Mail Newspaper and Magazine Clippings
Keep track of people’s interest. When you run across an article that they might be interested in, cut it out and mail it to them. You can also email them, but don’t overlook the power of sending a physical letter through the mail.
The seemingly trivial information about their interests from a lunch conversation helps give me ideas for the types of things they might be interested in hearing about. This isn’t all business. If they mention their kids are traveling to Europe, I’ll send them an article that their kids might find useful.
3. Phone Calls to Ask a Question
Several times a year you should give people a call to ask a question about something in their area of expertise. This helps establish that you have a respect for their opinion and gives you an opportunity to keep your name in front of them. This can also be done by email, but getting some “voice time” is important.
Obviously you don’t want to monopolize their time, but a question like: “I have a client who is looking at XYZ CRM. I know you put it in last year. Have you been happy with it?”
4. Meet People in Person
There are probably a number of people who you know that you’ve never met face to face. Making a conscious effort to get face time with people you have only interacted with over the phone and email is very important. I have had good luck just asking people if I can come by their office to say “hi” for 15 minutes.
This is a good first step with someone who may not feel like they know you well enough to invest 45 minutes at lunch. It also gives you a chance to potentially meet their co-workers.
5. Take Notes
If someone mentions that their daughter, Jill, is getting ready to have surgery, you need to ask how she is doing the next time you talk. In order to keep track of this information you need to take some notes. Simply adding a line with the date and any important information to the person’s contact record in your address book will give you what you need. Be sure to review your notes before you talk to them next time.
People will decide how to value your relationship based on the value that they perceive you put on the relationship. If you remember to ask about their kids, it will make them see their relationship with you as more important. The more important they see their relationship with you, the more likely you are to make it to the top of the list when they need someone with your skill set.
6. Stepping Stones
Person A can introduce you to person B who can introduce you to person C, etc. Obviously if you make people think that you are only interested in getting to know them so you can get to their friends, you are doing something wrong. On the other hand, if you have built a strong relationship with someone, it isn’t inappropriate to ask them “who do you know that I should meet?”
Also don’t overlook people who share a mutual client with you. If you are a graphic designer, it could be very beneficial to meet your client’s PR firm. If you are a marketing consultant, it would be good to know your client’s IT guru.
7. Make Connections
Pay close attention to the small talk you make with people in your network. Often it will reveal ways you can help by putting them in contact with others in your network. If someone says they are looking for a good private school and you happen to know the headmaster of a reputable institution, offer to make an introduction. If you hear someone say they are looking at outsourcing their IT department and you know someone else who has just done that, offer to introduce them.
8. Befriend the “Little” People
We have all met people who fawn over the individuals they think can give them something while snubbing everyone else. Don’t do this–even on accident. Even if it didn’t hurt you by making you look bad, you will eventually guess wrong and the person you think has no influence will be far more important than you realized. The damage from snubbing people can be extremely difficult if not impossible to undo.
9. Genuinely Try to Help
People know if you are being sincere. If you aren’t truly trying to help people by using your knowledge and contacts they will notice. Networking is about establishing real relationships not about trying to get a bunch of people who “owe” you favors.
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Great post! It’s hard to find people who know what networking is really about and not just trying to sell you something. I’m going to forward this to my chamber of commerce and ask that they circulate it around.
Thank you for sharing! Like Jonathan M. Tisch said, “Network, Network, Network! You’ve got something in common with everybody!”
A great list of recommendations. These will help me as I network with people.
Social networking sites have shown me that you never know who people have connections with. Never burn a bridge, because you made need it.
Great post, networking is so important when building your business. I find that a lot of the work I do is repeat business from the same clients, or people within their network. Most important thing is not to burn bridges with people, as you never know what job could be waiting around the corner
Thank you, Mark. Let’s do lunch next time you’re in Atlanta!
-Chris
In these days of cheap online social marketing tactics where superficial shallow relationships are developed for the sole purpose of scraping in more leads, this set of interpersonal tips that encourages us to do more than click “Follow” is refreshing.
Very Good Article..
I instantly added it Del.icio.us.
Every Point looks stronger than the other. Ultimately the whole article is Great.
Nice very Nice….
Excellent, just came back from a networking opportunity and I could really have put some of this into practice.
I think confidence is really needed to help push on these fronts.
Good post, I definitely think its important to network as a freelancer these are the only times you are really going to get to meet people, another good place to network is to attend design conferences.
Please do not get me wrong but it looks like everything you do in your daily life is within the idea of networking. I would neither want you to be my friend nor I would like to go for a lunch with you because even thou you think you are geniunely being my friend, in reality I do not think you would be, because you carry secret .second thoughts about the state of the friendship and its outcomes. I hope it makes sense.
I understand the value of networking but really you think that you are being geniune by carrying so called real feelings towards the person you are trying to have “connection”, that is not real feelings you are faking it by even lying to yourself. I think that business and friendship connections should be kept seperate. If your friend wants to hire you for a job that is fine but one should never ever have secret thoughts and expectations from areal friendship.
Or just be yourself. If you are a genuine antisocial guy, don’t network. You’ll be remembered as the-man-who-didn’t-talked-to-anyone…
Good post. Sound advice with the exception of #2. The last thing I nee is someone I’ve just met mailing me newspaper and magazine clippings. There are other ways to show that you took note in regards to their special interests. Simply following up with the things they are interested in the next time they meet will suffice. For example, taking into account the mention of their son’s little league baseball season, the next time you send them an email, meet them in person, or talk to them on the phone, getting a status update on how their son is doing will show how well you listened to things that mattered most to them.
Excellent suggestions! So simple and yet with the people connection…so valuable indeed.
Taking notes about a person’s personal life/habits/interests is absolutely crucial. People are always amazed that you can remember their son’s name, or that they just got a puppy, etc. These personal conversations mean a lot more than talking business all the time. But when it does come time to talk business they will be a lot more receptive.
Great writeup!
Thanks Mark. That makes sense. How about Lunch in Pakistan? You and Chris both invited.
Some really excellent advice there, and very much appreciated. I think a lot of the usual guides/books/advice related to networking focuses on very specific aspects of “business” networking – a conference, a reception, etc. Networking is far more than that, and by networking honestly you not only develop good business contacts and possibilities, you also make friends!
This is the most useful article I’ve read on this site in a while !
It has opened my eyes on things I’m not doing well – I’m an email addict and rarely pick up the phone.
keep it up !
What I find interesting is #2 on the list… actually mailing something.
I don’t think I’ve done that for years, but it would catch attention much more than just an email or link.
thanks for the post, great!
Personal networking is largely over looked aspect of success, especially in todays environments.
I try my best to network and meet at least 10 new people every day. It sounds easy, but is actually pretty hard – so far, it’s worked out well.
Sean
http://twitter.com/SeanNieuwoudt
What about first finding the people to network with? Any tips?
@Dan B. Lee – While I know there are some people who prefer not to get anything through the mail, the vast majority of people consider a handwritten note along with a clipping of interest to have a very nice human touch.
I have had people do this to me and I was amazed at my response. It blew me away that they took the time to cut the article, write a personal note, put it in an envelope, put a stamp on it and mail it to me. So obviously you need to think about who you are sending it to, but with most people a physical letter every few months really makes you stand out.
@Kerem – If it came across that I just do these things in order to get something for myself, that isn’t what I intended. I really do like the people I do business with. My goal isn’t to do things just to get something from them. On the other hand, I don’t want them to send business to a competitor simply because my name doesn’t come to mind.
@Chris Williams & Zia Rahman – Sounds good.
Look me up if either of you are ever in Kansas.
I cannot stress enough the point about snubbing people. At the very least, “little people” are gatekeepers to the upper echelons and getting offside with them will all but scupper your chances.. Alternatively they could be people you work with in the future or (heavens forbid) have opinions that are taken seriously by their supervisors.
Treat everyone with respect and a smile and it will come back to you. We can all learn something from each other, no matter how big or small we are.
Just DIGG article…
Networking sometimes tends to get oversold, overpromise and underdeliver. This is the kind of networking that seems to push instant results, merely because you know somebody. Or that you’ll only get business when you know somebody. I once saw a book covered in Men’s Health magazine, the title of which accentuates that networking has its myths and realities. (Sometimes when I deal with people and am getting too close, I ask if I’m actually making use of the N-word.)
In some cases, I’ve gotten business through cold calling. Yes, you don’t know me and I don’t know you. And rather than wait for somebody to introduce me to you, I’m making myself known to you merely because I find you interesting. Yes, I find your business interesting because it can help accelerate mine. I’ll scratch your back, you can scratch mine. (I especially try that on employers who claim they want self-starter/self-motivated types; if you really do, why wait for an introduction, especially if you don’t want to be seen as playing favorites or any close cousin of nepotism?)
In other cases, I’ll go ahead and practice the delayed gratification which networking used to be all about. You’d get to know somebody over time, you’d build up trust. These people I may do business with 4 months or 4 years from now. Speed dating forms of networking, whether face-to-face or superficial LinkedIn / Facebook invites? I can’t go for that.
I think probably the most effective form of networking and marketing that I take part in is the last on this list: genuinely trying to help. Call it karma if you like, but ‘paying it forward’ has almost always worked for me, even if the payoff comes much later. Plus, I enjoy helping other people out, so it’s a win-win
Give it a try!
Great post, I really agree with these points! Networking is extremely important to every Freelancer. Sometimes, we tend to overlook the importance of conversation as e-mails seem like the easy solution. But I agree that voice calls go a long way. I really enjoy speaking to people on the phone as well and it really helps you improve on your people skills.
I’m a real believer in networking, because it enriches your own life in so many ways. By keeping in touch with people – either through professional organizations or social networking sites – you make connections and friends. Sometimes networking may help your business, but it often simply enriches your life by making the world seem less impersonal – one networking contact at a time.
I have acquaintances/friends/networking buddies all over the world and I’m glad to help them if they need a favor, and ask them for help if I need a favor. If the favor is something that either of us can’t accommodate, we just say so, but sometimes we often point towards someone who can help. Bingo!
And don’t forget to always be building your network – for example, I plan to travel to Seattle this June, and am exchanging emails with a Twitter follower so that we can meet while I’m there. We have similar interests (women in technology) and even if its just a short conversation over a cup of coffee – its also another friendly face in my network.
Great Post! Always be networking!
I spent several months trying to win freelance projects on Elance. I started using the advice in this blog: http://freelancemoney.wordpress.com/ and have been working consistently ever since. Can be “salesy” at times, but the information is invaluable. Read it!
Yani
Good post, and great comments! I’ve recently joined a networking group, and I’ve decided that the membership will be a success even if all it does is get me out of the house and help me practice talking to others about what I do.
Of course, it’s equally important to keep in touch with your network of existing clients! It takes way less time and effort to get more work out of your existing client base than to get new clients.
It’s interesting to note that not one social media networking platform was mentioned. Each well-used, tried and true step involved connecting in a very concrete way with a real person.
Networking groups, Mastermind groups, a weekly commitment to calling someone to go for chai, Chambers of Commerce- all are great. Getting out of the house and away from the computer with a group of people focused on a topic is more than worth the effort. You have to be seen to be seen!
Thank you so much for a great post! I have been asking myself how to effectively network with others, then stumbled across this post! Your great with words bro, and I’ll definitely share this with some of my freelance friends and students.
Wonderful Article. Simple & Clear. Thanks a lot.
Good post! The problem I find is getting my butt off the chair and meeting people. Once I’m actually networking, I genuinely enjoy it.
Open yourself up to the world and opportunities will present themselves.
Awesome article on networking. Especially agree with this statement in #9 – “People know if you are being sincere.” – it’s like sixth sense that “clients” have.
Great article, every points certainly essential.
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