Building Connections that Last
“Be somebody who knows everybody.” Chris Fralic, First Round Board Partner.
For many people, the idea of “networking” awakens repressed memories of awkward handshakes, beguiling small talk, and the dread of opening an email from that friend of a friend who wants to “get coffee and pick your brain.”
Yet, aside from an unpleasant reputation of professional networking events near me, most people know that networking is vital. Connections are the undercurrent of technology and the backbone of business empires, catalyzing the careers of entrepreneurs, operators, and investors who assimilate them.
You may be surprised to learn that networking success isn’t a race to rack up contacts or fine-tune your elevator pitch. It’s building connections that last. The following quick targeted, tactical advice can help you reframe your thoughts around networking, get beyond the small talk to make a strong first impression, and masterfully create authentic connections in your life.
DON’T: Focus the conversation on yourself.
“If you want to be interesting, be interested.” David Ogilvy.
We all have an innate human desire to be liked. But when we do all the talking, we take away the opportunity to learn about others. How would you feel if someone you met kept pivoting the conversation back to how successful and great they are? It isn’t a good feeling. From this point forward, use every interaction to learn more about others by investigating their work and interests. Avoid temptations of talking about yourself by directing their questions back to them. Then, watch how eagerly they will talk about their passions.
DO: Get beyond the small talk.
I can’t tell you how many missed opportunities occur in conversation cowardice at professional networking events near me. When we meet someone new, we tend to limit discussions to the surface. While it can be daunting to have conversations about things we don’t know, getting past superficial interactions is key to building deeper connections. Consider the following interactions with the same person.
Exhibit A:
“This is a great event. Do you go to many?”
“Yes, it’s nice. I go to two or three a year.”
“How nice.”
Exhibit B:
“Have you heard anything at the event relevant to your work, Marjorie?”
“The segment about cyber security was interesting.”
“Do I remember correctly that you work for a software development firm? How does cyber security play a role in advancing technology?
“Oh it’s a big deal. Protecting consumer data is the forefront of our development projects…”
DON’T: Reach out only when you need something.
Think about the context and the last time you reached out to someone before you fire off that email asking for help. People learn very quickly who just wants to use them for their status or connections. Don’t be one of those people. This is a one way ticket to single-digit response rates. If you’re focused on asking people for things without thinking through what you’ve done for them recently, people will feel imposed upon. Your reputation will take a hit and everyone loses.
DO: Follow up and follow through.
It sounds simple, but you wouldn’t believe the number of people that fail to follow up after meetings and follow through on things promised. In a world where many people drop off or forget, stand out by being someone that does what you say you’re going to do. Don’t delay either. If you meet someone at the meeting and promise to introduce someone to other colleagues, send the list in the following few days.
DO: Make ‘low-lift value payloads’ a habit.
A solid network is your eyes and ears in the field. The more mindshare you have with someone, the more they will think of you when they come across an opportunity or need that you can meet. The best way to increase your mindshare is through ‘low-lift value payloads’. Value payloads are anything you can provide to others that may help them.
Even if it doesn’t pan out, 90% of the perceived value is intent. Think introductions to people they want to meet, articles that solve a problem they’ve encountered, or a note saying you passed along their work to someone else. Each of these encounters help keep you top of mind when opportunities arise.
Interested in attending professional networking events near me? Become a member of Pro Net, the Professional’s Referral Network in Dallas today.