For years we’ve heard the same things about building and maintaining a network: Everyone knows they should be doing it, but most people don’t do it until they have a crying need (like losing a job). Their reasons boil down to 4 major obstacles: Mindset, Strategy, Tactics, Time. We have some recommendations!
The Wrong MINDSET
The wrong mindset about building a network stops us cold – we won’t pick up a phone, write an email, or introduce ourselves to the speaker. Part of the problem is that most people think of networking as “pushing” themselves on others, or “begging” for help; they think of it as sales – and the worst kind of sales.
In fact, most networking is simply doing research. We do this naturally in our personal lives when we are looking for new golf clubs, a computer, or a daycare provider. However, when it comes to our careers, it seems different. It isn’t. If you approach people with genuine curiosity and you really want to learn something, you will be more comfortable, and others will want to help you.
- Think about what you want to learn, and what questions will help you learn it.
- One good resource for thinking through your mindset, and what you really want to learn is The 20 Minute Networking Meeting by Marcia Ballinger and Nathan Perez.
Lack of a Strategy or Goal
It’s hard to get started if you don’t know where you want to go. If you look out a year into the future, where would you like to be headed? Who would be beneficial to have in your network? It might be more senior people in your organization, someone in a different function that you’d like to move to, someone outside your organization in your profession, a search person, etc.
- Start by making a list of the people currently in your network and create a contact database (it can be a simple spreadsheet) of everyone you know.
- Now list the names or titles of people that you should get to know. Do some research and find a way to get there – do you have some connections that could help? What organizations should you join to meet them?
Not Comfortable with the Tactics of “How To”
We once worked with a successful CEO who needed to make a change. Even though he had been very successful, he was uncomfortable with how to approach people to ask for information that would be helpful to him (research!). By crafting some questions that he felt were authentic, that 800 pound phone didn’t feel so heavy, and he soon got comfortable and confident approaching people to get information and connections that he needed.
- Every time you are going to make a call, or enter an event, clarify your goal – what do you want to learn or have happen as a result of this conversation?
- Craft some conversation openers that are comfortable for you, then pick 3 or 4 as your ‘stock’ questions that are always there to fall back on.
Lack of TIME
This is the “excuse” we hear most often – and, indeed, working people have incredibly full calendars. However, if building and maintain your network is important – and we argue that it is – you need to build time into your schedule to do it. One man (an introvert) approached us after a presentation last month, and told us what he had done to build his network. He decided to take action when he realized that his technical skills were only going to take him so far in his career. On Friday afternoons, on the way home from work, he made two phone calls to people he knew – just to stay in touch and possibly offer them some information he had learned. This one habit made all the difference in building his network. While we don’t promote using your cell phone while driving, his results show that it doesn’t have to take inordinate amounts of time to deepen your relationships.
- We have a plan that will help you build and strengthen your network over the next year – in just 4 hours per month. Download this FREE resource from our website, “A Networking Plan for a Year.”
- And if you don’t have a year to build it and need to expand your network quickly, download the “FastStart to Building a Network.”
A year from now, you’ll be glad you took a little time to do this.
And don’t forget – networking is all about building relationships, being of value and giving to others, and enjoying other people. If you’re looking for more ideas there are lots of them in our book, Power Your Career: The Art of Tactful Self-Promotion at Work.