In a recent post, we talked about the importance of rethinking your approach to networking so that you’re not treating your networking contacts like walking, talking job listings. Once you start looking at your networking associations as a long-term investment in your overall career development, rather than simply a way to find your next job, you’ll understand why it’s important to maximize the value of your networking interactions.
When networking contacts agree to allow you to take some of their valuable time for a meeting — regardless of whether their company has any immediate openings for you — it’s up to you to ensure you’re not wasting their time or yours. Prepare for this informal, information-gathering get-together as you would any other business meeting. Arrive on time, dress professionally, and take charge of the meeting so you get the information you need as quickly and efficiently as possible.
Before the meeting, make a brief list of the questions you want answered, find out about the person with whom you’ll be meeting, and understand his or her responsibilities within the company. Rehearse your “Two-Minute Pitch” and be prepared to talk about your accomplishments. Be prepared to communicate to your networking contact your passion for the industry or company; networking is useless if your contacts can’t see your drive to succeed.
Here’s a suggested format to follow for your networking meetings:
- Start off with a brief exchange of pleasantries. “Your offices are impressive,” “Congratulations on your promotion,” or “I read about your company’s expansion. This must be an exciting time for your team,” will suffice.
- Explain why you’re there. “I’m looking to move to the area and want to learn about opportunities in your industry,” or “These are my qualifications and I’m trying to decide on a career path,” or even “I’ve met with a number of people in the industry and I’d like your insight into the companies I’ve talked to.”
- Present your Two-Minute Pitch to establish credibility. Interviewers may start the conversation with a question such as “How can I help you today?” Take the opportunity to briefly tell them who you are so that they are better informed to help you.
- Work off your list of questions. The fact that you prepared for the meeting and wrote down questions beforehand will impress the interviewer with your diligence and organization, and help you keep the meeting on track.
- When appropriate, share more information about yourself in response to their answers to your questions.
- Ask for referrals. Remember, the power of networking is to make connections that can help your career progress. Even if the interviewer doesn’t know of a current opening for you, he or she may know someone else who does. Ask for suggested contacts at companies in your industry and if you may use your networking contact’s name to approach them.
Remember, networking is about career-building, not just job hunting. Look at every meeting and interaction as a long-term investment and an opportunity to build relationships that can help advance your career. After every meeting, take the time to send a personal note to the person you met with thanking him for his time, briefly stating what you found of value from the meeting, and promising to remain in touch.
