A contributing consultant responds to a Mainebiz reader’s question about professional networking: how, where and how much.
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Q: I know I need to network more, but need guidance on how, where and how much. Can you help me get started?
ACE answers: Start by focusing on the other person’s perspective. As you talk, the other person is quietly, even unconsciously, thinking:
- Do I like this person?
- Do they care about me?
- Can they help me?
Don’t jump to the third step too quickly. If the person you approach does not like you, or if they sense insincerity, they won’t consider whether what you have to offer might be of value to them.
Plan-Do-Adjust: Follow the 10/80/10 Paradigm: Spend 10% of your networking time planning, 80% doing, and 10% adjusting.
Plan: As you plan, think hard about your best prospects have in common. Where do they hang out? What do they read? What online tools do they use? The answers will help you plan your introduction. Remember that you need to demonstrate that you are likeable, and that you care. Then can you communicate how you can help. Create an “elevator pitch” that makes people want to ask questions.
Do: Look for opportunities to give something of value. Perhaps if they tell you more about their business, you can bring them referrals. You could also suggest helpful resources, tools, books or events.
Adjust: It helps to attend networking events with a partner for both mutual introductions, and candid feedback. Then define when and how to change your approach based on your results and the feedback.
Be patient. Start with your plan, pick an event, and evaluate what you learn. A mediocre but well-executed plan is better than a great but poorly executed plan as long as you follow the 10/80/10 Paradigm.
For more on this topic, see “Learn to Love Networking” at consultexpertise.com/blog/12154528.
Doug Packard, CEO and owner of Renaissance Executive Forums in Maine and New Hampshire and Doug Packard Consulting in Portland, can be reached at DPackard@DougPackardConsulting.com.
