Effective Networking

“Referral Interviews: The Key to Effective Networking”

Effective networking? Yes, Effective networking. If you don’t know what I mean, not to worry…you are not alone. You see, too many people misunderstand what effective networking means. Effective networking does not mean “run around with you head cut off and meet as many people as possible, trying several things only to become exhausted, ineffective, frustrating, and even humiliated. Effective networking is often created before you need it! Effective networking is in the art of developing relationships where you can be a giver and not just a taker. Is there something you can do for them? Here are a few effective networking attempts gone bad.

Stan handed out his resume to everyone he knew or met, saying, “Let me know if you hear of anything.”

Although Julie successfully reached influential people who might have hired her, she couldn’t tell them what she wanted to do, and seemed like a lost soul.

Dana’s friends suggested people to contact, and she made cold calls, saying she was laid off and looking for work. Four of them hung up on her. Only one gave her the time of day.

Effective Networking: The True Sense Effective networking hinges on conducting successful referral interviews. When done well, they rarely lead to rejection, but can be a rich source of valuable information, advice, and lasting contacts in your field. They can systematically steer you toward the right position, and keep you from wasting time on the wrong path.

Whenever possible, conduct your referral interviews in person. Send a good letter of introduction, then call to set a time to meet.

Effective Networking means “learning to set the table” Be prepared to control the meeting by “setting the table” for the interview. It might go like this:

1) Thank them for their time.
2) Set the agenda. You might say, “I’d like to tell you about myself for a couple minutes (your 2-minute profile—see below), then I have some questions to ask you about…” (their field, company, etc.). Ask if they’d like to add to the agenda.
3) Ask, “How much time do we have for our meeting?” This keeps you from either overstaying your welcome or cutting short a productive interview when the contact is willing to spend more time. Setting the table puts the other person at ease by giving structure to your meeting—and puts you in control.

Effective Networking means “learning to articulate your value within 2 minutes” This carefully prepared and rehearsed profile will:

1) Tell how you contribute;
2) Provide a clear, concise illustration of your best work; and
3) Say what you’d like to do next.
4) Develop a “Special Report” that you can leave behind that might be beneficial to the one with whom you are having a referral meeting. Offer assistance when appropriate.

Sometimes people have referral interviews to get clarity on what they want to do. This is fine, but you still must be clear about how you want to contribute and have clear ideas of what you’re exploring. It’s OK to say, “I’m exploring corporate meeting planning, sales training, and fundraising.” It’s not OK to say, “I’m open to whatever.”

Effective Networking means “learning to ask focused questions” Continue by asking carefully thought out questions. Begin by asking them about their career. Other questions will fall into three categories: information, advice, and contacts. The natural flow of the discussion is for the questions to flow in that order. Giving objective information is easiest for your contact. After you have talked a while, they’ll be better able to give you advice. If you have presented yourself well, most people will be willing to refer you to others. If you haven’t made a good impression, they won’t. No one wants to send someone who’s confused or inept to talk to colleagues.

One goal of referral interviewing is building relationships. Send a thank you note. If the contact agrees, call them to check in every few weeks to let them know your progress and see if they may know of any possibilities.

It takes work to make referral interviews effective, and it pays off! Clients regularly report that referral interviews are enjoyable and have opened up many new possibilities. So many times while in an informational interview I've had clients discover a market or new focus, tapping into the hidden job market!