Here are 10 of the most important points to bear in mind and apply on how to social network.
1. Who are you? You need to know what you bring to the party, and the benefits you can bring to anyone you meet. So develop an ‘elevator speech’ (a brief, concise pitch) to focus on the one or two benefits you can offer.
Develop a database of related contacts who would be of interest to one another
2. Your own database. Develop a database of related contacts who would be of interest to one another. For example, if you were creating a database of people who could help with household matters, the list would include a plumber, electrician, builder, etc. The same is true of other areas of business – who would be useful in your chosen area of concern?
3. How others can help you. You must articulate how others can help you, because you will sometimes be asked “What can I do for you?” What help do you need? Think it through NOW, not on the hoof. It will also help to guide your choice of contacts: what kind of people do you need to meet to progress your career/search?
4. Open-ended questions. When you meet someone new, avoid asking questions that produce yes/no answers. Ask open-ended questions, such as “What kind of people do you work with?” which will result in a meaningful conversation.
5. Maintain visibility. To network you need to be seen and heard, and that means going to meetings and events where the people you want to meet will also be found. Always prepare something interesting to say in case you are given the opportunity to tell the gathering about yourself and your work.
6. Giving referrals. Develop a discipline for giving referrals. Do not make useless introductions that lead nowhere. Only refer people from your own database or circle if you are confident the connection is a good one. Remember, if you recommend someone as an expert, and they can’t live up to your billing, they’ll lose face and you’ll lose credibility as a useful source.
7. Prompt follow-up. If someone refers you and you receive an enquiry (“I was given your name by a mutual friend”), make sure you respond promptly, otherwise both you and your friend will lose credibility.
