Get Jacked Up on Caribou! 3 Key Networking Tactics
If you’ve read this blog for more than a week, you’ve probably figured out I’m usually jacked up and hyper-caffeinated. As Texas Ranger says in Talladega Nights “I’m all jacked up on Mountain Dew!” While it makes me more productive, it’s also a key to networking success. In my case it’s not Mountain Dew though – it’s coffee so I guess I’d have to say “I’m all jacked up on Caribou!”
People sometimes overcomplicate networking or view it as something mysterious. It’s not. The best kind of networking is simple and personal. I won’t go into the value of networking (aside from pointing out the best business and career opportunities come from having a strong network). Instead, I’m going to elaborate on three simple networking tactics that can help you advance your business or career agenda.
These ideas aren’t new. They’re not revolutionary. I’m going to ask you one question though: when is the last time you did these things? If the answer is “it’s been a while” then get cracking.
Tactic 1: Coffee, coffee, coffee
I have a great intern working with me right now (follow him on twitter HERE – super smart and driven guy). In a recent tweet he said “Went to Starbucks, Panera, Caribou, and another Panera… all in the same day. At this rate, I wonder how many pounds I can gain each week.” I had subjected him to a typical day of networking with me and my colleagues.
The night prior to our coffee binge, we attended an investor group meeting where he learned about the Ohio TechAngels. The next day we had coffee with a sales leader contact of mine. We next went to coffee with someone from the Chamber of Commerce. After that he spent time with some colleagues of mine meeting some other neat people.
My coffees and lunches don’t always have an agenda. Many times I’m simply getting together with someone new and interesting to learn more about them. Quite often new opportunities pop out of those discussions.
It’s the face to face discussion and sharing of ideas that creates new opportunities for both me and the person I’m meeting with. Sure I’m hyper-caffeinated after a day of networking (akin to getting jacked up on Mountain Dew) but the high doesn’t always come from just the caffeine. Much of the energy comes from the cool new opportunities that arise. Go have coffee with someone new this week and see what happens.
Tactic 2: Respect the “Meeting Subject”
This is about common courtesy. If you invite someone (the meeting subject) to spend time with you and they’re gracious enough to oblige, show them some respect. Ask them to select a location that’s convenient for them. They’re giving you some of their valuable time. Make it easy for them to give it. Minimize the investment you’re asking them to make. They’re more likely to meet with you and be willing to help if you make things easy for them.
Additionally, if you invite someone, pick up the check. Buy their coffee, breakfast, or lunch. Imagine how you’d feel if someone asked you out to lunch and then stuck you with the bill. Frustrating? Yes. Unfortunately many folks miss this simple yet important gesture.
If I invite you and ask you for your time, I’m paying. When someone asks me for my time and they pick up the tab, I’m most appreciative. If they don’t offer, it’s an annoyance and slightly sours the conversation. Bottom line – if you ask someone to meet with you, show them some common courtesy and respect.
Tactic 3: Provide Value
It’s easy to fall into the trap of thinking “how can I benefit from my interaction with this person? What can they give me and how can they help me?” It happens. Hobbes pointed out man is inherently selfish. And yes, people will help you because people are nice.
If you want to get more out of your networking though, create value for the person you’re meeting with. Ask them pointedly “how can I be helpful to you?” Think about the other person’s needs and agenda and suggest ways you can benefit them. If they would benefit from an introduction to someone you know, make the intro. If you can provide advice or expertise, offer it freely. Help them achieve their goals.
If you consistently create value for someone else, they’re more likely to want to help you and meet you again. They’ll also be more likely to recommend you to other people. It strengthens your relationships and expands your network.
Get Going. NOW!
Networking is a marathon sport. It’s hundreds or thousands of small interactions that eventually culminate in powerful connections being made. The more dots you put in your network via meetings and conversations, the more likely you’ll be able to make connections between those dots in the future. Use services like LinkedIn and twitter to make new connections (and I invite you to connect to me on twitter to help you get started).
Go grab coffee. Meet someone new. Don’t have an agenda – just talk and learn. Amazing things sometimes pop out.
Do you have any additional networking tips or watch-outs? Please share!
Recommended reading: Achieving Success Through Social Capital by Wayne Baker
http://is.gd/ltas
Written before the largest online social networks grew very large, but provides a good understanding of value of your network. The book helps in finding the true connectors in your company or circles of friends, the people that connect disparate networks and the value they provide to both sides.
Mike,
Good post – your point about adding value is especially critical – I think of this in terms of WIIFM (Everyone’s favorite radio station – ‘What’s In It For Me?’), but flipped around to the other person’s perspective. What is in it for them to network or interact with me?
You need to answer that question FIRST before you go too far down the networking path with that individual.
@Mike – thanks for sharing the resource. I’m sure others will find it helpful.
@Guy – Fair point on getting to the WIIFM first. Thanks for sharing your thoughts.
Mike – Great post. Your advice is right on the mark! I’ve gotten my last four positions/promotions primarily through networking, and I’ve helped many others along the way as well. It’s amazing how powerful a network can be when you keep the relationships strong.
Guy is absolutely right about the WIIFM. It’s also important to make sure the networking relationships are two-way. If conversations, meetings, etc. are constantly initiated by one person (and not the other), it’s time to evaluate whether the relationship is really bringing value.
Good networking advice! Thanks for sharing.
I have to agree with the making conversations about the other person, not about you points made throughout the post. Nothing is worse than going into a networking situation with Me Me Me in mind. When engaging others, ask about them!
I suggest to people that they continue the in person networking with social networking. We all have the stack of business cards in piles somewhere. I like entering the ones I get into LinkedIn or other social network sites to get and stay connected with my contacts. You’d be surprised at how effective this can be in consistent communications.
@ Steve and @ Jenna – you’re both spot on – make it about the other person.
@ Jenna – great point on maintaining your network. I’m maniacal about maintaining my contact list (both on LinkedIn and in my personal contact list database). It’s an incredibly powerful tool and the quick easy “touch base” call or email is a wonderful way to keep your network healthy.
Hear him, hear him!
Mike, nice post about business 101 connecting. It's an easy thing to skip when things get busy or hectic, but maintaining connections and making new ones make all the difference. Nice reminder – hope to see you at a Starbucks or Panera soon!
Mike, what is usually the time involved to have your network bringing you the return you like to achieve?
I don’t think of “monetizing” my network or calculating it. I’ve built my network over 20 years and try to add to it every week. I know the “return” is there because I wouldn’t have my business without it. Try not to think of it in terms of financial returns. Build a network for the sake of building it – everything else will flow from that.
This seems a point I have to work on it. Thanks