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Only when you have completed the first three steps should you make a request. The quality of your network depends on following this checklist. It is tempting to jump from step 2 (the approach) to step 4 (the request), but you do so at the risk of not building a quality network on which you can rely for your professional success.
KEY TAKEAWAYS
- Networking has four distinct stages. Effective networkers shouldn’t take shortcuts.
- Research, the first stage of networking, enables you to identify the key things and key people with whom you should be networking.
- Warm introductions are almost always more effective than cold calls.
- Reconnecting with old contacts is important, but take care when doing so.
- Follow-up is perhaps the most important part of networking because it helps the relationship to grow.
EXERCISES
- Select a company of interest and begin to research key players at that company using the company website, http://www.linkedin.com, and your networking contacts.
- Think about how to contact key decision makers at the companies in which you are most interested.
- Follow up quickly and effectively after meeting new people. Think about how to continue the relationship, and focus on the giving aspect of the relationship.
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