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What’s the point of networking?

Networking is all about building relationships. Some relationships are personal, while some are more professional. But all relationships take time and investment. While you may feel rushed to make connections in order to find a job and start your career, be careful not to start asking for favors too early. Just like with money in the bank, you must make deposits before you make any withdrawals.

Asking for a person’s perspective can go a long way in establishing trust with a new connection. Like you would with a new friend, ask a new connection about their story. What led them to their career field? What types of things helped them prepare for it? What habits or resources have helped them be successful? Questions that have to do more with a person’s perspective or experience can help them feel like you’re paying attention to them. Those also can allow for more interesting conversations than questions that could be answered by a Google search.

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Doing your homework

If you’re going into a setting where you know who will be there, like a coffee meeting with a new connection or a networking event with guest names provided in advance, it’s always best to prepare some questions. Do some preliminary research on the people who you may meet. Where do they work? What have they shared about their work? Do you have any mutual connections to people or places? If you can walk into a conversation with some common ground, trust and rapport can be established quickly, allowing you to solidify your new connection.

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Approaching a new person

At any event with new people, it can be intimidating to introduce yourself. It be especially challenging if you’re interested in talking with someone who appears to be comfortable, recognized, or established in the space. And if they’re already in conversation with someone else, that’s just another obstacle to hop over. So how do you still make that connection?

If someone you wish to talk with is already in a conversation, the professional thing to do is to stand in the general area and patiently wait until the conversation is over. Don’t get so close that you look like you’re trying to barge into the conversation, but stay several feet away so it’s clear that you’re waiting your turn to introduce yourself. But here’s the scary part: do nothing. No checking your phone or the person will think you’re busy and may never make time for you or may walk away. It’s awkward, yes, but standing close by attentively and patiently can reward you with a conversation with a new connection.

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The Elevator Pitch

So what do you do when you’re finally in a conversation with the person you waited to talk with? This is where your elevator pitch comes in. An elevator pitch is typically a 30 second introduction in which you share who you are in a brief and engaging way. You quickly display your essential background as well as the relevant reasons for you talking with them. If communicated well, your new connection will know who you are and where you wish the conversation or interaction to go. Here’s an example:

Hi, my name is _________, and I’m a junior business major at the University of Memphis. I’ve had a deep interest in entrepreneurship since I was a kid and have been both studying and working at startups since I began college. I’ve been following your work at __________ and wanted to introduce myself so I could ask you more about your experience as an entrepreneur. Would you mind sharing with me how you got into the entrepreneurial field?

The important pieces of a successful elevator pitch are 1) your introduction, 2) your reason for having the conversation, and 3) your desire for where the conversation will lead. You don’t need an exact script, but preparing a clear path for what you’ll say will help you steady your nerves in a new conversation and get your message across successfully. Remember, you only have a few seconds to make a first impression, so prepare your elevator pitch in advance so that you can be confident about getting your words across clearly and persuasively.

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Following up

To keep up a connection you made, it’s important to follow up with them. That can solidify the interaction in the mind of you and your new contact and keep the relationship going. Within 48 hours, follow up with your new contact to thank them for their time, note what you appreciated about the conversation/interaction, and suggest a call to action or next steps.

If sent in a timely manner, this follow up can better establish you in your contact’s memory and close the loop on the conversation. It professionally formalizes the new connection and can set the stage for future conversations, whether those will be regular check ins or an open line of communication. Now you have a new connection in your network!

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Making new connections

One possibility from a new connection is asking them if they know anyone else worth talking to about your shared interest. For instance, if you had a conversation with an entrepreneur about your mutual interest in startup companies, you could ask that person if they know anyone who would be worth you seeking out for a conversation. If so, and if you established a good connection with the entrepreneur, you could ask them to make an introduction for you so you could have an easier time connecting with the recommended person. You can also ask if they wouldn’t mind you mentioning their name in a cold email you would send the new person.