Networking 101: Acquiring Contacts

Thanks for tuning in for Networking 101 part two. If you missed the first part, be sure to catch it here! Right now, we will be exploring the art of leading a conversation from an initial connection into a new contact.

You've already seen an opportunity and “macked” on your potential acquaintance, right? So… whats next? It’s simple- follow the rule of D’s.

The 3-D's:

The keys to creating a contact.

Decide Your Intent

The key to achieving any goal is going into the situation with a clear objective in mind. Make sure you've decided your intent. Deciding your intent means pinpointing what you’re looking for when you network.  In order to define what you’re looking for, you first need to figure out what interests you. What is your biggest goal for the year? What direction do you see your life and your career headed in? 

A creative way to do this is to draw a thought map. On a sheet of paper, draw a shape that represents you as a whole. Inside the shape write down what motivates you, making sure to write the things that motivate you the most closer in to the center and the factors that influence you less further out from the center. What drives you to be the person you are? What are the most important goals you have for yourself? What are you passionate about? 

Doing this will let you get things down on paper and will help you organize your interest level. Being mindful of these traits and goals when you’re networking will allow you to hone in on whatever is most important to you.

 Remember- networking is a two way street. It’s not only about what somebody can do for you, it’s also about what you can do for them. Sometimes, being the first to offer assistance can go a long way in a networking relationship.

Dig Deeper

A well phrased follow-up question can reveal wonders about a person. Keep in mind what your intent is and tie it in to your question. The five main components of successful follow-up questions are the five “W” questions: Who, what, when, where, and why. These questions can be motive oriented, family oriented, or career oriented, but be sure to tie in your personal interests as well.

The following are examples of “dig deeper” questions to follow up the questions posed in the “mack” technique. 

Original Question: 

“What do you think about this cold weather we’re having? I love it. Just yesterday it might as well have been summer and now it’s finally beginning to look like fall!” 

“I’m not from around here, but you look like you have great taste. Do you know of any must-visit stores within the area? What are your favorites?”

“I can’t believe the Georgetown Cupcake girls are coming for a press conference tomorrow at this café! Will you be in attendance?”

Example 'Dig Deeper' Questions:

• “What part of the country are you from?” “What brought you to this state?” “What do you think of X in compared to Y?”
• “I admire the Georgetown Cupcake girls’ entrepreneurial spirit. I think it takes a lot of courage to start your own business. What’s your profession, if you don’t mind my asking?” 
• “What got you interested in X? Was it your major/profession? What was your major/profession?
• “When did you become interested in X?” 
• “What are your thoughts on the situation?"

Now you've established a deeper connection. The last step is sealing the deal and attaining contact information to keep in touch.

Don’t be a Stranger

Once you've used the follow up questions to gauge a person’s interests and hobbies, learn where they’re from, discover what brought them to the area, establish what field they’re in, and find out what they enjoy doing, you have established a connection and found mutual interest(s) and common ground to build off of. At this point, contact information may be requested. The most effective way to do this is by directly inquiring in a non-averting way. Instead of directly asking for information, state your inquiry.

Example Requests:

“Though I do have to go, I sincerely enjoyed our conversation. Being in X field, I found it enlightening to learn about your experience with X and Y. I would love it if I could get your email/number/card so that we can stay in touch.”

“My- how quickly the time goes by! I enjoyed chatting with you about your career/interests/education/hobbies/background and your expertise in the field of X and Y. I would love to keep in contact. What is the best way to stay in touch?”

By stating your inquiry (“I would love to keep in contact” or “I would love it if I could get your email”) you are asking for contact information without imposing a direct question. You aren’t providing an opportunity for somebody to say “yes” or “no”, however you’re still getting your point across and stating your request.

Voila! Getting contact information while networking is as easy as that. You’ve made an initial connection, dug deeper, and created a contact! I will be covering the initial follow-up correspondence next Tuesday on Networking 101!

Ciao,

M