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Don’t Know How to Network? Learn From the Elite

January 13, 2009 | Author: Jessica Howard | Filed under: The Networking Habit

UpMo.com’s study on networking and career advancement helped us identify a group of professionals who really get it. These people realize that success isn’t dependent on where you grew up, which college you went to, or how many hours you put in at work.

They know that networking can transcend  it all: one conversation, one introduction or meeting can land you one step closer to your goal. Elite networkers get that connecting with people makes things happen, so they do it consistently.

“An elite networker is someone who focuses on building relationships and not selling,” says Jason Jacobsohn, who blogs at Networking Insight and co-runs the annual Great Chicago Networking Extravaganza. “They have built quality networks based on trust and credibility and are willing to connect people together. Elite networkers are givers, not takers. In addition, they are good listeners and find ways to help. It doesn’t matter whether you are an introvert or extrovert, either can be very successful with networking.”

Jason took the time to share his insights on networking with us in a Q&A at the end of this post. Read on!

How does UpMo.com define “elite networkers”?

Out of the more than 600 participants in our study, we singled out a group of professionals with salaries of more than $200,000, who have held positions of  VP, CxO or above. These are people who say they invest in networking because they strongly believe in its impact on career advancement. Through post-study interviews, we got a picture of how this group operates.

  • Habits: Elite treat networking as a habit, or lifestyle, rather than an “emergencies only” tool.
  • Skills: They not only stay in touch with people, but find ways to develop relationships and give them purpose. They find ways to make relationships mutually beneficial.
  • Career advancement: Elite networkers are more likely to have the ability leverage their network than other professionals, relying less on job sites.
  • Investment in networking: Because they believe in the benefits of a strong network, elites know that networking is time well spent. They schedule time to network, and regularly go to events that foster meeting people. Twenty percent of elite networkers reported spending two or more hours weekly on networking activities, which include proactively reaching out to colleagues, finding answers to colleague questions, researching future connections and making new connections.

To take a look at the full study, please go to our Knowledge Center.

Interview with Jason Jacobsohn

We know it’s not all about us, so let’s gets some real-life networking advice from Jason Jacobsohn, who developed the habit early on in his career.  Jason offers many tips, particularly on ways to strengthen your network by offering help to others.

Q: Based on the information in your bio, you developed the habit of networking early. Was there an experience in your life that motivated you to start networking or that crystallized the power of networking?

A: The defining moment for me with networking was when I was a freshman in college and became active in student organizations. I always took on leadership roles, so I started to realize that this was a great way to build relationships. Because of my involvement, I was able to enhance my college experience.  When I left college and started working, I continued my involvement in organizations and started attending many different events. The more people who I got to know, the more I realized that I was building a powerful support network of peers.

For the past several years, I have spent much of my networking efforts within the Chicagoland entrepreneurial community.  I position myself as a relationship builder and advocate for the entrepreneur.  So, whenever I meet an entrepreneur, I find a way that I can help, which is usually to make a very good introduction to someone in my network. As a result, I have built relationships on trust and credibility.  When I changed firms a year ago, I was able to turn some of those relationships into clients.

Q: What, in your mind, are the characteristics of an “elite networker”?

A: An elite networker is someone who consistently focuses on building relationships and not selling. They have built quality networks based on trust and credibility and are willing to connect people together. Elite networkers are givers, not takers. In addition, they are good listeners and find ways to help. It doesn’t matter whether you are an introvert or extrovert, either can be very successful with networking.

Also, follow-up is a key to success. Many people don’t take this seriously, which often results in a negative personal brand. Once this happens, you will have a much harder time getting people to trust you.

Q: Your passion for networking would suggest that you find it fun, rather than a chore (like many people do). What are your tips for making networking a habitual, and potentially fun, activity?

A: Yes, networking is fun for me because I enjoy meeting people with various backgrounds. You never know who you are going to meet. I get personal satisfaction when I can help people achieve success.

Networking should not be seen as a chore but as an integrated activity to what you are already doing. Every day you are in situations where you meet people: on public transport, in the office, at the airport, on the street, at the gym, etc. Keep an open mind when talking with people because, chances are that you have something in common and may be able to help one another. Have fun with it and try new methods. For example, find some new events to attend or reach out to your network and find out how you can help. Or start a newsletter or blog that showcases your expertise and something that you share with people.

Q. You co-host an annual networking event in Chicago. Many people find large networking events awkward and difficult to navigate. Other than having business cards on hand, what are your tips for getting the most out of such events?

A: One strategy that I often share with people is to do research ahead of time to find out what types of people will be in attendance. Review the organization’s website and/or talk to the event organizers to learn more. That way, you will be better informed about who you will meet. Also, attend structured networking events such as SpeedNetworking.com so you will be guaranteed to meet people. With my annual event, the Great Chicago Networking Extravaganza, we focus on providing open and structured networking so attendees can meet people in a variety of ways.

Q: Networking is a two-way street. How can networkers - particularly younger networkers who don’t have a lot of contacts or experience - add value to their relationships?

A: Everyone has expertise, skills, or contacts, so there are a variety of ways that younger networkers can help.  When meeting people, younger networkers can offer to help more experienced professionals with projects such as research and analysis. Also, they can help with technology issues or find information online. As long as you listen to other people’s needs, you can almost always find ways to help. As younger networkers build out their networks, they will be able to tap into their database and start connecting people together. It doesn’t take much to get started. The key is always think of the other person first. The more you help, the more it will come back to you when you need the help.

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[...] UpMo, in conjunction with Pepperdine, did a serious networking study that looked at how networking can [...]

Professional Networking and Career Advancement | Cube Rules wrote on January 30, 2009 - 3:02 am | Visit Link

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