Building Your Professional Relationships: Expand & Be Specific

All this week I'm sharing my top tips for building your professional relationships.   So, now you've got a purpose and an initial list of contacts, then what?

Tip #3:  Consider your heroes.

After you've made your list of supporters, next make a list of people and organizations where you don't currently have an "in", but that you think are doing amazing, interesting, groundbreaking work. 

These could be leaders in your field, your heroes, or organizations you dream of leading someday.  Get a little crazy here: who would you love to spend 30 minutes talking shop with?

These are your "cold" calls -- but you can look for connections that your "warm" contacts have to these folks.   Your "warm" contacts may be able to make an introduction for you.  LinkedIn or other social networking sites can help you see who your contacts already know and might be able to introduce you to.

Tip #4:  Be specific in your request.

BEFORE you pick up the phone or type an email, review your purpose in networking (tip #1) and be able to articulate verbally and in writing why you're calling and what you want. 

(Note: I think with the volume of email people get these days, that a phone call is likely to get you further, but use your own judgment). 

The basic script for anyone you contact is something like this:

"Hi Ms. Q, our common friend Mr X. recommended I connect with you because of our shared interest around XYZ."

Then choose some acknowledgment of them, such as:

"I'd love to learn more about how you got to be a leader in this field"
"I'm thinking about a shift in my current career direction and wanted your advice"
"It's been a while since we've connected, and I always find our conversations valuable"
"I've got an idea I've been mulling over and wanted to get your thoughts on this topic"

Lastly, make a specific request:

"I'd like to schedule 30 minutes of your time to talk about (insert your purpose for contacting them).  When could we find a time for me to take you out to coffee?"

Most people will give you at least 30 minutes for a meeting, either by phone or in person.

You'll also need a way to keep track of who you've talked to, when you talked to them, their contact information, and who've they've referred you to.  This can be a simple as some 3x5 cards or as complex as a computer spreadsheet.  You decide what works for you.

Come back to tomorrow for tips to use at the actual networking meeting!