Over 70% of people get a job from networking. As a entrepreneur, you technically already have a job; but you will inevitably go to informational/networking meetings to sell an idea, convince clients to hire you, or secure funding. Here’s how to get started:
Action Item #1: Land the meeting
It’s not easy, but I get meetings with many CEOs and other executives in the Chicago area. When people ask me how, I tell them it’s a fairly basic process – I email people and convince them to meet with me. If I’m trying to reach the CEO, I sometimes schedule a call with one of his direct reports first. I sometimes send a couple of follow-up emails. I sometimes ask other people in my network for referrals.
Be persistent. There are many ways to ask for something, but the key to getting it is almost always persistence. Everyone calls once, some call twice, but the people who land the meetings are the ones who called for as long as it took.
Action Item #2: Ace the meeting
It is not as difficult as you would think to research a company or a person thanks to Google. I research all sorts of things, from industry statistics, to competitors, to website statistics, to hobbies of the person I’m meeting. I also read through press releases and media coverage (all found on the internet) to understand the history of the company, the pain points, and what the management team cares about. If you do your research beforehand, you can make a good impression at the meeting.
Based on your research, you should know how much you can actually contribute to the networking meeting, and how much information you will have to ask for. This will help you set expectations for yourself and the person you are meeting with.
It’s essential to set expectations for a networking meeting so you don’t waste someone’s time. I have gone to meetings where a CEO just wants to chat over beers, and I’ve gone to meetings where the CEO wants a PowerPoint deck of my ideas and how to implement them. If you set expectations well, you can avoid being under-prepared and making a bad impression.
Also, don’t forget to articulate your interest and your value. There are two things people want to see in a networking meeting: enthusiasm or passion, and what you bring to the table. Make sure that you incorporate both these answers into your story about your history and your goals.
Use language that ties both of your interest and your value to the company, the person you’re meeting with, and yourself. It’s a tough balance, so practicing beforehand helps!
Action Item #3: Follow up
Often, you will not get an immediate offer from a networking meeting. That doesn’t mean it was a waste. Instead, you’ve gotten a contact, information, or a referral. Or you found a way to help the person with one of these three things. Be open to what someone can help you with, and good things will come.
Because networking meetings are not for closing deals, you have to follow-up and check in on the person within a reasonable time frame. This reminds the person of what you discussed, what you want, and what value you have to them. I generally follow up with a thank you email to begin with, and then follow up once more within a month.
What’s your most outrageous networking story?
Monica O'Brien is the Director of Digital at Fizz and author of the book Social Pollination, which helps businesses leverage social media for crazy growth!
{ 7 comments… read them below or add one }
Monica, the thing I hear most from professionals that I connect students and new grads with is that they don't follow up. Following up, which is really easy, actually sets you apart because most people don't bother. The whole point of networking is to build a relationship and that's never going to happen if you drop the ball afte the initial meeting. Great post!
You're doing a brilliant job of laying out the steps to build relationships and thus a great business. Can't wait to hear what you say about building teams and communicating with teammates in and out of an organization.
Thanks for the idea Jon! I have some experiences I can share about building teams when you first start as an entrepreneur, so I'll definitely be happy to share those in this series!
It's amazing, isn't it? One thing that I've learned is businesses are really less interested in your credentials (provided you have them) and more interested in your interest in their companies. It's not something you can fake. So if you are job hunting, target companies you really want to work for – you have a better shot at getting an interview.
Excellent information… Recently I made connections with a major entertainment company by just giving them a call… as long as you are talking about something that will make the person you are calling richer they usually have an open ear… LoL
Nice. Sometimes you must just ask for what you want. And whenever you are willing to share information, you win.
Excellent information… Recently I made connections with a major entertainment company by just giving them a call… as long as you are talking about something that will make the person you are calling richer they usually have an open ear… LoL