Nearly Perfect Strategic Networking

The phone rang. “Susan Colantuono,” I said.

On the line I heard, “Hello, this is Jane Doe. I’m interested in participating in your branding teleseminar, but the website indicates that registration is closed.” (Reframe your inner game and overcome barriers to networking.)

“Jane, thanks for calling. I’ll give you the number of the woman you can call to sneak in. How’d you hear about us?”

“A friend of mine who works at one of your client companies told me about the great work that Leading Women does. I’m glad to find you, but as a marketing person surprised that I hadn’t heard of the company before.”

“I’d love to hear your feedback. Tell me about your background.”

Jane told me about the amazing senior marketing positions she had held for large corporations familiar to most of us and about the impact she had had on the growth of those companies. It was obvious that she was highly skilled and she made it clear that she was in transition. (she was ready with a great story and Elevator Pitch – she has mastered the art of Tooting Her Horn Without Sounding Off-Key.™)

“What companies have you targeted? I might be able to make an introduction,” I offered.

Jane was ready with 3 companies that she had clearly researched and hadn’t a contact for. (Have a Goal) She asked if I knew any senior people in those companies – and she actually had several names of people she wanted to connect with. (her Courageous Ask.™)

… and I was ready with key contacts for her. (my Think and Link.™)

She said thank you and asked, if there were any way she could help Leading Women. (Set up Explicit Reciprocity.™)

I immediately asked if she would give us a look from her sophisticated marketing perspective. (My Courageous Ask.™)

Jane and I have had several conversations about marketing plans and we’re meeting this week to review Leading Women’s overall marketing strategy. I can’t wait!

In the meantime, I’ve introduced her to 5 senior contacts in 4 companies that would benefit from her expertise and experience.

Let’s reiterate the 6 elements of this phone conversation that make it nearly perfect strategic networking:

1. Don’t let internal barriers networking (e.g. inertia, fear, distaste, lack of preparation) keep you stuck. Reframe your inner game and get out there and network. And you don’t have to have a strong bond with someone… a weak tie will do.

2. Prepare your Elevator Pitch and your story. Find comfortable and authentic ways to toot your own horn without sounding off-key.

3. Have a goal. It’s not strategic networking if you don’t have a goal.

4. Don’t be shy, make a Courageous Ask. Based on your goal have specific requests that people can help you with.

5. Think and Link. If you’re asked for assistance ask yourself first if you can help. If not think about who you know, or who they know who can offer assistance. Make the connection right then and there.

6. Set up Explicit Reciprocity. If you’ve been helped, offer assistance in the moment or in the future. If you have given help and no offer of assistance is made, open the door to an in the moment or in the future Courageous Ask of your own. Something like, “I’ll be sure to get in touch if there’s some way you can be of help.”

And why wasn’t this phone call absolutely perfect? My oversight. I forgot to ask for an introduction to the Chief Diversity Officer of her prior company – an oversight I’ll make up when we meet.

Network ON!
By Susan Colantuono, CEO and Founder Leading Women and author of No Ceiling, No Walls