From the course: Build an Online Networking Plan to Land Your Next Role

Networking meetings that build trust and lead to referrals

From the course: Build an Online Networking Plan to Land Your Next Role

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Networking meetings that build trust and lead to referrals

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- I used to think that booking that key networking meeting was it. The hard work was over, but I would either have an uncomfortable pulling teeth kind of meeting or a lovely conversation that just didn't go anywhere. Turns out how you lead the meeting is the number one skill you need to learn when it comes to networking. There are two principles of a networking meeting that you need to keep in mind. First, use the 80/20 rule. Most people try to actively sell themselves during networking meetings because naturally we feel like we need to impress the person in front of us. And for most people, that looks like sharing as much as possible about themselves, but hogging airtime has the opposite effect. The person in front of you feels confused why you even booked the meeting. Instead, the majority of the time of your meeting, about 80%, should be the other person talking. Remember, the main goal of networking is to learn and build relationships. And if you've read Dale Carnegie's "How to Make Friends and Influence People," you might remember one of the main principles he teaches is to ask questions and allow the other person to share. That approach triggers what's called the Law of Reciprocity. People want to reciprocate when you give them something. You give them time to share and now they want to do something for you. Help you, stay in touch with you, or even make an introduction for you. Now, of course, it's a conversation, so if they ask you a question, answer it with one or two sentences and follow up with a relevant question. Second, ask for a path forward. I see too many people ask a few questions, then think the person in front of them and wrap up the meeting. That's why it often feels like you are not moving forward with networking. Instead, at the very end of the meeting, after you've built some trust by giving them space to share, it's time to ask for a path forward. A path forward can look like asking to stay in touch, asking for an introduction, or asking about a specific role that you might be interested in at that company. Personally, I plan in advance what I want for the path forward to be and even craft the exact verbiage I want to use to make the ask. I want you to pause this video, look back at the profile you prepared the questions for in the previous video, then write down exactly what the path forward can be with this contact and how you're going to ask for it. Don't end up going nowhere after all that effort, plan the next step.

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