How to Network — Andrew Hartman

Rule #1 (and The Only Rule): Create Value for the Other Person

People hate networking because they feel like they are leaching off other people. That’s because they are, most of the time.

Completely flip your thinking here: your job is to add value. How can you make their life better? Even if they don’t take you up on the offer, the mere fact that you’re thinking that way makes you part of the 0.0001% that will think this way. You will stand out.

That said, here’s specific thoughts to help you create a valuable experience:

How to Meet People Worth Meeting

This is easy: what are you interested in? What are you curious about? Start there.

How do you start? Ask anyone that trusts YOU who they might recommend you connect with, and ask them to connect you. It’s critical that they trust YOU (and great if it’s mutual), because you’re going to ask them to vouch for you when they reach out to others. This is critical. No one wants their time wasted, but if I trust you, and you refer to someone you trust, there is a magical thing called the Transitive Property of Trust that takes place, and I’m 10x more likely to make the connection.

Once you have your first connection, the game is afoot (see “Ask for Referrals” below). The goal is to string as many of these conversations together as you can, but this requires you to lead a REALLY SOLID meeting.

Once You Have the Meeting

Be prepared, don’t waste their time.
1. Look them up on LinkedIn to understand their job history
2. Google their name and see what they are up to (social media, blogs, news, press releases)
3. Prep questions. Avoid awkward silences 🙂
Show them you’ve done your research
1. Say things like “I love your experience and background! What has been your experience at (latest company name)?”, “How did your work early in your career at (company name) impact who you are today?”, etc.
Clearly state your goal for the meeting
1. For example, if you want their advice say something like “Thank you so much for your time. My goal is to understand what a good next step might be in my career. If you’re open to it, I’d love to share a bit about my background, and would value your advice on roles or focuses that you think might fit well with my experience.”
Don’t be a vampire and just take. Your job is to add value. How can you make this person’s life better?
1. Solve a problem by offering your time — Can you help them research something? Can you help them solve a nagging issue by putting time in on their behalf?
2. Solve a problem by offering your network — Can you introduce them to people you know, or your friends know, or your family knows?
3. 80% of people won’t take you up on it. But the fact that you offer is at least half the value.
Ask for Referrals
1. For example, “Gosh, this has been so helpful. I’m so grateful for your time. Based on (whatever wisdom they gave you), is there anyone you think might be good for me to connect with in order to further explore (whatever wisdom they gave you)?”
2. Ask what’s best for reaching out. “Would it work best for me to reach out and reference your name, or would you prefer to send an email or text intro?”
Be Grateful
1. Good people want to help. Make them feel like a hero for helping.
End on Time
1. Be very respectful of their time. If the conversation is going well, acknowledge that you’re coming up on time and want to be respectful. Often they will offer more time if they also feel it’s going well.
Follow-up as Fast as Possible
1. Minimum — Email to say thank you listing specific things you learned and how it will be valuable for you. Reinforce the offer to create value for them (Time or Network).
2. Next Level — Send a $5 Starbucks gift card or hand written thank you note. NO ONE does this. You will stand out.
Keep Warm Relationships up to Date
1. If they refer you to someone, let them know once you connect and reinforce your thanks.
2. Check in a month later to say thank you again, and talk about how their wisdom has impacted your thinking.
3. Check in every three months to see how you can add value to them. Again NOBODY does this. You WILL stand out.