Networking – It’s a Conversation, Not an Interrogation

Once you get into a networking conversation, you need to both get the information you want and make a good impression on the other person. This means that you have to have a real give-and-take conversation. Talk about yourself, but also remember to ask questions about the other person.

 
People enjoy talking about themselves. Ask them open-ended questions that can’t be answered with just “Yes” or “No.” To lead them in a direction that’s beneficial to you, ask focused and comprehensive questions, not ones you can answer on your own.

 
And if the conversation strays into other shared topics, like your kids’ baseball teams? Decide whether it’s appropriate to redirect it back to employment right then, or else ask to continue at a later time. Tell them that you’re finding this conversation very helpful, and you would appreciate it if you could give them a call or email – and get their contact information. It’s fine to talk about other things that are interesting to your contact; this will help them remember you, build your relationship, and show that you’re interested in them for more than just their job.

…but do have an outline/agenda.

If you suddenly get into a networking conversation with your grocer or day care provider, you won’t have time to ask every question that you want, but you can hit some major points if you are prepared. Consider creating a short conversation outline or agenda that you can keep in mind when you need it. Some possible talking points are:

• A few of your skills and talents; follow up with asking where your capabilities may be applicable.
• Questions about fields, industries, and specific employers that interest you, or who they think could be interested in you.
• Ask for referrals.

If the contact is employed by a company at which you would like to work, you can shift to these points:

• Discussion about your contact’s industry and its needs, problems, and challenges.
• How your skills and talents might help to answer the needs, solve the problems, and meet the challenges at the contact’s company.
• Ask about related industries and companies in which you have an interest, or who may be interested in you.
• Ask if you can set up a longer networking appointment with the person, or if they can refer you to other contacts.