What’s the most important word in networking? Giving. In this tough job economy, many executives don’t take into consideration how easy it can be to give before receiving. It’s a constant struggle to look past the “what’s in it for me?” thinking.
In my last blog we discussed the three categories of a typical composition of an executive’s network. Easy – which describes people who are easy to help, but may not be able to give back to help you reach your goals. Medium – which are mutually beneficial contacts because their value to you is equal to your value to them. Finally, hard connections could be the movers and shakers of the world with the reality being that the scales are heavily tipped on their value to you and minimally on your value to them.
Easy – Make sure you give value and feel free to ask for something in return.
When building your network, spend a little time cultivating the easy connections. These don’t cost you a significant amount of time or money, maybe a phone call, or an email to pass along some significant industry-related information.
Medium – Provide something of real value, and the contacts should return the favor.
Provide something of value to a connection in the medium category and they will almost always turn around to help you. Because you are on almost an equal level, you should reap most of your results with this segment of your network. If not, move on to those who indicate a higher level of interest in helping you with your goals.
Hard – Never ask for something in return, and make sure you can provide something unique.
Approaching the hard segment of your network is challenging because you need to be able to provide something they can’t easily get themselves. And it is an unwritten rule to never ask for anything in return – they have to be the one to offer. These connections require a very delicate touch: mostly just planting a seed on your part. Let them take it from there.
We’ve talked a lot about giving when networking. The next blog in this series will give you ideas on what types of things have value to people in your network.