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Networking is a skill that can help you develop and build long‐lasting business and social relationships. As with most skills, networking can be done well, but it can be done poorly as well, perhaps to the detriment of your career. Let’s look at the 16 most common networking mistakes to avoid.
1. You Think You Don’t Know Anyone
You are connected to far more people than you realize. Take 10 minutes and write a list of past and current work colleagues, industry contacts, friends, family, and social acquaintances; you will likely surprise yourself. Store these names in a file and add to it as you meet new people.
Once a month, go through your list and call at least one person and email three. The key is to stay in touch. Find out what’s new with them personally or professionally, react to news in your industry, or set up a lunch. Put a note in your files to remind yourself what you discussed.
Continuously reach out to new people and you’ll see a mother lode of networking possibilities grow.
2. Waiting For A Reason To Network
Effective networking means creating contacts and relationships now. Dig your well before you’re thirsty, as Harvey Mackay says.
3. Failing To Create A Networking Script
Avoid fumbling and stammering for the right words by practicing what you’re going to say about yourself, your job, or another topic of interest in a networking situation.
Practice it. Practice smiling as you say it, so people get a sense of excitement and energy about you. Then spend some time thinking about questions that might come up and how to respond to them.
Whether you are calling someone or talking in person, consider what it is that you want and what you can realistically expect from the person. Think about the purpose of your conversation; is it to find out information or to seek further contacts? Being clear about what you want will be a more effective use of everyone’s time and will create a better impression than a rambling speech. Be aware that they may not be in a position to do much, so be gracious if all they can offer are ideas, advice, or their experience.
Requesting a job isn’t appropriate at this stage, and that may result in you losing the contact. For networking emails, be personable and upbeat, but make sure your tone is appropriate to the person you are contacting; don’t go into “networking mode” if you are just reaching out to an old friend, for example.
Treat networking the same way you would an appearance at Carnegie Hall. Practice your pitch as well as your answers to questions that might arise. Knowing what you want to get out of a conversation will make the best use of everyone’s time. Do you want a new job? Do you want to make sales contacts?
This way, not only will they feel like they are actually part of the conversation, but you’ll learn a little bit about them. And the more you know about them, the more you’ll know what they can do for you and even—brace yourself—what you can do for them.
6. Monopolizing Someone’s Time
7. Lack Of Etiquette
Etiquette–good or bad–can extend from table manners to punctuality to your approach to social networking. And if you think people don’t notice, you’re wrong. Committing this type of blunder is self‐destructive, so mind your manners!
Sharing a person’s contact information without their permission. (This is a huge “no” that will quickly land you a top spot on the black list. Always check with people first, even if you’re doing them a favor.)
8. Forgetting To Bring Business Cards
Always carry business cards with you, especially if you’re attending a networking event. It appears unprofessional to give out your contact information on a scrap piece of paper or napkin. Doing so may discourage a contact from getting in touch with you in the future. Your business cards should be printed on quality material and you should give them out generously. The more cards you have circulating at any given time, the more likely they will be useful.
9. Using An Unprofessional Email Name
Your friends may know you as “Daddys1Girl,” “HotStud4U,” “Cougarlady,” or “RumAndCoke47,” but when you’re building a network, use a serious email address, preferably one with your real name. And when you use this email address, make sure you have a complete signature at the bottom.
Make it easy for people to remember you and contact you later. Your email, LinkedIn profile, and standard messaging are key parts of your brand. Consider getting your own website and using your email as the address. You can do this for the cost of one business book, and it’s another way to expand your brand.
10. You Only Have One Chance to Make a First Impression
11. Not Knowing How To Work A Room
12. Not Asking Follow-Up Questions
If you’re networking for a job opportunity and someone says, “I wish I could help you, but I don’t know of any openings right now,” take a minute or two to ask some follow-up questions such as: What’s the outlook for the future? Do you know anyone else in the industry that might have something? Any thoughts on what my next step should be? Who would you contact if you were in my shoes?
Always tell the truth and don’t fall for the “truth has different meanings to different people” hogwash. It’s tempting to say, “So‐and‐So gave me your name and told me to call”. It might even get you a meeting. But, eventually, Such‐and‐Such will learn that So-and‐So did not tell you to call. And you’ll have burned not one but two bridges.
You’ve gone through all the trouble to make a contact; why let it go to waste?
You need to follow up after every meeting or job interview to reiterate your interest and to ensure you remain at the very front of the person’s mind. Remember: People are busy and you probably aren’t their No. 1 priority. But they are your No. 1 priority, right? Make sure they know it.
Always thank a contact for their time and advice, either in a handwritten note or a follow‐up email. Follow up every conversation with a thank‐you note, email, or call. Let your contact know whether his suggestions panned out or not. You may think your networking is over, but your paths may cross again.
Remember, what goes around comes around. Follow up with contacts who helped you. Keep them up to date about what company you are working for now, if you secured a new job, or whether the information or leads they provided you were helpful. This will help you to maintain the person as a contact in your network and allow you to return the favor when they’re in need down the road.
15. Not Tying Up Loose Ends
After any business meeting, you should document what actions were committed to, particularly yours. In most cases, sending a note regarding your commitments will make you look professional and competent. You will probably need those people again at some point in the future.
Write them a thank‐you note for their help and let them know what you ended up doing. And you cannot just do this for the person or people who helped you find a job or a client. Do it for everyone who helped or offered to help.
If you’re reaching out to your contacts every time you need a something (a job, a sales lead, a favor) without ever giving back, people will stop being so willing to help. And rightly so. A good networker is ready and willing to help their contacts whenever they can.
With these tools in hand, and knowing what not to do, you should be able to network with purpose, add value to your network of contacts, and become outstanding at the art and skills of networking!
Jim Dryburgh is president and founder of The Balanced WorkLife Company.
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