Networking is about connecting and connecting is about listening to people and having one-on-one conversations. It is about orchestrating high-quality conversation that can unlock opportunities. Networking and connecting have become necessary career building skills that everyone needs to have in this referral economy. We need to know how to strike interesting conversations with the people we meet but most people often times are worried about what to say, what to ask for or how to follow up effectively. This is a classic example of where practice makes perfect however, it is important to bear in mind that nobody knows everything and so when networking, it is safe to start a conversation with what the other person knows.

In this referral economy, the last way recruiters want to fill a job is by posting it online and frankly, companies are having a hard time finding talent. Following research conducted by Sue Wollan Fan, there are 4 types of people we want to connect with depending on the situation we find ourselves:

1. Supporter: The support has “done it already”, is a potential mentor and has been where you are today. The supporter gives supportive advice and offers community contacts.
2. Guide: A guide is ‘2 steps ahead’, has recent experience, gives practical advice on job specifics and can provide work referrals.
3. Advisor: An advisor has extensive experience, gives directional advice, offers industry contacts and offers a big-picture overview).
4. Connector: Has personal experiences, gives general advice and helpful ideas and offers surprising contacts.

According to Sue, we are usually disappointed when we mismatch our ‘ask’ with the type of individual we are approaching. As an example, we are asking an Advisor (big picture) who is running a non-profit about a job specifics at Target.

‘Guides’ are the most beneficial connection to those looking to expand their careers and can help by providing a job referral, specifics of the application process, on-the-job experience and/or connecting with a hiring manager. The MANGO connects app (www.mangoconnects.com)  has tutorials that can work you through the contacts in your LinkedIn profile to identify people who fall into these roles.

After networking, it is important to send a ‘Thank You’ email to your new connection. In doing so, Sue recommends that you remember to structure the message in 4 parts:

1. Say what you learned by using “Because of you, I learned/know XYZ”
2. Put up your action plan by saying “Here are the actions I plan to take”
3. Reaffirm the intention or promise of your connection to introduce you to another contact.
4. Summarize what you have learned from the conversation for example, you can say “of all the things you shared with me, these are two things I am interested in”.

These details in the ‘Thank You’ email move the connection from transactional to relationship-based.

As always, the Career Networking Group (CNG) has learned something new on how to create authentic connections. Check out the MANGO Connects App and try “writing” your first authentic and eloquent email to a new connection. The CNG is for all members wanting to network with people, members who are in a job transition and who are interested in meeting new members. It also brings industry leading speakers to share their experiences and offer practical guidance on how to get your next big gig. The chapter offers the CNG every month at no cost to members.

Sue Wollan Fan is the Founder & CEO at MANGO Connects and the Author of “Stop Networking. Start Connecting”. She made this presentation at the CNG Seminar and Chapter meeting of PMI-MN on November 20, 2017.