Why Network?

So, you already have a career — not to mention a laundry list of unpaid responsibilities — and whenyou’re not working, you’d rather kick back than press palms. This might make sense if you’redead set against growing your business or branching out professionally. Otherwise, investing in building arobust network of connections can be the difference between a career that soars and one that stagnates.

More than 70 percent of professionals hired in 2016 had a connection at their new place of employment, accordingto a survey by LinkedIn, and more than 33 percent forged a new business opportunity by casually messaging on thenetworking site.

But although 80 percent of professionals claim networking and success are linked, only about half make theeffort, especially when things are going well in their careers.

Network outside your bubble

Successful networkers have a few things in common, and one is that their circles are wider than immediatecolleagues and coworkers. They’re in touch with alumni from their alma maters, neighbors andacquaintances, people from church and the gym, former professors, and anyone else who might want to talk shop.The more people who know what you do, the greater your access to new opportunities, referrals and advice.

A smart networker is always asking the question: How can I connect at the professional level? This doesn’tmean that he’s sizing up every neighbor, but it means that he’s willing to have an open,enthusiastic dialogue about his own career and how it might intersect with the careers of others — evenwhen his career is going well.

Making Email Introductions

Dos and Don’ts

You might be a pro at working a room, but it can be challenging to connect virtually. Most people arelooking to cut down on email, not make more, so it’s important to be as personal as possible whilestill being professional.

Start with the subject line. Your subject header should be specific and make clear that it’sbeen sent by a human, to a human. Let your contact know right up front why you’re writing — butkeep it short, so he can read it without opening the message.

Don’t skip greetings and salutations. Try to make contact via personal email wheneverpossible, not a general “info@” address, and start with a friendly greeting that uses therecipient’s first name, which establishes a casual tone and distinguishes your effort to make anelevated connection from the average job seeker looking to be hired.

Establish common ground. Right away, mention who you know in common or how you came acrossyour connection’s name. This humanizes you and makes a connection much more realistic.

Make an offer, not a demand. If you’re specifically looking for help with a careermove or business deal, offer to buy coffee to discuss, or suggest a way you can be of use in return. Andabove all, be considerate of your contact’s time.

Be brief. Two or three short paragraphs is as much as any busy person will read of an email,so there’s no point in going longer. If your pitch works, there will be plenty of time to exchangemore information.

Say thank you. If your first paragraph introduces yourself, your second clarifies why you’regetting in touch, then your third should be a sincere expression of gratitude for the contact’s time,followed by a professional closing like “Best regards” or “Sincerely” and asignature with your contact information and title.

Before you hit send . . . read through for spelling or grammar errors or anything else that might putoff a potential connection. After all, you’ve only got one chance to make a first impression.

And networking is not just about what others can do for you — it’s about making yourself useful, too.If you’re in regular contact with your network, even if this just means dropping a line from time to time,you’re more likely to forward a relevant article or opportunity, which strengthens the two-way street.

Keep in touch, online and off

It not only takes time and energy to build a network and maintain it — it also takes organizational skills.As your network broadens, it becomes more meaningful and full of potential, but it also becomes easier to losetrack of people. At the minimum, keep a record of who you’ve met and how to contact them. Better yet, keepa thorough spreadsheet with details about where you met, when you’ve last been in touch, and whatinterests them specifically.

It’s one thing to debate the value of spending time on social media — but when it comes toprofessional networking specifically, the verdict is in: It works. LinkedIn, Facebook and other networkingportals offer a repository of information about who has worked where, in what capacity, for how long.

That said, networking online requires a level of finesse that casual conversation might not. If you reach outonline, make sure to be specific in your request — what is it you want to learn, exactly?

Don’t forget your nametag

There’s no counting out human connection, though, so if you haven’t already, explore the professionalassociations, alumni groups and networking events in your area. A professional mixer might seem like a lot ofpressure at first, but everyone is there for the same reason, and everyone has a business card at the ready, sothere’s more opportunity to make useful connections, and less awkward small talk.

Get comfy with your pitch

For professionals in the mid or late stages of their careers, wearing many hands and a variety of skill sets, itcan be particularly challenging to answer the question, “What do you do?” Networking isn’t aformal back-and-forth like an interview, but it’s important to answer the question in a coherent andconcise way, no matter who’s asking.

Keep your “elevator pitch” conversational, not technical, to encourage follow-up questions, and don’tlimit yourself to your title and division. Sure, you might give your title first, but then add a sentence aboutsomething you’re working on now, or something you’re looking to explore professionally.

Matching with a MENTOR

No one’s an island when starting or growing a small business. Entrepreneurs need nuts-and-bolts advice,support and encouragement, and reality checks. A Kabbage Inc. survey of 200 small businesses found that only37 percent started out with a mentor or advisor, even though 92 of small business owners believe mentors canpositive impact growth and success.

This means that many entrepreneurs don’t have a mentor — but wish they did.

To find a mentor, you’ll need an open mind and a good dose of humility. Here are some tried-and-truemethods from Jim Belanger, vice president of strategic marketing and sales at Ryko Solutions, for how tomake a mentor match.

You never know until you ask. Reach out to other professional, personal and academicconnections. A great mentor has years of experience under his belt, knows hundreds of people in the industryand has his eye on industry trends. If you ask enough people — including bloggers, people at tradeevents (like The Car Wash Show!), and other leaders in the field — you’ll find someone who wantsto be a mentor or knows someone who does.

Leverage contacts. People you trust, like friends and family, are often the best resources— but they might not know you’re looking for professional help until you ask, so speak up. Also,someone you trust is less likely to steer you in the direction of a mentor who’s looking to exploityou for nothing in return.

Get educated. Read trade publications (like CAR WASH Magazine) and pay attention towriters who focus on the areas where you most need support, like marketing or financing — they’relikely to have a long list of contacts. Also, study videos of trade talks, interviews and seminars. Seek outinterviews and speeches given by experts in your field, many of which are widely available online, then sendthe expert a friendly email.

Networking tips for introverts

Building a network isn’t only for extroverts — it’s equally essential, maybe even more so, forthose professionals whose palms sweat when faced with a room full of people — but there are ways to breakthe ice. One way is to volunteer to help with registration at a networking event, or to be a greeter. Peopleoften relax more readily when they have a task or a role.

Although 80 percent of professionals claim networking and success are linked, only about half make theeffort, especially when things are going well in their careers.

Another way to grease the social wheels is to make an effort to introduce yourself to people who are standingalone; that way, you don’t have to break into an existing conversation, and you’re guaranteed awilling audience. After introductions, follow up with a question or two to get the conversation flowing. You canalways ask about common professional events or speakers, or industry news.

If the prospect of networking still gives you the jitters, just remember that if you can introduce yourselfsuccinctly, maintain eye contact, be friendly, and offer a firm handshake, you’re well on your way. Themore you do it, the easier it will become.

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