You’ve Made Contact…Now What?

So many of my friends are holding a stack of business cards but still feeling empty-handed. Sound familiar? Here are some ideas on what to do with a networking contact to get the results you need. Specifically, I'd like to share some strategies I've used to create emails that get answers. Networking to the next level requires some clear strategy – especially in this economy.

“Time to Talk?”

That’s the subject of your next email, the one you’ve been wanting to send to your newest VIP contact. “Time to Talk?” is open-ended and non-threatening. It could mean, “Do you have time to talk?” Or, “Is there a time when we could talk?” or even, “Look, it’s time to talk!” The response to that question is, under any interpretation:

"Talk about what?"

Question and response. Hmmm.... you just started a dialogue. The objective of your email is to generate interest, and ultimately, a response. I assume you have something you would like to know about? If you are seeking a new opportunity, you need to approach this message with a clear idea in mind. The objective is to secure a conversation to discuss your idea, and that's why you need a "time to talk".

“I know a little bit, about a lot of things, but I don’t know enough about you.”

An initial networking contact is a quest for information. So many folks misinterpret Steven Covey, and begin with the end in mind…instead of seeking first to understand, than to be understood. If your opener is, “So, do you want to buy some of my stuff? Are you the decision-maker? [or even worse] Do you have a job? Do you know someone who has a job?” Yikes, Gunga Din. It’s probably not “time to talk”. My magic will not work for you.

Ask a question before its time, and you will get the wrong answer. It takes time to earn the right to advance, and a time to talk is step 1. Have you proven that this company is a good customer, or somewhere that you want to work? Do you know that your contact is the sole decision maker? Even if your answer is “yes”, you still need to confirm that theory. And you need to know that there is interest in you discussing your personal value proposition before you share it. Come to your contact with a demonstrated knowledge of their business or situation, and ask them to confirm/deny or elaborate on a specific idea or theory.

Confirm/Deny/Elaborate

After a brief one sentence introduction about where you met or how you were referred, you want to identify why you are writing. As you define your purpose (seeking information about a particular topic) ask you contact to confirm/deny/or elaborate on your theme – it must be a specific concept that could help his/her business, or a specific question about the processes within the company. (email me if you want some specific ideas) Your topic should demonstrate a specific knowledge of the company, but require clarification from your contact. After all, you have to have something of value for your contact to confirm/deny/elaborate on. Clear details on a specific question will create trust, and establish you as someone who does their homework. Suggest a time to talk, and offer a specific time when you will follow-up. Stick to your plan and follow up when you say you will - if they haven't contacted you first.

Demonstrate a knowledge of your subject and request confirmation in a brief (less than 20 minute!) conversation. Stay on topic, gather the information you need, and take that next step.