Building an Industry Focused Network

How do you build develop relationships? What is appropriate and customary follow up?  This is not nearly as difficult as most people think, you just need a variety of tools and options.

Start with identifying target companies, then look for individuals that you have something in common with, such as similar roles, education, personal interests, or membership in an industry association.

There are many ways to begin and build a relationship including, but not limited to:

1. Personal, face to face introductions/meetings
2. Phone
3. Email
4. Social Media (LinkedIn/Facebook)

Every contact must be specific and focused. Take a few minutes to understand a bit about the person and their background, then start with a simple message, “we are in the same industry and I would like to introduce myself and see if there is anything I can do to help you.”  Sharing industry news, articles and contacts will usually be very well received.

There is a fine line between appropriate networking and being an annoying stalker. Tenured Headhunter, Tom Johnston, shares his internal system for contacting people.

(A) – This is for people that are high potential contacts that hold a very high place in our world.  These are key decision makers. Make a point to touch base using a variety of methods at least once a month.

(B) – These are good contacts, but not quite as good as the A’s. Following up once a quarter is fine.

(C) – These contacts might have long term value, but they are not considered a prime contact, so reaching out and touching base once or twice a year is fine.

(D) – These are the people that you have no interest in building and maintaining a relationship. They are either not in your industry or they are someone you do not want to build a relationship with. Simply delete them.

One of the most common mistakes people make is to go out and actively build a relationship, then land the new role and forget everyone until you want something again. People hate that!

Never leave a message to “Please Call Me”. When you leave a message for someone to call you, you are giving them control. They might call you back, but if they do not, we start doubting ourselves, question our relationship and making that next call is very difficult. When reaching out, simply explain why your calling, offer your contact number if they have a chance to call you back, then tell them exactly when you will call them back and then make that call.  Repeat until you get them on the phone. Never give up control of the process.

As you begin the process of building your network, the keys are to help until you need help, and follow up consistently. When you are actually looking for a new role, don’t call someone and ask them for a job, reach out and ask about their experience with the company, seek their advice and guidance.