Creating new relationships can be a lot of work. Here’s where I say, “Work smart, not hard”, and instead of going out looking for the people you need to meet, start networking through the connections you already have right now. Networking through current connections means half of your work is already done. Get to know who you need to know quicker by meeting the people your connections already know. Just like meeting a friend’s friend, you already know a good deal about the person you’re meeting based on the reputation of your current contact. Good people usually keep good company.
New personal interactions and building trust start from scratch each time we meet someone new. If you’ve been in the workforce or business for any length of time, chances are you know a good number of people professionally already. Leverage your existing network by working with these people to find the right networking matches right away.
How to Network Within Your Network: Leveraging Existing Connections for Growth
Networking is about more than just collecting business cards or connecting with people on LinkedIn. It’s about building genuine, mutually beneficial relationships. One of the most powerful yet underutilized ways to enhance your network is by tapping into the network of your current connections. Expand your reach and uncover new opportunities through the people you already know.
Understanding the Power of Second-Degree Connections
Your network consists of the people you know and the people they know. These second-degree connections can dramatically expand your reach and provide access to new industries, knowledge, and opportunities. You are strategically leveraging your existing relationships to connect with these valuable contacts. There is always a bit more trust already developed when people make or receive a referral from a trusted source.
How to Reach Out to Your Existing Network for Introductions
Before asking for introductions, ensure you have a clear purpose. Knowing what you want achieves better outcomes, whether it’s exploring job opportunities, seeking expert advice, or developing potential sales leads.
Preliminary Steps:
1. Target Who You Need to Meet
Start off by doing some brainstorming. Identify your ideal network’s demographics by asking yourself some basic questions. Who are the people you want to meet? What are they doing for a living? Where are they in their careers and lives? Target your ideal contact, then make a list outlining who they are, what they do, and their values.
To connect with them, next source them through your existing network by reaching out to people you know to ask for referrals for these types of contacts. Asking people if they know a specific sort of person will save time and help you find who you’re looking for. Whatever is important to you, make sure it’s included in the request to your contact.
2. Identify What You Have to Offer Others.
Any great relationship, even in business, is a two-way street. What’s your value? What do you have to offer these new connections? What will you invest, including time, volunteering, donations, and introductions to your existing relationships? Identify who you are in this relationship, what you have to offer, and also what you need. Assess your own value as a connection.
Adding value through connections equals building social capital. How do their goals and your goals coincide? You might not know this yet, but thinking it through now will help when the answers start popping up. Think it through, and then make the calls and emails and meet with current connections to ask for the people you need to meet.
Be specific so that you have the best chance of meeting the people you need to know. Often, the answers start popping up while we are in action doing what we intend to do, so start meeting people and observe what your added value ends up being. It could be different in each relationship. It’s also best when you are authentic and genuinely do like the people you meet.
3. Identify Key Connections
Review your network and identify who among your connections is well-aligned with your business goals. Look for well-connected, influential individuals who are likely to understand and support your objectives.
4. Warm Up Your Approach
If you haven’t been in touch for a while, re-establish your connection before asking for a favor. Share relevant articles, comment on their achievements, or send a thoughtful note about something you remember about them. Meet for coffee or lunch to catch up before asking to meet someone they know. Show genuine interest in what they have going on. After the first meeting, you should have a special meeting to discuss what you are looking for. Make sure to pay for that lunch. If you have a favor to ask of someone, make sure to take care of them, too.
5. Provide Context
Help your connection see the value in the introduction. Explain why the introduction would be mutually beneficial and what you hope to achieve. Explaining the plan before asking the favor gets them invested in your endeavor, allowing them to share in the experience and making them more likely to make introductions. Sometimes people are protective of their relationships and can be hesitant to make introductions when they don’t know why the introductions are being made.
6. Make a Specific Request
When you meet for the second time, talk to them about your goals and your plans for the connections they have. Tell them as specifically as you can what you are doing and why, and then be specific about what you’re looking for. Instead of a vague, “I’d like to expand my network”, say, “I’m interested in connecting with professionals in the renewable energy sector, and I noticed you’re connected with John Doe. Could you introduce me?”
Crafting the Right Questions to Ask for More Connections
Once you have been introduced, how do you ensure the conversation leads to more connections? Here are some questions you can ask:
- “Who else should I speak with to learn more about [specific topic or industry]?”
- “Is there someone else in your network with experience with [a particular challenge or opportunity]?”
- “Can you recommend anyone interested in [a specific type of product, service, or collaboration]?”
These questions are not just polite—they’re strategic. They encourage your new connection to share effectively by considering their network and its relevance to your needs.
Social Media Tips
Nothing takes the place of face-to-face contact; however, it can be helpful to utilize your social media contacts as well, although your real life connections should be your priority. Here are some basic tips to get started using your existing social media networks to connect with new people.
Beware of using personal accounts to connect with people. Business accounts or separate accounts are best. Sharing personal ideas and opinions on social media can ruin relationships these days; it’s not worth the risk professionally.
Join groups that are relevant to what you need to be involved in. Make sure your profile is clean and up to date. Reach out to the moderators of a group and build relationships. Include a reminder of where you met them or whomever referred you to make the introduction.
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Retweet and gain access to expert strangers by sharing their research and insights. Reply to questions. Keep comments short and to the point while representing yourself and your interests accurately.
Facebook is the best place for online communities. Be careful if using this platform for business because you don’t want it to become too personal; it should be maintained professionally with a professional account or business page.
Closing Thoughts
Whether through your personal professional contacts or social media connections, networking within your existing contacts with qualified connections is an art that requires tact, genuine interest, and regular engagement. By building deeper relationships and strategically leveraging your existing connections, you can expand your network more effectively and uncover opportunities previously hidden in plain sight. Remember, every interaction has the potential to lead to something bigger—treat your network with the care and respect it deserves. Happy Networking!
Start your networking journey with my online course, Networking is Your Shortcut to Success.
