Be a Power Connector

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DON’T JUST NETWORK.������

BE A POWER CONNECTOR.

An author, speaker and entrepreneur known for her “titanium rolodex,” Judy speaks and consults with professionals, entrepreneurs and businesses about strategic networking, relationship capital, start-up

funding strategy, strategic alliances and leadership. Her book How to be a Power Connector: the 5-50-150 Rule

For Turning Your Business Network Into Profits, was named the #1 Business Book for 2014 by Inc. Magazine.

MEET JUDY ROBINETT!

Judy answered questions about power networking from members of Connect: Professional Women’s Network. Here’s some of her most

popular advice.

TOP TIP:���MAKE SURE YOUR NETWORK

IS ROBUST, DEEP & WIDE

ROBUST: People in your network will keep their word and will do favors for you.

DEEP: People in your network have gravitas, influence and power.

WIDE: There’s diversity within your network across different industries and geographically.

What’s your number-one tip for connecting in an authentic way? Focus on the other person rather than on yourself. Everything you do signals who you are, and this signals that you have empathy.

I’ve met a ton of people at conferences and on LinkedIn, but I don’t feel I have a genuine relationship with them. How can I keep the conversation going? Immediately add value. How can you help them? Learn what their goals are and be scrappy about helping them achieve them. You can share information, a link, help make a connection. Make and keep simple promises. Show people you care.

I’m in college and will be starting my job search soon. What’s the best way to navigate this? My best advice for new graduates is to get out of the online job-search mentality. Over 75% of jobs come from your network—people you know and the people they know. On average, people know 632 folks. Share your goal, and then ask two questions: What other ideas do you have for me? And who else do you know that I should talk to?

TOP TIP:���DETERMINE THE “KEEPERS”

IN YOUR NETWORK

•  Are they generous and do they keep their word?

•  Do your values match? •  Can you add significant value to them?

(Hint: With a little practice, you can always add value to anyone.)

•  Are there any yellow flags? Run, don’t walk. As Maya Angelou said, “When someone shows you who they are, believe them the first time.”

What advice would you give an introvert who’s not comfortable networking? First, rethink your assumptions. While stranger = danger works well for children, it doesn’t work for adults. You don’t have to be an extrovert, you just have to engage with others. Listen and show you care. Take baby steps. I learned that what truly held me back was fear. Challenge your fear.

I just changed careers and am starting to build my network. What’s the best approach? Most networking events are a waste of time. Instead, get in the right room. Where do the people you want to network hang out? Go places where there are people smarter than you and have resources you need to achieve your goals. Next, join or volunteer for a powerful group. Finally, reach out to strangers and talk to your friends. Share your goal with everyone.

How do you contact people in your industry when there’s an unspoken code of “Don’t call us, we’ll call you?” This is often a simple barrier set up to weed out the less persistent. If you have something of value and can articulate it well, of course they want to hear from you. Be scrappy and resourceful. Find out who their vendors are. What law firm, accounting firm or PR firm do they use? Who is on their board? Do your research.

TOP TIP:���CUT THE SMALL TALK.

After the initial “hello”… 1.  Ask others what their goals are. 2.  Share your dreams, goals or

challenges. 3.  Ask how you can help them.

How do you make a better second impression after a not-so-great first interaction? Simply reach out and apologize, stating that you’d really like to meet again. Any decent human being will respond with kindness. This is also true with connections you feel you may have lost. Be brave and say, “I wish I would have stayed in touch. May we please reconnect?” This works wonders.

What’s a good way to introduce myself to a contact I’ve never met before? First, do some research on them. Find out what they love. Michael Milken says the three things people care about most are their family, their health and their wealth, but Mary Kay Ash beat this—she says people most want appreciation and acknowledgement. Be honest with a compliment, and then ask a question.

How can I make lasting impressions on senior execs/more influential people without over- or underplaying myself? Volunteer for corporate committees that are headed by the big wigs so you have an opportunity to shine. Focus on your company’s goals and problems and do what you can to help.

TOP TIP:���MAKE CONFERENCES

WORK FOR YOU

1.  Only attend conferences and events where people are smarter than you or have access to resources you need.

2.  Research the speakers and panelists. 3.  Reach out to them on Twitter—you’ll

be amazed at how many of them will get back to you.

4.  Re-tweet a post that strikes you or comment on their blog to show you’re a cut above the crowd.

©2014 LinkedIn Corporation. All Rights Reserved.

JOIN THE CONVERSATION! LinkedIn and Citi’s Connect: Professional Women’s Network is an online community with more than 380,000 members that helps women achieve the careers they want and discuss issues relevant to their success. Visit linkedin.com/womenconnect for more information and to join the group for free!

For more great insights on networking, check out Judy Robinett’s discussion in Connect. PHOTO CREDITS: 13: Michael Blann/Getty Images All others: Shutterstock

CONNECT: PROFESSIONAL WOMEN’S NETWORK ©2014 LinkedIn Corporation. All Rights Reserved. 18