Tips & Tricks for Successful Virtual Networking
While the vaccine has us all hoping for a swift return to in-person events, virtual networking is here to stay in some capacity. Here’s how to make better connections despite still being confined to a screen.
The onset of COVID-19 during the spring of 2020 rapidly brought the vast majority of face-to-face activities to a sudden halt. Not only were dinners with friends, air travel, concerts and sporting events abruptly cancelled, networking opportunities and business conferences, activities which previously provided a high face-to-face interaction, were also swiftly called off. For those actively looking for a job or simply interested in building and growing their professional relationships, these networking events were vital to developing both new and existing business contacts. And while networking has begun to regain its stride in the virtual world, we constantly field questions about how to best approach networking and to make it valuable from the comfort of your living room.
Below are some strategies we’ve developed for our clients and colleagues as a way to help them stay in touch and to get the most out of their virtual relationships.
Optimize your online presence
As Skip Spriggs stated in his recent interview for our monthly newsletter, he gives the same advice to college seniors as he does to 20-year corporate veterans: “LinkedIn is the engine, and people are constantly on the site looking for talent”.
With over 310 million monthly active users, it’s the most important application for professionals to see and be seen online. Therefore, use every element of the tool to your advantage in order to gain a virtual edge. Did your company release a new product? Post about it! Did you receive an award or upskill in a new area? Add them to your profile. Have you always wanted to make a pivot into an adjacent field? Join a group related to that area and see if you know or can develop any potential contacts. But it doesn’t stop there: some additional recommendations for LinkedIn are:
Complete your profile page by adding a profile photo, an about section, past experience, education, certifications, skills, and more.
Follow hashtags related to your profession.
Indicate that you’re open for career advice and speak with successful professionals within your industry.
Use LinkedIn Learning’s video series and tutorials to learn from experts in the field or grow your own skills on the platform
However, just like Photoshop, SQL, TikTok or any other online platform, LinkedIn’s vast array of applications and features can seem daunting, and can require time and dedication to master. To start, consider putting 10-15 minutes aside each day to get familiar with the tool, from learning how to use the Advanced Search to creating an Events calendar, or by simply responding to posts in the News Feed.
Research & Prepare
Once you have secured a meeting or phone call, it’s important to prepare well, starting with your own introduction. Hone a succinct ‘elevator pitch’ prepared in advance, one that ideally explains who you are, why you are interested in the person, role, or company you are speaking with, and what skills and competencies you have to offer. This pitch should last no longer than two minutes, and we recommend creating a broad general outline that can be tailored and flexed to each specific conversation or networking situation. And don’t forget to practice your pitch in advance.
Next, it’s just as important to research the individual on the other side of the video screen. Learn as much as you can about the person, business, role, or division you will be engaging with. Stay current with their recent events or announcements, and develop a POV on any of these developments that hopefully will lead to an interesting follow-up discussion. Develop a list of business and personal questions to keep the conversation from languishing.
Try to find common interests or experiences that you share - perhaps a favorite hobby, sports team, or intriguing aspect of their work history. In an endless stream of Zoom video boxes, making yourself stand out can be as easy as asking the other person about themselves and by attempting to find this common ground. Moreover, having personal details to draw from makes it easier to follow up with an email that’s a bit more memorable than a “vanilla” thank you note. A follow up email is a vital piece of networking as well. Send a genuine thank you note, and try to stay in touch at least every two months - even if it’s just to send along an article from their industry you found relevant or interesting.
Finally, it’s important to prepare for the technical aspect of virtual networking. Ensure your background is organized, inviting, and has plenty of light. Make sure your internet connection is stable and your audio is working so as to replicate an in-person meeting as much as possible. While we’ve all been technically challenged during COVID-19, failing technology can stop your remote networking plan in its tracks and potentially cause the other person to come away thinking you were unrehearsed and ill prepared.
Set goals and work smarter, not harder
Much like public speaking or playing the guitar, networking is a skill that can be developed and honed through repetition and practice. The best networkers often say they are “always networking”, as it’s far easier to build a reliable and deep professional network when you engage with the practice continuously, not just when you need something.
We suggest setting a goal of scheduling one new networking event per week. Try to spread these sessions among people from the various aspects of your life (a different department at work, your school’s alumni network, previous employers, customers and vendors.).
We understand that networking (both in-person and virtual) can be uncomfortable or distracting for many people. To combat this feeling, we suggest preparing several broad email templates for each type of outbound communication you want to make: reconnecting with a prior coworker, asking a former acquaintance for an introduction, or conducting a cold reach out. Having these templates easily available will enable you to focus less on the mechanics of each outreach and more about the specific reasons for the conversation, whether it be reconnecting, making a career change, or finding a path into a new organization.
Play an active part in the conversation, but listen intently
In today’s virtual world, it’s important to keep in mind some of the new rules that accompany digital connections. Similar to an agenda for a meeting, make sure to let the individual you’re contacting know why you want to speak to them, and allow them to confirm that the timing works on their end. Additionally, remember to listen more than you speak. After all, a goal of networking is to learn something from the person on the other side, and monopolizing the conversation will make it less likely for that person to feel willing to advocate on your behalf. Questions like “why”, “what did that mean to you”, “what’s next” and “tell me more” can be valuable both to keeping the conversation moving smoothly as well as showing genuine interest in your colleague and what they have to say. The best networking calls should feel like a tennis match, with appropriate volleys in each direction that truly reflects a natural discussion between two people.
Attend virtual events
While a return to in-person events will come in time, in the interim, many career fairs, networking nights, professional associations, and companies have taken their events online. We encourage all professionals not to shy away from these types of gatherings. While they may lack some of the personality that makes in-person events so engaging, there are many ways to make the most of virtual events, including:
Officially sign up for the event and fill out a complete profile on the event website or app to make it easier for others to find you. Additionally, once you register for the event, you will receive a list of all attendees and their profiles. From this list, find your key ‘target’ networking contacts, and develop a plan to connect with them either before, during or after the event via email, LinkedIn or social media. If you reach out to someone after the event, mention a key moment or something that’s relevant to their company or role, so they know you were an engaged participant and critical thinker.
Announce on LinkedIn or other social channels that you will be attending. Not only does this attract your connections who may also be participating in the same event, IT demonstrates to your network that you are an outgoing and active member of the professional community.
Share your thoughts and insights in the comments section on the event platform. It is just as important to engage with the presenters. Actively participate in the comments sections during a Q&A section.
Use the chat section to request an introduction meeting. This can be an informal and low-stakes way of connecting with people you’ve never met.
Be present, immerse yourself in the event, and avoid multitasking at all costs. Be sure to use your full name and organization, and dress appropriately for the occasion.
While many of these events are posted on LinkedIn, consider also joining some professional associations, trade groups, or online forums that might also promote such gatherings. Not only will these alternative channels increase the amount of events you hear about, they can also help alert you to what’s trending in various industries and what topics industry thought leaders are focusing on.
Finally, smaller or new groups can be a great way for reluctant virtual networkers to develop those skills. In smaller groups, it can be easier to stand out, and to gain practice delivering your elevator pitch and handling networking style conversations. Additionally, many of these smaller groups are more locally focused, meaning there is a better chance you will know someone directly or have mutual connections in common.
Rekindle your own lapsed connections
For most people, the most important part of networking is in meeting new contacts and adding to your list of informal mentors and potential collaborators. But it’s also equally as important to maintain the connections you’ve already made. Since COVID-19 has limited the amount of spontaneous or organic encounters with new potential connections, staying in touch with old contacts and cultivating those existing relationships can pay big dividends.
As David Solloway, of Duke University’s Fuqua School of Business says, “Networking at its core is really about building relationships, and before you invest time in new ones, consider what you can do to rekindle or maintain relationships you’ve already established.” You might realize that your former college teammate recently took a job at a company you’re interested in, or that your former longtime customer is looking for a new head of sales.
Give people a reason to help you
Networking is a two-way street. To build a strong network, you have to give back. Make it easier for people to do you a networking favor when you need it by helping them when they are in need. Ultimately, you will be more successful in making connections that benefit you if you are successful in providing them to others.
Try to make networking a part of your every day-to-day practice, so that when it comes time for the formal version, you’ll feel more prepared. Most important, make it a common practice to offer to broker an introduction between two people in your own network if a connection seems relevant, or offer to be a reference for someone if circumstances allow. Not only will your contacts appreciate you reaching out on their behalf, it will make it far easier for you to tap into the network of others when you need help.