On the Phone Again: Networking Tips

No doubt you noticed this article's tongue-in-cheek play on Willie Nelson's legendary wanderlust anthem. One of the reasons Willie played - and still plays - so many dates on the road per year is that is where he earns a large chunk of his income.

Likewise, hitting the phone for networking purposes can add to your networking activities - and your income as well. Here are the best ways to get the most out of being on the phone again (and again):

Introductions are most important. Cold calls, in a word, suck. Sometimes, however, you won't be able to warm all of your calls up - though you should do everything can to make them warm. Whether warm or cold, the first few seconds of your conversation are the most important. Why? You only have a few seconds to establish credibility and prove you're not a telemarketer. Greet your potential contact by name (e.g. "Mister..." or "Ms. ..."). Then tell how you came about making the call (e.g. "Did Bob Jones have a chance to tell you yet that I was going to call?" or "I read your interview in..."). Then reveal your name. Leaving your name until this point allows for a little nervous tension on your potential contact's part, which you relieve by revealing your name.

Instant rapport. As you know by know, people like people like themselves. As such, it's important to build rapport very quickly. Acknowledge how busy s/he is by empathizing with what his/her company does. It's also a good idea to reveal one or two facts you know about him/her so it doesn't sound like you're throwing darts at a board. Now it's time to mention an industry nugget or two s/he may not know and offer to discuss those nuggets in person. S/he will know you can't get something for nothing and correctly assume that you want something for your trouble. Admit that you're looking to build your network and would like to discuss the industry (or company) while you're there.

Agreement to act. Ask for near future meeting and nail down a specific date, time and location. It's also a good idea to outline the parameters of meeting, such as topics to discuss, time alotted, etc. This shows you respect his/her time while demonstrating your own professionalism.

IN A NUTSHELL: When you're using the phone to network, keep your introduction focused, build rapport quickly, and get a mutual agreement to act.