By Simon Vetter
Business is all about connections.
When I arrived in San Diego from Switzerland, I didn’t know a single person. As I set out to find a job, a career consultant told me, “Simon, if you want to find a job, go out and network.”
So, I summoned my courage and walked into my first meeting of the American Society for Training and Development (ASTD). Feeling awkward, I quickly stepped to the side of the room. No one approached me. In fact, no one even looked at me.
Finally I told myself, “Simon, you have to step out. Go ahead… introduce yourself.” I took a deep breath and walked to the nearest group. It was my first step on an incredible journey through the power of networking.
When I asked a member if she knew anyone in the training field that I should connect with, she gave me two new contacts to call. I didn’t expect these meetings would lead to a job, but I wanted to learn more about these companies and connect with influential people in the industry, so I did some research and prepared a list of relevant questions.
Two weeks later, I landed a job.
Accessing the Inner Circle
Over the next few years, I felt a growing desire to run my own coaching company. I shared my aspirations with a friend who said, “You should talk with Marshall Goldsmith. He’s one of the Top 10 coaches in the world.”
I had seen Marshall speak at a conference, so I was familiar with his work – and the high-caliber circles he moved in. I wondered if it was even possible to meet with him, but I picked up the phone and called his office.
An associate sent me some articles on Marshall’s leadership approach and behavioral change process; I carefully read through the material.
A week later, I called again. I assumed Marshall would be too busy to meet with me, but I decided to ask anyway. To my surprise, his assistant simply asked, “When?”
Days later, I spoke with Marshall Goldsmith. Careful not to waste his time, I asked focused questions. As the discussion came to a close, I told him that I really wanted to know more about coaching. That’s when he offered me a golden opportunity.
“I’m having a party at my house next week. Come and I will introduce you to my colleagues.”
The following week, in the midst of 200 people, Marshall introduced me to two highly experienced executive coaches: Bob Silva and Steve Savage. Yes!
Hours later, as the party drew to a close, I returned to Marshall’s side and asked, “How do I stay involved with this group?”
“Well, what are you doing tomorrow?”
“I have no plans,” I replied.
“Fairbanks Ranch Country Club – 9 AM, be there.”
Invest Yourself in the Process
The next day, I walked into a meeting with 30 other consultants, coaches and trainers. I soon discovered that they were forming a strategic network to support each other in cutting-edge leadership development. That day, we established the Alliance for Strategic Leadership – a group that would prove to be exceptionally valuable to my career.
I found ways to contribute to the group, offering my time and knowledge. I even delivered a free program on business development, hoping these efforts would generate coaching clients and additional business. It would be two years before my efforts started to show results… but when they did, the payoff was fantastic.
Through the connections I made in this group, I got an opportunity to coach a vice president at Johnson & Johnson. Steve Savage’s endorsement of my services had sealed the deal.
Two years later, and four years after we met, I got an e-mail from Bob Silva, the other coach I had met at the Goldsmiths’ party. His colleagues were looking for a German-speaking coach for an international assignment. Bob recommended me, opening the door to a long-term engagement with one of the largest German car companies.
Networking led me to the heart of my industry and the power-players that steer it. Marshall Goldsmith, one of Forbes Top 5 Coaches, has become my mentor and friend, and his colleagues stand behind me. I’m still amazed at this turn of events, but I know that my company’s success was built through the power of networking.
Networking is a skill that can be learned, just cooking or telling jokes, but to really reap the benefits, it takes consistent and deliberate practice. Here are three networking fundamentals to keep in mind:
1. Rather than waiting for others to open the door for us – which usually doesn’t happen anyway – we have to take the initiative to open doors ourselves. Make consistent efforts to nurture new relationships. Be proactive. Don’t hesitate to introduce yourself
2. Don’t try so hard to be interesting… just be interested. Ask relevant, specific questions; be curious, be sincere and L-I-S-T-E-N.
3. Once you’ve made a connection, be generous with your time, knowledge and contacts. Find good reasons to reconnect. Give people opportunities to experience you more than once so that you become memorable.
Author: Simon Vetter, executive coach with Stand Out International, Inc.
