Let’s do a little experiment. Raise your hand if you’ve ever referred someone to a job opportunity. Is your hand raised? Excellent, then you’re a lot like me. I refer people all the time. It’s part of my own personal philosophy, and the main way that I build social capital, or the “New Wealth”. In […]
Let’s do a little experiment. Raise your hand if you’ve ever referred someone to a job opportunity. Is your hand raised? Excellent, then you’re a lot like me.
I refer people all the time. It’s part of my own personal philosophy, and the main way that I build
In order to be a natural connector, you have to get really super good at networking. No, this isn’t the kind of networking where you go to an event and try to give out 30 (or 300) business cards and hope for the best. It’s networking that is specialized, focused, and occurs in the right space.
There are two primary lessons that any master-networking-in-training must learn.
First, you aren’t networking to make one contact in isolation. As Brazen co-founder Penelope Trunk says, “”. Your goal as a master networker is to find the key people who can open doors for you and/or your network, , and stay in regular contact.
For example, I maintain and regularly update a “three-month” list, where I send a personalized update (yes, every three months, which reminds me…) and ask for a brief conversation in the following week.
Second, you have to use the right tools, in the right place. The Brazen “Top Users”, like Brett Kunsch, Steph Auteri, and Noel Rozny understand this. How are you encouraging personal contact? How are you staying in regular touch?
Is Brazen always the right place to engage with someone–of course not. When you use the right tools to maintain your network, you’ll eventually be able to use social capital.
Check this out: very early on in my career, I made it a point to follow up with anyone whose organization might be hiring in the near future and catalogued it using my favorite web app. In addition, at social gatherings, like playing pick-up ultimate frisbee in Washington, DC, I introduced myself as someone who excelled at introducing people. I quickly became “that guy” to whom people sent e-mail handshakes with their friends.
Take the story of my friend Amy, and my friend Peter. Amy planned on leaving her job. Peter had just moved to DC and was searching for a job in Amy’s industry, at companies similar to Amy’s. They didn’t know each other, but I made the introduction, and Peter ended up replacing Amy, commanding a nice starting salary. Amy made out, too, as she was able to find a competent replacement, saving the company tens of thousands of dollars in costs associated with finding the right candidate, building her own social capital with her former employer.
You’re probably not going to be 100%. In fact, my percentage for finding the right people the right job, or the right contract, or the right introduction is closer to 28% (for those who don’t like percentages, that’s 9 hires in 32 introductions).
Often, the key is knowing the right person, and which companies are hiring. This is why I am so excited that we recently partnered with Top Prospect, which not only removes a difficult part of this equation (who’s hiring?) but also allows you to earn a referral bonus upon a successful hire. Listen, at referral bonuses between $10,000 and $25,000 for a successful hire, my 9 introductions could have earned me six figures in the past year.
I’m psyched to include in my repertoire–like Brazen, it won’t work every time, or for everybody, but used correctly as a referral tool, I’ll be able to help my network find that next great opportunity and take some money to the bank as well.