By: George Henderson
Professional networking can enhance career advancement by helping candidates discover hidden job opportunities, polish how others see them, and have support when changing careers. With the right insights, candidates can stand out in competitive job landscapes and increase their chances of landing the right fit.
Are You a Forgettable Career Climber?
There was a time when hard work, skill, and a team-first attitude would get one noticed and appreciated, but that’s no longer enough. To get that dream job, promotion, or raise, and to live up to your full potential, you must stand out for your people skills and ability to influence.
| “Despite exemplary performance ratings, I was passed over.”
Your network and executive presence can be the difference. This article will give you the skills to cultivate sponsors, grow your network, build your brand, and expand your influence.
The “Why” of Networking: Open Doors by Building Relationships Beforehand
Most of us dread navigating a room full of strangers or browsing LinkedIn, hoping to stumble upon a valuable connection. However, instead of viewing networking as a transactional means of meeting your needs, see it as a shared journey of discovery that benefits both parties.
| “The meaning of life is to find your gift. The purpose of life is to give it away.” – Pablo Picasso
Networking involves creating strategic connections based on mutual interests and shared experiences. This guide outlines the basics of following up on an introduction or referral, along with a framework for developing communication skills that will empower you to:
- Explore ways you might benefit one another, if only through introductions
- Gain perspective on how others experience you (Your brand)
- Refine your aspirational identity and how you might achieve that
- Continually practice and improve communication skills
- Develop executive presence based on the value you bring
- Acquire sponsors and referrals while developing influence
Five Repeating Steps to Build Your Network
While the steps below seem like common sense, how many of us do all five continuously as a matter of discipline? Even more, how many of us meet the Differentiators?
Your answer could be the difference between landing the dream job, getting the promotion or raise, feeling purposeful, or being blindsided with a layoff on a Friday afternoon.
Pay close attention to the Differentiators to rise above the crowd.
Note: Step 1 below assumes you already have a relationship with a career sponsor who knows you or is at least supporting your request for introductions.
Step 1: Develop and Confer with Sponsors, Mentors, and Referral Sources
How does it work? Start with the person who will introduce you. The networking process typically asks you to:
- Share your career interests and goals
- Ask if they know of any opportunities or can make any introductions
- Clarify how you will follow up (email, LinkedIn, text, etc.)
- Agree on the outcomes, next steps, and how you might help them
- Express your appreciation
Step 2: Contact the Referral on LinkedIn (or Email)
Follow up on the introduction within 24 hours. While networking platforms are proven to be useful tools, personalized outreach remains the preferred approach for making meaningful connections.
Sample LinkedIn Connect Message (max 300 characters if you have Premium, 200 if not):
Hi [Name], I’m [First Name], a (Your Role), following up on [Referrer’s Name]’s kind introduction. I would love to connect and explore opportunities in [Your Area of Interest]. I would genuinely appreciate any insights you are willing to share. Thank you!
Recommendation: Review the individual’s LinkedIn profile or search their name on Google, then tailor your message to include pertinent details about their background.
Step 3: Conduct a 15-Minute Introductory Call (or Zoom Meeting)
Using a structured approach in your networking conversations can significantly enhance their effectiveness by ensuring they are well-organized, purposeful, and tailored to build genuine rapport. Here are eight steps to make a strong first impression:
- Ice-Breaker: (One Minute) Start with a fun fact from their LinkedIn profile or a recent post you enjoyed.
- Share Your Story: (One Minute) “I’m part of the [Name of Program] at [Organization]. The program aims to (Example: Gain real-world experience, build meaningful relationships, and become strong candidates for internships or full-time consulting roles). I’m especially excited about this path because my goals include…”
- Mention the Referral: (One Minute) “I was speaking with [Referrer’s Name] about [Topic], and they thought I could benefit from your wisdom and experience.”
- Ask About Their Journey: (Three Minutes) “What was your experience like at [Shared Area of Interest]? How has your career unfolded since then?”
- Explore Shared Interests: (Four Minutes) “I noticed you’ve worked in [Industry/Role]. I’d love to hear more about that.”
- Seek Advice and Actionable Steps: (Two Minutes) “What advice would you give someone just starting? Are there any next steps you’d recommend?”
- Ask for Referrals: (Two Minutes) “Is there anyone else you think I should connect with? Would you be open to making an introduction?”
- Close with Gratitude: (One Minute) “Thank you again for your time. Would you mind if I stay in touch and update you on my progress?”
Helpful Probing Questions for Networking Conversations
Are you wondering what to include in your networking conversations? Here are some effective questions organized by purpose:
1. Icebreaker
- “I saw your post about [Topic]. What inspired you to share that?”
- “You studied abroad in [Location]. What was the most eye-opening part of that experience?”
- “Your background in both [X] and [Y] caught my eye. How did you decide to pursue that path?”
2. Share Your Story and Why You Are Here
- “I’d love to get your perspective on how someone with my background could best prepare for a role like yours.”
- “I’m particularly interested in [Industry/Practice Area]. What should someone like me think about now?”
- “I want to build a meaningful network. What advice would you give your younger self?”
3. Mention Who Referred You
- “How do you know [Referrer’s Name]? Have you two worked together often?”
- “They mentioned you’ve had a big impact on your teams. What do you look for in emerging talent?”
4. Ask About Their Story
- “What led you to [Career] and keeps you excited?”
- “How did your time at [Shared Experience] shape your career direction?”
- “What was your biggest ‘aha’ moment early in your career?”
5. Explore Shared Interests
- “I noticed you worked in [Industry/Region]. How did you break into that space?”
- “I’m interested in [topic] too. What trends are you paying attention to?”
- “What has surprised you most about working in that field?”
6. Actions & Advice
- “What do you wish more [Role] or young professionals asked you about?”
- “What’s one habit or resource helped you grow professionally?”
- “If you were in my shoes, how would you spend the next 6 months?”
7. Ask for Referrals, and Reciprocate if Possible
- “Is there someone you’d recommend I speak with to learn more about [Topic]?”
- “Would mentioning your name when I contact them be okay?”
- “Who are two more people you think I should connect with?”
8. Closure
- “Would it be okay if I followed up with you in a few months to keep you posted?”
- “How do you prefer people stay in touch: LinkedIn, email, or another way?”
- “Is there anything I can do to support or stay connected with your work?”
Step 4: Follow-Up with a Thank You Note
AI can help craft compelling thank you notes by analyzing conversation highlights and tailoring content to strengthen the relationship. Here’s a sample follow-up email or LinkedIn message:
Subject: Thank You
Dear [Name], Thank you very much for taking the time to speak with me yesterday. I learned much, particularly about [Highlight 1] and [Highlight 2].
As we discussed, my next steps are to [Next Step 1], and I will reach out to [Referral Name], as you suggested. Would you make an introduction if that’s not too much trouble? Or should I reach out directly and mention your name?
I will follow up in a few days to share how things are going. Would it be all right to check in periodically with updates and questions as they arise?
Gratefully, [Your Full Name] [Your LinkedIn Profile URL]
Step 5: Follow a Disciplined Networking Approach and Track Results
Incorporating a systematic approach into your networking is no longer just an advantage—it’s becoming a necessity in an increasingly relationship-driven professional landscape. The “How” of Networking is a “sales funnel” approach to cultivating connections. While there are many personal CRM tools, even with a spreadsheet, you can track:
Awareness
- Based on Steps 1-4 of this guide, whom did you follow up with?
- Which of them responded to your follow-up? How?
- Which of them agreed to meet with you? How might you increase that?
Engagement
- Before meeting with them, do your research and script the meeting
- Agree on whether you will meet in person, virtually, or by phone
- Track details, outcomes, further introductions, and agreed next steps
Commitment
- For qualified prospects, cultivate the first step in an ongoing relationship
- Track results over time and apply the learning to increase future success
Loyalty
- Based on feedback, where do you stand alone in a “Category of One?”
- For which target audiences are you the only logical choice? Why?
Tip: It would be valuable to have a personal CRM tool such as CLAY to track contacts, set reminders, keep notes, and follow up. Website: https://clay.earth/
Conclusion
In a noisy world where countless professionals fade into the background, your ability to land the job, get the promotion, pivot your career, and rise above forgettable will come not from luck but intentionality.
The steps outlined here aren’t just a one-time playbook; they are habits that, over time, build credibility, confidence, community, executive presence, and influence.
Start today if you want to be remembered, recommended, and rewarded. Invest in people. Follow through. And let your consistency become your competitive edge.
About George Henderson: As a consultant who has generated $2.7B in value and achieved an 11:1 ROI across more than 40 transformations globally, as well as a former national rugby coach and Consulting Industry Advisor to the Freeman Business School at Tulane, George works with organizations, teams, and professionals at all stages of their careers to become unforgettable. Read more about George on our Experts-in-Residence page!
