Networking Tips for Young Professionals

If you are a younger professional or simply new to your sales career, you have inevitably been told to "get out there and network!" When I was starting out as a young sales rep at Prudential Insurance in the early 1990's, I was amazed by the stories of leading salespeople who got all of their business from referrals and networking. As someone who was pounding the phones- cold calling was still very popular in 1991- and sending out direct mail (i.e. junk mail) weekly, I longed for the day when things would get easier.

I was fortunate to find BNI early in my career and learned some basic networking skills. I met successful accountants and realtors and lawyers- all the folks I was supposed to be networking with. The trouble was, they weren't buying what I was selling, so to speak. They were already successful and well-connected. I was just getting started and looking to make a name for myself. So while I did build some meaningful relationships, it wasn't until later in my career that I realized a key aspect of networking- you need to network within your peer group.

The likelihood of an established CPA taking a chance by recommending a still-wet-behind-the-ears insurance salesman to one of his clients was a longshot. And clearly, I needed his referrals much more than he needed mine!

I came to the realization that I needed to establish networking relationships with more people like me- young, hungry and largely un-connected. As I started finding more of these types of relationships, the new connections blossomed. I still wanted to meet other honest, successful professionals who were good at what they did, but I was now meeting people who needed me just as much as I needed them. The referrals began to flow back and forth.

For younger professionals hoping to build meaningful professional networking relationships, consider the following:

- Start by looking for connections that are the same age as you. If you're a recent college grad, look up former classmates or people who went to the same college as you.

- Don't be discouraged if you try to join a referral group and aren't accepted. Chances are, it's not you, it's your experience- or lack of it. Many networking groups prefer more seasoned professionals.

- Try BNI. Business Network International has chapters all over the world and some groups are receptive to taking a chance with a less experienced professional. You'll meet people of all ages and occupations and get a good basic understanding of networking.

- Make sure you know what your value proposition is when talking to prospective networking partners. If you're just hoping to get referrals from them without reciprocating, they'll smell it from a mile away. Perhaps you can make up for your lack of experience with your vigor and ability to generate lots of leads.

- Consider a networking group comprised solely of newer or younger professionals. This is a great way to build your network. You're all just getting started now, but as you gain experience, confidence and years, you will all flourish togther!

If you'd like information about our Emerging Connections groups that are now forming, please email me or get more information at our Connections Incorporated website (www.connectionsincorporated.com) and sign up for one of our weekly webinars. Be sure to specify your interest in the Emerging Connections program.