Virtual networking tips for founders and managers

Virtual networking tips come down to three habits: write a short and specific message, give something useful first, and follow up on time. Conferences and dinners are on hold for many of us right now, so most new contacts start on a screen. The good news is that a clear message works better online than a crowded room does.

This guide is for founders and managers who want to meet useful people without spending hours a day on it. Each step is small. You can try the first one today.

Start with a goal and a short list

Random contact does not build a network. Pick one goal for the next month. It might be to learn how another company hires, to find a supplier, or to meet two people who run teams in a new market.

Then write down five to ten names. Choose people whose work you already know. Read a few of their recent posts or articles. This takes ten minutes per person, and it makes your first message far better.

Keith Ferrazzi, in his 2005 book Never Eat Alone, argues that good networking is built on generosity: you give help and attention to others without keeping score. That advice works on a screen just as well as at a dinner table.

Sources: Keith Ferrazzi with Tahl Raz, Never Eat Alone, Currency/Doubleday (2005).

Write a message people can answer

Most people ignore long, vague requests. A good first message is short and easy to say yes to. Use this order:

• Who you are: one line, such as your role and company.
• Why them: one real detail, such as a talk they gave or an article they wrote.
• The ask: one small request, such as a 15 minute call or one question.
• An easy exit: say it is fine if they are too busy.

On LinkedIn, you can add a short note when you send a connection request. Use it. A request with a personal line tells the other person that you are a real colleague and not a bot. Keep it to two or three sentences. If you cannot say it that briefly, you have not yet decided what you want.

Avoid asking for a job, a loan or an introduction in the first message. Ask for advice or an opinion. People like to share what they know.

Give before you ask

The strongest virtual networking tips all share one idea: lead with something useful. You can share an article that fits their work, congratulate them on a launch, or point them to a person who could help them.

Dorie Clark, in her 2013 book Reinventing You, writes about building a professional reputation by making your ideas and expertise visible to others. You can do the same on a small scale. Post one useful note a week about what you are learning. Comment with substance on other people's posts. Over time, people come to know your name before you write to them.

Sources: Dorie Clark, Reinventing You: Define Your Brand, Imagine Your Future, Harvard Business Review Press (2013).

Run a good video call

Once someone agrees to talk, treat the call as a real meeting. Video tools such as Zoom, Google Meet and Microsoft Teams all work. Pick the one the other person already uses.

• Send a time and a link in the invite. Offer two or three slots, and allow for time zones across Asia-Pacific.
• Test your sound and light first. A clear voice matters more than a fancy background.
• Open with thanks and your one goal. For example, "I would like to learn how you handle hiring across two countries."
• Ask open questions and listen. Aim to talk for less than half of the time.
• Stop on time. If you booked 20 minutes, end at 20 and offer to continue another day.

Take brief notes during the call. You will use them in the follow up.

Follow up and keep the link alive

Most new contacts fade because nobody follows up. Send a thank you message within one day. Name one thing you learned and one thing you will do because of it. If you promised a link or an introduction, send it in the same message.

Then set a simple reminder. Once every two or three months, send a short note with something of value. That might be an article, an update on how their advice worked out, or news about your own work. Keep a plain list in a spreadsheet with each name, the date you last wrote and what you talked about.

Last, do not chase numbers. Ten real contacts who know what you do and why are worth more than five hundred names you never speak to. Start with one message today, and make it short and specific.

Sources: Ferrazzi, Never Eat Alone (2005); Clark, Reinventing You (2013), as listed above.