Networking 101

Jhemon Lee gives some pointers on networking (the people kind, not the information technology kind).

Youve heard it before, but networking really is very important to success. The value of a network can be seen from a professional standpointpotential customers, strategic partners and free marketing and publicity. But dont forget the more human side of networking -- camaraderie, peers to share lively discussions and ideas with and people that can give you advice and a shoulder to cry on.

Building Your Network

Your network is the group of people that you know. And by know, I mean someone that has a tangible connection to you. Just because you shook hands with the Pope doesnt mean that hes in your network. On the other hand, if you and the Pope are on a first name basis, that counts.

We all start with our own personal network of family, friends, co-workers and classmates. Since we all already have a network to begin with, the idea behind networking is to make an active effort in expanding that network. There are many ways to do this. The most common way is to spend more time with the people that you already know, and to get to know some of their friends and family. Another way is to get out of the house and participate in activities and organizations in the communityprofessional, religious, social, athletic, etc. In the age of the Internet, you can even network from the comfort of your own home, through e-mail, websites, chat rooms and online activities. Who knows, maybe the person youre shooting down in that Quake 3 deathmatch video game will be your next customer. OK, maybe not.

Quality, Not Just Quantity

Theres a lot more to networking than mere expansion. Theres also the importance of building quality links, and focusing on the links that are important to you. Indiscriminate networking will simply bog you down, and may result in a lot of leads that are uncomfortable or even damaging. For example, a connection that ends up becoming a stalker is clearly not a good networking connection.

First of all, you need to decide why you want to network, and what you hope to accomplish. Are you looking for customers? Job leads? Friends? Something else? Focus your efforts in those directions. Sure, random connections may lead to unexpected successes, but its like drilling for oil. You may luck out by drilling anywhere and everywhere, but your odds will be better if you drill where the geologist tells you the oil deposits are.

For example, lets say that youre an import-export business that trades with Jamaica. You can ask your friends and colleagues if they have any acquaintances in Jamaica or in import-export. You can beef up your general corporate contacts by participating in local business and chamber of commerce organizations. And by participating in community organizations serving the needs of Jamaican nationals and Jamaican Americans, you may turn up some other connections to this island nation.

You also need to strengthen the quality of the connections that are important to you. No one likes to feel like theyre only being used. Simply having a name and address in your Rolodex doesnt mean that that person will instantly want to help you in the future. Networking is more than just collecting business cards like baseball cards.

Tips for Networking

Have a positive attitude about networking. A friend of mine hated cocktail parties, and always complained that she never got anything out of them. If you walk in assuming youre going to hate it from the get go, its no surprise that the evening will be a bust. But if youre in a pleasant mindset instead, youre more likely to be received as a pleasant person by all those around you.

When you meet new contacts, try to get to know them. What do they do, and what is important to them? While some people like to talk about themselves, remember that others dont, and a constant stream of questions may be annoying or intrusive to some. Back and forthsome questions, some answersis the best way to go if you can manage it.

After you meet someone, make sure to follow up if you want to keep the connection. You cant just call up someone out of the blue that you met three years ago and expect them to remember you. At least zip off a quick followup e-mail. And the more traditional method of keeping in touch in through followup telephone calls and thank you letters have become so much more meaningful in todays digital era.

Keep in touch regularly. This isnt too hard if you only have a few contacts, but its a lot harder if you know a lot of folks. But Well talk more about in the next column.

Networking is a two way street. If you help someone, theyre more likely to be willing to help you in the future. If all you do is take advantage of your contacts, theyll rightly get tired of it and cut you off.

Anti-stalker warning: Dont be a pest. If someone doesnt want to be a part of your network, repeated inquiries wont make them want to join. Theyll just sic the police on you, and you may develop a bad reputation in their social circles. Spend your precious time more profitably elsewhere.

Next Time: Secrets of High Volume Networking

AsianConnections Team columnist Dr. Jhemon Lee is a past Chairman of the National Association of Asian American Professionals (NAAAP), and remains an active officer. Dr. Lee is actively involved in many community organizations and is a practising radiologist in Southern California. He received his undergraduate degree at Harvard and his medical degree from the University of Maryland. To contact Jhemon, please send email to This email address is being protected from spambots. You need JavaScript enabled to view it..