Key Networking Question: How can I help you?

Since I have been networking non-stop, literally like it’s my job, I thought I would share the most important question you need to answer while networking, “How can I help you (the person you are networking with)?”

It seems counter intuitive, because most people approach networking as an activity to get something for themselves (a job, a connection, a promotion, etc.), but identifying if there is anything you can do to help out the person you are networking with is essential.  Just think how you would feel if you received a call from a radio station saying you won something versus, getting a call from a telemarketer looking to try and sell you something.  Which call are you going to be happier to receive?  The same idea applies to networking.  Generally people will be helpful and receptive to questions you may have, but if you can help them with something they will gladly be open to helping you and be more proactive with returning the favor

Even if you think you can’t possibly offer the other party any value, you never know unless you ask.  That is why I try to end every networking session with some version of ‘Is there anything that I can help you with?’.   Just be prepared to offer examples of areas of personal expertise, particularly if you think it may be relevant to what you have discussed.

If you are interested in learning more about effective networking, I would highly recommend checking out The Startup of You by Reid Hoffman, Co-Founder and Chairman of LinkedIn.  He does a great job examining the most important aspects of networking and giving some exercises to improve your networking skills.