Networking has the power to accelerate your career, uncover new opportunities and establish meaningful professional relationships. However, this is much more than collecting contacts and its benefits don’t happen automatically. Understanding how to approach networking in an organic way that focuses on building relationships, offering value and earning trust can be one of the most effective tools for professional growth.
While the term “networking” may sound transactional, it’s rooted in developing human-to-human connections. It provides an opportunity to create mutually beneficial relationships, exchange ideas and help others succeed. Whether you are searching for a job, cultivating business opportunities or seeking industry insight, a thoughtful approach can set you up for impactful interactions.
Be prepared.
Networking opportunities can happen anywhere, whether you’re in a formal industry event, a community gathering or even on an airplane. Proper preparation allows you to make the most of these moments, even if they are unexpected. Have your short personal brand statement practiced and ready; and if you are actively networking with a specific objective, make sure you are able to clearly articulate what you’re looking for and how others may be able to help. 
Make the most of networking events.
Walking into a room full of strangers can feel intimidating, even for seasoned professionals. Create a few conversation starters to break the ice and help you feel more at ease and confident. Identify common ground whether it’s a conference session, emerging insurance trend, or shared interest such as travel or sports. Finding even a simple point of connection helps ease any tension and enables conversations to flow more naturally
Focus on offering value.
While you likely have your own specific goals, focus on what you can offer the other person. As you learn more about them, you may have articles or resources to recommend, or connections you’re able to facilitate within your existing network. Most individuals find satisfaction in helping others as well. Once you’ve established rapport, don’t hesitate to mention if you’re hoping there is a specific way they might be able to assist you.
Adapt your approach to each situation.
Every interaction is different, and you’ll want to adjust your approach based on the setting and tone. At a formal networking event, leading with questions about an individual’s role and company may be appropriate. In more casual settings, such as a cocktail reception, learning about the person and having work-related information come up more naturally may be the best approach. Gain an initial feel for how you can potentially help each other – whether it’s today or in the future.
Ask thoughtful questions and actively listen.
Listen and ask questions, rather than speaking about yourself. Be curious and don’t be afraid to admit when you’re not well-versed in something. A simple, “I’m not familiar with that, could you share more?” is a great way to encourage others to open up about their work and talk about areas that excite them, leading to more engaging conversations.
Broaden your network.
Make an effort to connect with individuals in all areas of the business – you never know who will be a catalyst for a future opportunity. This includes professionals who are earlier in their careers. Helping them build their own networks supports the next generation while also allowing you to establish relationships with future leaders. Especially in a tightknit industry like insurance, you never know where a conversation may eventually lead.
Make it personal.
Strong professional networks are built on relationships, not transactions. Get to know the person and don’t only talk exclusively about business. You may even want to dedicate time after events or conversations to write down a few notes about the individuals you spoke with, as well as what you discussed. This could be anything from upcoming vacation plans, a professional milestone or projects they’re spearheading. Referencing something specific to your conversation helps make your follow-up more personal and natural.
Nurture relationships.
Making an initial connection is just the starting point. If there’s no follow-up, it’s likely the interaction will end there. Connect on LinkedIn or send a brief email after your conversation to share contact information and follow through on resources or introductions you discussed. Similarly, make sure your LinkedIn profile is updated so new connections can easily find you.
Express gratitude.
When someone takes the time to make an introduction, offer advice, pass along information or review your resume, show your appreciation. This can be through an email or even a written note depending on the situation. This also provides an opportunity to reconnect and share successes that were made possible with their assistance.
Networking is a skill that can be practiced and perfected over time. As you grow your network, you’ll be in a position to connect others, while continuing to strengthen your own relationships. With the right mindset and tactics, building your network is an investment that will pay off at all stages of your career.