In your business, you have conversations every day and already know how to engage with stakeholders, customers, partners, and colleagues.  

Then why is it that conversations and networking is more difficult in a career search?  Because:

• You're the "product" that you're promoting
• You need to advocate your value
• You must position yourself through networking and building relationships.

Talking with a colleague from the past is one thing, but when reaching out to someone you've never met, how do you navigate to make the conversation mutually beneficial?

An introductory call with a new connection isn't just another item on your networking checklist. You need it to go somewhere!

It's an opportunity to build a genuine relationship that can open doors...to bring you into the company for your expertise, or an introduction to a hiring manager in their company or an intro to someone their network that needs what you've got to offer.

If an introduction is not offered during networking conversations, 

you need to ask for it.

How to Have a Conversation with a New Connection

Set Yourself Up for Success Before Your Call: 

1. Make a List of the Companies and Executives that Interest You.  

That's your audience.  Expect to reach out to 10/day, 50/week.

2. Be Curious. Ask Questions 

Research their career trajectory and prepare questions that show you've done your homework. You will have a foundation for asking about the challenges and transitions they've navigated, or decisions that shaped their path.

2. Clarify Your Intention of Developing a Business Relationship

Ask insightful open ended questions to stimulate discussion.  You'll learn more about how you can be a resource for your expertise. 

3. Identify Natural Ice-Breakers

Review their LinkedIn profile and identify three potential conversation starters: mutual connections, shared experiences, interesting details from their background photo, or a recent company announcement. These small touches transform a cold conversation into a warm exchange.

4. Prepare Your Story Highlights

Have two or three relevant achievements ready to share. These shouldn't dominate the conversation but can be available to demonstrate your value and impact.

5. Adopt an Equality Mindset

Enter the conversation with confidence, knowing that you bring unique expertise and perspectives to the table. 

During the Call: Make Every Minute Count:

1.Respect their Time.

Acknowledge the agreed timeframe (typically 10-15 minutes) and commit to honoring it unless they choose to extend.

2. Be Curious with Open Ended Questions.

You'll get information where you can discuss common challenges and solutions---an opportunity to share your expertise and how you can be helpful.  Transparency demonstrates professionalism.

3. Listen More Than You Speak

Ask about their career journey, the challenges they've faced, and how they've navigated pivotal decisions.  

4. Contribute to the Conversation

When relevant, share achievements that relate to the topics you're discussing. Keep the exchange balanced and help them understand how you add value.

Can you introduce them to someone in your network? Share an article or insight? 

5. Ask for an Introduction

Always close by asking, "Who else in your network can you introduce me to?" This single question can exponentially grow your network while demonstrating your proactive approach. 

After the Call: Keep the Momentum Going

1.Appreciate the Connection

If they connected you with others or made introductions, keep your original contact informed about how those conversations progress. This shows appreciation and maintains the relationship.

2. Add Value Through Relevant Content

Search for an article or resource related to your conversation and send it with personalized comments. If they mentioned an interest in food sustainability, for example, share a thought-provoking piece on that topic with notes connecting it back to your discussion.

Every meaningful professional relationship in your network started with a single conversation. Approach introductory calls with preparation, genuine curiosity, and continued mutual value.  Those in your network will value the relationship and become a proactive advocate and resource for you.