The primary purpose of developing a strong professional network is to be able to leverage those relationships in a way that helps you advance your career. While this might sound selfish, I assure you, it’s not. Using your relationships to get ahead is not only perfectly acceptable, it’s expected in the business world. There’s nothing wrong with asking your network to help you out, especially if you’ve already done the same for them.
That being said, you have to learn how to leverage your network without taking advantage. You don’t want people to feel used, and you don’t want to ask for too much. There is a right way (and a wrong way) to approach this process.
When you’re ready to leverage a trusted relationship and ask for assistance, keep the following in mind:
Make direct requests and ask specifically for what you want
Don’t be coy and don’t expect others to just figure out what you need. Be clear about what you want: For example: Can you provide me with a referral, a reference, an introduction (to THIS person or a person at THIS company), advice, etc.
Make it easy for them to help
People are busy; the more time your request requires, the less likely it will happen. Provide people with whatever information they need to be helpful—don’t make them go looking for it. If you’re asking your contact for an introduction, you may want to provide the person’s email address or LinkedIn profile, and maybe even write a quick intro email for your contact to use. If you’re asking for a reference or recommendation for a job, give them all the background they need—the job description, details about the person they are likely to speak to, and anything specific you’d like them to share.
Be certain you can (and will) deliver on your side
If someone in your network refers you for a job, you better be prepared to show up for the interview. If you’re asking for a reference, be sure you’re a qualified candidate. You might not have total clarity on all of that right now, and that’s okay. Just don’t expect your contacts to make miracles happen, and don’t ask them to put themselves in a dangerous position for you. Do your part to represent your contacts well.
Be reasonable in your expectations
Once again, remember that people are busy. Don’t expect them to drop everything immediately to do you a favor. Be patient and respectfully follow up when needed. You may need to remind someone a few times that they promised to make an introduction. You can be pleasantly persistent but give them some time first.
Show gratitude
Lastly, remember that you’re asking for a favor. Be grateful (say “thank you”) and return the favor in the future.
Most people really enjoy supporting their network. They understand that these kinds of things are a normal part of the professional world. Be gracious and polite, and you may be surprised by how much people are willing to help out.
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