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1. BROUGHT TO YOU BY
DON’T JUST
NETWORK.
BE A
POWER
CONNECTOR.
2. An author, speaker and entrepreneur known for her
“titanium rolodex,” Judy speaks and consults with
professionals, entrepreneurs and businesses about
strategic networking, relationship capital, start-up
funding strategy, strategic alliances and leadership. Her
book How to be a Power Connector: the 5-50-150 Rule
For Turning Your Business Network Into Profits, was
named the #1 Business Book for 2014 by Inc. Magazine.
MEET JUDY ROBINETT!
3. Judy answered questions about
power networking from members
of Connect: Professional Women’s
Network. Here’s some of her most
popular advice.
4. TOPTIP:
MAKE SURE YOUR NETWORK
IS ROBUST, DEEP WIDE
ROBUST: People in your network will keep
their word and will do favors for you.
DEEP: People in your network have
gravitas, influence and power.
WIDE: There’s diversity within your
network across different industries and
geographically.
5. What’s your number-one tip for connecting in an
authentic way? Focus on the other person rather than on
yourself. Everything you do signals who you are, and this
signals that you have empathy.
6. I’ve met a ton of people at conferences and on LinkedIn, but I don’t feel
I have a genuine relationship with them. How can I keep the
conversation going? Immediately add value. How can you help them?
Learn what their goals are and be scrappy about helping them achieve
them. You can share information, a link, help make a connection. Make and
keep simple promises. Show people you care.
7. I’m in college and will be starting my job search soon. What’s the best
way to navigate this? My best advice for new graduates is to get out of
the online job-search mentality. Over 75% of jobs come from your network
—people you know and the people they know. On average, people know
632 folks. Share your goal, and then ask two questions: What other ideas
do you have for me? And who else do you know that I should talk to?
8. TOPTIP:
DETERMINE THE “KEEPERS”
IN YOUR NETWORK
• Are they generous and do they keep their
word?
• Do your values match?
• Can you add significant value to them?
(Hint: With a little practice, you can always
add value to anyone.)
• Are there any yellow flags? Run, don’t walk.
As Maya Angelou said, “When someone
shows you who they are, believe them the
first time.”
9. What advice would you give an introvert who’s not comfortable
networking? First, rethink your assumptions. While stranger = danger
works well for children, it doesn’t work for adults. You don’t have to be
an extrovert, you just have to engage with others. Listen and show you
care. Take baby steps. I learned that what truly held me back was fear.
Challenge your fear.
10. I just changed careers and am starting to build my network. What’s the best
approach? Most networking events are a waste of time. Instead, get in the
right room. Where do the people you want to network hang out? Go places
where there are people smarter than you and have resources you need to
achieve your goals. Next, join or volunteer for a powerful group. Finally, reach
out to strangers and talk to your friends. Share your goal with everyone.
11. How do you contact people in your industry when there’s an unspoken
code of “Don’t call us, we’ll call you?” This is often a simple barrier set up
to weed out the less persistent. If you have something of value and can
articulate it well, of course they want to hear from you. Be scrappy and
resourceful. Find out who their vendors are. What law firm, accounting firm
or PR firm do they use? Who is on their board? Do your research.
12. TOPTIP:
CUT THE SMALL TALK.
After the initial “hello”…
1. Ask others what their goals are.
2. Share your dreams, goals or
challenges.
3. Ask how you can help them.
13. How do you make a better second impression after a not-so-great
first interaction? Simply reach out and apologize, stating that you’d
really like to meet again. Any decent human being will respond with
kindness. This is also true with connections you feel you may have lost.
Be brave and say, “I wish I would have stayed in touch. May we please
reconnect?” This works wonders.
14. What’s a good way to introduce myself to a contact I’ve never met
before? First, do some research on them. Find out what they love.
Michael Milken says the three things people care about most are their
family, their health and their wealth, but Mary Kay Ash beat this—she
says people most want appreciation and acknowledgement. Be honest
with a compliment, and then ask a question.
15. How can I make lasting impressions on senior execs/more
influential people without over- or underplaying myself?
Volunteer for corporate committees that are headed by the big
wigs so you have an opportunity to shine. Focus on your
company’s goals and problems and do what you can to help.
16. TOPTIP:
MAKE CONFERENCES
WORK FOR YOU
1. Only attend conferences and events
where people are smarter than you
or have access to resources you need.
2. Research the speakers and panelists.
3. Reach out to them on Twitter—you’ll
be amazed at how many of them will
get back to you.
4. Re-tweet a post that strikes you or
comment on their blog to show
you’re a cut above the crowd.
