How do you networking over the phone?

What’s your strategy for phone networking? 

Your Rant: I’m stuck in a cubicle all day which makes it really hard for me to network with people. I know I should do it, but I don’t even know where to begin.

911 Repair:

I must admit that I have a bit of a gadget freak inside me. Probably my favorite new toy is the “Purring Kitty” software that makes Nokia cell phones vibrate continuously. Someone actually referred to it as a “discreet massager.” If you are like me, you are probably realizing that you made the wrong cell phone choice.

Well here is another use of the phone that you might not have thought of — as a networking tool. Even the most cube-bound employee often has a phone at their disposal. I’ve listed some strategies below to expand your network via the phone. For more, check out “The New Job Security” by Pam Lassiter (10 Speed, 2002).

Do you listen for cues from the first moment of a call? Do you keep it short? Recently I called a journalist and could tell by her voice that she was very harried. I immediately asked her if she was on deadline and she said she was. I then asked her for a time that would be more convenient to talk. She actually thanked me. So listen for cues from the first moment of the call.

Do you keep it short? Everyone is too busy today. I’m a big believer in asking for 10 minutes and then limiting yourself to that amount of time. The last thing you need is to get the reputation of being a time hog.

Do you introduce yourself and give them a reason to want to talk to you? Whether you get them on the phone or you have to leave a message, it is important to begin by saying your name, how they might be able to help you and what you might be able to do for them. Lassiter calls this the “double hook”; I call it the old “I’ll scratch your back if you’ll scratch mine” approach.

Can you use humor to entice them to want to talk to you? I always ask the person who is referring me if the person I’ll be contacting has a sense of humor or if there is some other way to grab their attention.

Do you close with a specific request? Whether it is a follow-up call, a meeting or a specific action, it’s always a good idea to have a clear takeaway for each networking call.

Do you give them options for how to contact you? I hate to get calls from PR people. I’ll personally respond to every e-mail, but calls really bug me. So it’s always important to ask people exactly how they’d like you to follow up.

Do you ask for other people you should talk to? This is networking 101 — always be looking to expand your network.

Use the phone properly and it can discreetly manage your contacts list.

911 Pulse:

How much do you network at work?

Never, 18.4 percent

A lot, 21 percent

A little, 60.5 percent

user strategy:

Our strategy comes from R.R. in Raleigh, NC: “Often times the best networking is when we aren’t trying to network, but just doing the best job we can. That includes being enthusiastic, positive, having a ‘can do’ attitude, being a team player, etc. Demonstrating that you are a valuable asset to the organization and have the ability and willingness to work with others will usually result in them remembering you when they are either looking for someone with an opportunity they need you. Also, they will remember you when you need them the most. It’s networking without being obvious.”

Bob Rosner and Sherrie Campbell author the nationally syndicated workplace911 column weekly. Bob’s a best-selling author and award-winning journalist who has responded to over 50,000 emails from employees, bosses and entrepreneurs. Sherrie’s a relationship expert and award-winning comedian who has offered quick, intuitive and humorous responses to over 30,000 people. He’s been called “Dilbert, with a solution.” She’s the counselor with a kick. Together they’ve turned rants into raves via TV, radio, print and live on their website at workplace911.com.