What does your meeting calendar look like these days? Mine has been full of networking calls: brief meetings designed to get to know someone as a way to build your network and ultimately find new leads, whether for a job or a project or a freelance resource.
Networking calls don’t fit every industry, and many freelance editors don’t do them. But while working with businesses, I’ve found them to be helpful. I never know when someone will pass my name along to a potential client.
Yet recently, I’ve had a string of networking calls that have me rethinking my openness to them.
Just last month, one person spent 20 minutes of our 30-minute call telling me about their divorce—unprompted. Another showed up late, which affected the rest of my day’s schedule. A third showed up with unbrushed hair and in an undershirt.
It’s not just bad luck on my end. The job market for both freelancers and employees has gotten tougher. Projects are drying up, clients are cutting budgets, and layoffs are on the rise. That’s pushed up the number of networking calls, as everyone tries to build connections, including me. When times are tough, we need to work harder at helping each other—with an emphasis on each other.
But I’m wondering whether people are thinking through what they’re doing once they’ve got that call on the calendar. Instead of letting anxiety or panic run you, make a plan for how to approach the meeting. Here are my best tips for how to approach a networking call with someone you want to connect with.
Do Your Homework
Before asking to chat, research the person you want to connect with, going beyond their name and job title. What’s the potential connection between you? Yes, you’re looking for work leads (we all are!), but you want to make sure this person actually offers the kind of work you’re looking for or would reasonably know someone who does.
Have Something to Offer Them
Again, yes, you’re ultimately doing these calls for leads on work. So is the other person. Be clear on what you might offer them: Do you have projects for them? Could you connect them to people who might hire them? This should not be a one-way street.
And you’re not “offering” them an opportunity to hire you. That’s you getting something from them. No one wants to be pressured like that.
Be Flexible About the Time
If you’re asking for the call, be willing to do it at a time convenient for the other person. You don’t need to wake up in the middle of the night for a meeting, but you might take one a little earlier or later than your usual work hours. Find a time that works for both of you, but be flexible about scheduling. It helps foster trust and appreciation before you even meet.
Be Flexible About the Platform
If you like Zoom, but they like Teams, go with Teams. It’s about making things easy for the person you want to talk to. Most major video conference platforms operate in a similar way and make it easy for new or inexperienced users to join a meeting.
And if you’re open to using a new platform but concerned about accessing it, consider asking for tips. It will show the person you’re meeting with that you’re not only flexible but also willing to try something new to be able to meet.
Show Up on Time
Recently, I had two discovery calls in the same week and neither person showed up on time. These folks wanted something from me, but right away these meetings became a burden. And it turns out, neither person had a good reason for being late.
Create reminders for yourself so you remember to show up. Calendar pop-ups, alarms on your phone, and even sticky notes on your monitor can help keep meetings top of mind.
Life happens, though, and tech fails. When you can’t avoid being late, let the other person know as soon as you can and give a reason. When you arrive, apologize for being late.
If you must miss the meeting, let the other person know as soon as you can. If you ghost them, expect to be put on a blacklist.
If Cameras Are On, Be Camera Ready
Being on camera is a choice. It’s good to see each other, as it makes you more real and easier to connect with. If cameras aren’t your thing, that’s fine. Just let the other person know prior to your scheduled meeting.
If you choose to be on camera, treat it like the professional meeting it is. You don’t need to be in a suit and tie, but show up in publicly acceptable attire. Avoid t-shirts with images or text that someone might find off-putting or offensive. Look presentable, whatever that means for your personal style.
Don’t forget your background, either. If your location isn’t presentable to strangers or you want to keep it private, blur it or choose an image. A favorite landscape photo can be a good choice, as it shares a bit about you and can kick off the conversation.
Be Interested in the Other Person
Don’t just talk. Have an idea of what you’d like to learn about the other person and ask questions. People want to know you’re interested in them, not just how you can get them work.
Preparing questions in advance can help. Check out their website or social media for something you’d like to learn more about. Don’t worry if you don’t get to all the questions or even any of them. The idea is to get the conversation started, not lead a formal interview.
Sharing some of your personal interests is great for building a rapport with someone, but avoid oversharing. I had a call with someone who shared their entire 40-year career with me and told me about their divorce (they were bitter). They talked nonstop for over 30 minutes. Keep your comments to a reasonable length and of a professional or personable nature. Save your woes for your loved ones.
Thank Them for Their Time
Someone who doesn’t owe you anything just spent time talking with you, with no guarantee that it will lead to anything. Be grateful and thank them, especially if you realized the connection isn’t going to go anywhere. You never know when a connection can come back around and offer something valuable later in your career.
Should You Follow Up?
Whether you follow up depends on how well the call went and where you ended the conversation.
If you connected with the person and think you may be able to help each other out at some point, then by all means, suggest a follow-up call in a few weeks’ or months’ time. Alternatively, you could send them a message once in a while, asking how things are going.
But if the conversation struggled to get going or you clearly didn’t have anything in common, let it lie. There shouldn’t be any hard feelings on either side. Sometimes you connect, sometimes you don’t. That’s just how networking goes.
By not forcing the issue, you’ll build respect with the other person. And who knows? Down the road, they may connect with someone else who would be a good connection for you and they’ll be willing to make the introduction because you treated them with respect.
Conscientious Connecting
No matter what the job market looks like, connecting with people in your industry or field is a powerful way to stay tuned into what’s going on and finding support when you need it. You don’t have to take networking calls every day or even every week to build your network, as long as you do them with the other person’s needs in mind.
I’ll keep taking networking calls, but I’m going to be choosier about them. And I’m going to be more willing to end a call sooner if someone mistakes me for their therapist.
If you’re interested in chatting about communications topics—writing and editing, AI, the state of our industry—reach out!
