“NETWORKING UP”

We tend to network with people like ourselves or people who are less successful than we are. This is where we feel comfortable, but if everyone brings people at the same level into the network, over time the network will weaken.

Instead, we should look for opportunities to “network up” and connect with people who are more successful than we are.

Networking Up Doesn’t Mean Excluding Your Current Network

When you make connections to successful people, look for opportunities to invite members of your current network to meet them, or to invite these new connections to your other networks.

Where to Network Up

It’s not just the yacht club and the country club. Successful people are often charitable people, so service organizations like Rotary and charity fundraisers are great opportunities to meet them. Professional associations can also introduce you to people who have progressed further than you have in your profession.

How to Network Up

Networking up is not about sucking up. Networking is always about helping others as a way of growing your business. No matter how much more successful the other person is, there will be something they need help with.

Tips on successfully “Networking Up”

  1. Embrace discomfort. If you’re not uncomfortable connecting with someone, you’re not aiming high enough.
  2. Don’t sell to them. Nothing will shut down your chance for a real connection faster.
  3. Don’t complain to them. You don’t want to be remembered for complaining.
  4. Don’t be a sycophant. It’s fine to acknowledge their work, but don’t overdo the fandom.
  5. Work within the context of the meeting. Connect what’s happening at the moment
  6. Find out what they’re currently interested in. Do your homework before meeting them–or at least look them up on your phone at the event.
  7. Add value. Offer help with something they care about.
  8. Don’t assume they remember your name. They meet hundreds of people at every event. Remind them of your name and how they met you.
  9. Don’t sell to them! It’s the biggest mistake if you’re networking up, and it’s worth repeating.