Crystal's Notes 8 August

Before I dive into the newsletter, I wanted to share an earlybird promo for my upcoming LinkedIn Without Cringe virtual workshop.

Simply enter the code VISIBILITY at checkout to enjoy $50 off, or use the link above to have the discount applied automatically.

See you there!
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Your career is shaped by who knows what you know and whether they trust you.

Your Work Cannot Speak for Itself

Many thoughtful, hardworking people believe that good work should speak for itself. That networking is shallow. That if they keep their heads down, deliver excellent results and avoid being “too self-promotional”, the right people will eventually notice.

Sometimes they do. But I hate to break it to you, often they don’t. People are very very busy and spend far less time thinking of anyone else other than themselves!

Also, work does not literally speak. People speak for your work. They mention your name in rooms you are not in. They recommend you for opportunities, reassure others that you can be trusted and connect you to people who need what you do.

This is what social capital really means

Social capital is the value created through relationships, trust and mutual goodwill. It is not the number of contacts in your phone, followers on LinkedIn or name cards quietly ageing in a drawer.

It is the network of people who:

• understand what you are good at;

• trust how you work;

• think of you when an opportunity appears;

• are willing to offer advice, access or support;

• know that you would do the same for them when appropriate.

Social capital is an asset built over time.

The trouble is that many people start trying to build it only when they urgently need something: a job, an introduction, a client or a favour. That is the relational equivalent of opening a bank account and immediately attempting a large withdrawal.

The best networkers are rarely the loudest people in the room. They are curious. They listen. They remember what matters to people. They make useful introductions. They follow up when they say they will.

Most importantly, they do not approach every interaction by asking:
“What can this person do for me?”

They ask:
“What might be interesting, meaningful or useful between us?”

Five ways to build social capital without becoming cringe

1. Let people know what you are working on

Visibility is not the same as vanity. Share what you are learning, building or thinking about. Talk about the problems you can help solve. If nobody understands your interests and capabilities, they cannot connect you to relevant opportunities.

You do not need to announce that you are brilliant. Give people enough evidence to arrive at that conclusion themselves.

2. Have fewer, better conversations

At an event, three genuine conversations are often more valuable than 30 hurried introductions.

Ask better questions:
“What are you working on that you’re excited about?”
“What is changing most quickly in your field?”
“What problem is taking up most of your thinking?”
“Who are you hoping to meet here?”

Then listen to the answer instead of waiting to deliver your own biography.

3. Follow up with specificity

“Great meeting you, let’s keep in touch” usually means neither person will.

A better follow-up is:
“I enjoyed our conversation about workplace trust. You mentioned that your team is navigating a major transition; I’m sending the article I referred to in case it is useful.”

Specificity shows attention. Attention builds trust.

4. Become a thoughtful connector

If two people should know each other, introduce them with a clear reason (having gotten permission from them first, of course).

The people with the strongest networks are not merely well connected. They help other people become better connected too.

5. Stay in touch before you need anything

Congratulate someone on a meaningful milestone. Send something relevant to a previous conversation. Invite them for coffee. Check in because you remembered, not because you suddenly need access to their contact list.

Relationships are strengthened through small, sincere moments of attention.

One of the most limiting networking habits is focusing exclusively on people who appear more powerful, senior or useful. Build relationships across levels, industries and generations.

Today’s junior colleague may become tomorrow’s decision-maker. The person with no obvious relevance to your career may offer the perspective or introduction that changes its direction.

Social capital is not about using people, but rather, it is about participating in a network of trust.

This week’s challenge

Choose four people:

someone you would like to reconnect with;
someone whose work you genuinely appreciate;
two people you could usefully introduce to each other.
Send the messages without asking for anything in return.

Warmly,
Crystal