If you think networking is schmoozing at cocktail parties or collecting LinkedIn connections like Labubus (🙄), you’re going to want to hear what my latest Talk About Talk podcast guest has to say about it. Shelly Lombard spent 30 years on Wall Street making high-stakes investment calls and building a career that most people would envy. But she’s the first to point out she got a few things wrong.
Yes, Lombard has regrets associated with networking. But rather than lamenting her regrets, she did something about it. She started Schmooze.biz. Now, she’s on a mission to help others avoid her mistakes!
I met Lombard on LinkedIn, and quickly became a big fan (not just because she provided me and my daughter with the best restaurant recommendations when we were in Louisiana!).
She’s smart, generous, and she’s making a big impact.
Last year she hired me to coach an online Schmooze masterclass and she also brought me to participate virtually on an expert panel at one of her live events in Manhattan!
Recently, I had the honor of interviewing Lombard. In our conversation in ep.192, The #1 Networking Mistake Smart Professionals Make—and How to Fix It, she shares the missed relationships that could have changed the trajectory of her career, and how she stopped believing that “just doing the good work” would earn her a seat at the table.
If you’ve ever hesitated to reach out because you don’t want to bother someone, this conversation will change the way you think about networking.
Here are three takeaways from the podcast that will help you network in a way that feels natural, while advancing your relationships and career.
1️⃣ Pick a lane, and be visible
Lombard’s advice? Decide on your niche, the thing you want to be known for, and then stay in your lane. Focus. Sound familiar? This is very much in line with my framework for developing a personal brand. Great minds…
Picking a lane is all about consistency and visibility. Now, of course, you can and should evolve your expertise (and your brand) over time. But there’s a huge opportunity for you to create a focused identity with your network. Get yourself out there: attend live events, write articles, give presentations, and share your insights on social media.
And if creating your own thought leadership isn’t your thing, that’s fine. You can repost others’ content, and add your own perspective. The point is to show up, and show up often.
2️⃣ Gender differences in networking
Lombard laid it out:
- Men have no issue being transactional, while women tend to focus on building relationships and friendships. (Great in theory, but sometimes you’ve got to lean into the transaction!)
- Many women assume their work speaks for itself. Spoiler alert: it doesn’t. If you don’t speak for your work, you might as well have not done it.
- And then there’s the “all roads lead to mom” phenomenon, which can make networking even more challenging for women. I really hope this one is changing.
3️⃣ The fortune is in the follow-up
Lombard said this multiple times for a reason. Close the loop with new contacts, and stay top-of-mind with your existing network. Big or small, events are perfect excuses to reach out.
Met someone at a conference? Connect on LinkedIn and send a note. Read an article that made you think of someone? Share it with your comments. Were you interviewed for a podcast or article? Post it.
It’s simple, but many people don’t do it, and that’s why the follow-up is pure gold. You’ll stand out, because you’ll be one of the few executives actually doing it.
If you only remember one thing…
Don’t underestimate the power of LinkedIn. LinkedIn is where Shelly Lombard and I met!
I first noticed Lombard because she was posting generous advice to help women get better at networking. I messaged her, she messaged me back, and the rest is history.
You too can establish real relationships on LinkedIn.
And, as Lombard mentioned a few times in our conversation, LinkedIn is a great place to build your network and your identity, even if you’re a shy introvert (like her), even if you work from home and find it challenging to get to in-person networking events. Use LinkedIn to build your strong network!
I hope you’re feeling motivated to develop your network after reading this. Summer can be a slow season for events, so take this time to follow up on past connections, and update your LinkedIn profile to hit the ground running this fall!
Keep in mind:
- Pick a lane and be visible.
- Understand the gender differences in networking.
- The fortune is in the follow-up.
Aren’t Lombard’s tips fantastic? Check out Schmooze, and connect with Lombard on LinkedIn (you’ll be better for it) and while you’re there, connect with me too.
Let’s keep the conversation going.
Talk soon,
Dr. Andrea Wojnicki
executive communication coach