by Dorie Clark
As you advance in your career, you have more experience and more connections to draw on for networking. But chances are you’ve also become a lot busier — as have the really successful people you’re now trying to meet. How do you get the attention of people who get dozens of invitations per week and hundreds of emails per day? And how do you find time to network with potential new clients or to recruit new employees when your calendar is packed?
The typical advice that’s given to entry-level employees — Invite people to coffee! Connect with them on LinkedIn! — simply doesn’t work for people at the top of their careers. Instead, you need to leverage an entirely different strategy, something I call “inbound networking.”
In the online world, “inbound marketing” is a term that was popularized about a decade ago by HubSpot cofounders Brian Halligan and Dharmesh Shah. It refers to the practice of creating valuable content, such as articles or podcasts, that draws customers to you directly (as opposed to spending a lot of time on cold calls or paying for advertising to lure them in).
Networking is facing a similar inflection point. Most professionals are constantly bombarded with Facebook and LinkedIn connection requests, not to mention endless requests to “pick their brain.” Trying to stand out in the midst of that noise is a losing battle, and you probably don’t have time to send a bunch of cold emails anyway.
Instead, you can successfully network with the most prominent people by doing something very different from everyone else: attracting them to you with inbound networking. In other words, make yourself interesting enough that they choose to seek you out. Here are three ways to do it.
Identify what sets you apart. One of the fastest ways to build a connection with someone is to find a commonality you share with them (your alma mater, a love of dogs, a passion for clean tech). That’s table stakes. But the way to genuinely capture their interest is to share something that seems exotic to them. It will often vary by context: In a roomful of political operatives, the fact that I was a former presidential campaign spokesperson is nice but not very interesting. But at a political fundraiser populated by lawyers and financiers, that background would make me a very desirable conversation partner.
The more interesting you seem, the more that powerful people will want to seek you out. And yet it can be hard for us to identify what’s most interesting about ourselves; over time, even the coolest things can come to seem banal. Ask your friends to identify the most fascinating elements of your biography, your interests, or your experiences — then do the same for them. At one recent workshop I led, we discovered that one executive had been a ball boy for the U.S. Open tennis tournament in his youth, and one attorney is an avid and regular surfer in the waters of New York City. Both are intriguing enough to spark a great conversation.
Become a connoisseur. Almost nothing elicits more interest than genuine expertise. If someone is drawn to a topic that you’re knowledgeable about, you’ll move to the top of their list. Since publishing my books, I’ve had innumerable colleagues seek me out to get advice about finding an agent or fine-tuning their manuscripts.
But sometimes it’s even better when your expertise is outside the fold of your profession. Richard, a financial journalist I profiled in my book Reinventing You, was able to build better and deeper relationships with his sources after he started to write part-time about food and wine. He discovered that his Wall Street contacts would proactively call him up to get information about hot new restaurants or the best places to entertain their clients.
You can also use nontraditional expertise to build multidimensional connections. Bill Gates and Warren Buffett could certainly have a decent conversation about business. But it’s their expert-level seriousness about the card game bridge that cemented their bond, eventually leading to Buffett’s decision to entrust billions to the Bill & Melinda Gates Foundation.
When you’re an expert in a given niche, you can often connect on a level playing field with people who, under other circumstances, might be out of reach. One friend of mine, a corporate executive who produces jazz records on the side, recently got invited to the home of an internationally famous rock star as Grammy campaign season heated up.
If you know a lot about wine, or nutrition, or salsa dancing, or email marketing, or any of a million other subjects, people who care about that topic are sure to be interested in what you have to say.
Become the center of the network. It’s not easy to build a high-powered network if you’re not already powerful. But New York City resident Jon Levy took the position that the best way to get invited to the party is to host the party. Nearly six years ago, he started hosting twice-monthly “Influencers” dinner gatherings, featuring luminaries in different fields. Levy’s gatherings now attract a guest roster of Nobel laureates and Olympic athletes. But he certainly didn’t start there.
Begin by inviting the most interesting professionals you know and asking them to recommend the most interesting people they know, and over time you can build a substantial network. At a certain point you’ll gain enough momentum that professionals who have heard about the dinners will even reach out to ask for an invitation. As Levy joked to one publication, “One day, I hope to accomplish something worthy of an invite to my own dinner.” When you’re the host, pulling together a great event liberates you to invite successful people who you might not normally consider your peers but who embrace the chance to network with other high-quality professionals.
I’ve also hosted more than two dozen dinner parties to broaden my network and meet interesting people. But that’s certainly not the only way to connect. These days, any professional who makes the effort to start a Meetup or Facebook group that brings people together could accomplish something similar.
The world is competing for the attention of the most successful people. If you want to meet them — and break through and build a lasting connection — the best strategy is to make them come to you. Identifying what’s uniquely interesting about you and becoming a connoisseur and a hub are techniques that will ensure you’re sought after by the people you’d most like to know.
Dorie Clark is a marketing strategist and professional speaker who teaches at Duke University’s Fuqua School of Business. She is the author of Reinventing You and Stand Out. You can receive her free Stand Out Self-Assessment Workbook.