In working with musicians on expanding their freelance performance and teaching opportunities, the uncomfortable topic of networking inevitably comes up. My answer: map your network. Huh?
Too often I hear musicians say, I don’t know anybody who can refer work to me.
But of course that’s never the case. We all know lots of people who could be referring work to us.
We’ve got colleagues, former classmates, teachers, coaches, conductors, and accompanists. Then there are the people we’ve met or worked with at festivals, gigs, competitions, and conferences. Referrals can also come via neighbors, extended family, and the people we know from our gym, book club, food co-op, synagogue or church.
But in order for these people to refer work to us, they need to know what we’re looking for and what we have to offer. Here’s an exercise to help:
Map Your Network
On a blank piece of paper, draw three concentric circles—like the rings of a tree, with you at the center. Each ring represents a set of your existing relationships. Insert the names of people in your network in the appropriate places.
Inner circle: your closest mentors, colleagues, and friends—the handful of people you turn to for advice. Most likely you have 5-8 people in your unofficial “personal advisory board.”
Intermediate circle: this ring is for people you know fairly well. List your colleagues, former teachers, classmates, family friends, and neighbors. And, depending on your connection with them, you might also include your doctor, dentist, chiropractor, mechanic, or basketball buddies. Go through your email and social media contacts to see who you may have left out. Be as complete as possible.
Outermost circle: these are more casual acquaintances, people you’ve met in person and have spoken with, but that’s about as far as you’ve gone at this point.
My experience with this exercise is that most of us are amazed at how many people we know. Once you’ve mapped your network, it’s time to . . .
Re-connect
The best place to begin gaining referrals is also the easiest—your existing network and the people who have been of help to you.
Think of 3 people you’ve been meaning to reconnect with—mentors whose input and support you’ve appreciated, and with whom you’ve been out of touch. They may be people in either your inner or intermediate circles. Think how good it will feel to rekindle your connection. And no, being FB friends doesn’t count as connecting. We’re talking a substantive exchange—a real conversation.
To reconnect, send a thoughtful old-school hand-written thank you card through the mail to these 3. Thank you cards are something most of us don’t get very often, so they can make a wonderful impression.
You may feel awkward about having been out of touch, but simply acknowledge that, writing something like:
I can’t believe all this time has gone by—I’ve thought of you so often. I wanted to reconnect and thank you for . . .
And then go on to detail the specifics of what you’re thankful for, what this person’s influence has meant to you, and how you’ve put it to use. You can include that you’d love to have a follow up conversation to learn what they’re up to and get their perspective on your current projects, if they have time. You can then follow up with an email to arrange a time to talk.
In these reconnecting conversations you want to find out how your mentor is doing and what is new in her or his world. And you may want to ask for advice on your current situation and ask for suggestions on ways to expand your freelance work. This may lead to referrals and names of other people you could contact, using your mentor’s name as in “So and so suggested I contact you.”
But if you don’t reconnect, the memory of the bond you shared will fade, along with your opportunities for advice, support, and referrals.
Of course not everyone you know needs to get a handwritten thank you card. But starting with these can set you in motion. Coming from a place of gratitude is always best.
Email can work well to reconnect with other colleagues—how about making a list of 12 other people you know, peers with whom you’d like to brainstorm? Try emailing 3 a week, inviting them out for coffee or lunch over the next month. Learn what they’re up to and share ideas on ways to expand each others’ freelance work.
The moral is you need to activate your network—get out there and connect with colleagues and get inspired: be curious about their projects. It may lead to your next collaboration as well as more freelance work!
This week: Who are the three people who have influenced you that you’d like to send a thank you card to and get reconnected with?
And if you’d like to discuss your career goals, and find out how coaching can help you achieve them, let’s talk! Reach me at Angela@BeyondTalentConsulting.com.
Looking forward to hearing from you,
Dream Big, Plan Smart, Live Well!
