TIN #097 - Discover the Secret to Networking Success: Dormant and Fuzzy Ties
How To Navigate The Three Circles Of Networking Nirvana
Hey everyone, Greg here.
Today, let's talk about where you'll find success in your networking efforts.
Where will you find networking opportunities or opportunities within your network?
This issue takes about 4 minutes to read…
Before We Get Started:
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Here’s What Your Network Looks Like:
When I say "where," I really should say "who," but for simplicity, let's think about your network as image below.
Imagine three concentric circles around a dot.
You’re the dot in the middle.
This is your network.
Your Inner Circle: Family Ties
In the first circle, you have Family Ties.
These are the people you're related to or are close friends with, the ones you hang out with on weekends or holidays.
While these folks might not seem like part of your professional network, they are your closest contacts.
They might not be where you start for professional networking, but they are essential for support and encouragement.
And yes, they could help you with your networking, but they shouldn’t be the focus on your networking efforts.
The Second Circle: Dormant Ties
Next, we move to the second circle: Dormant Ties.
These are people you've worked or interacted with in the past but don't see regularly anymore.
Maybe you talk to them a few times a year, but you used to see them daily when you worked together.
Dormant ties are crucial and often overlooked in networking.
A study from the Sloan School of Management at MIT found that executives who reached out to their dormant ties received valuable advice and support.
Adam Grant's book "Give and Take" also discusses the importance of these connections.
This concept was something I introduced in the first issue on this newsletter TIN #001 - How To Network If You Don't Know Anyone.
These dormant ties are the key to your networking success.
These people are where your networking efforts should start.
Start by reconnecting with your dormant ties.
Reach out on LinkedIn, start a conversation, and see what's new with them.
The Outer Circle: Fuzzy Ties
Finally, the outermost circle contains your Fuzzy Ties.
These are weak ties, connections you don’t know well yet.
At first, I didn’t agree with this research and shared my thoughts in TIN #025 - Why MIT is wrong about networking.
But, I’ve changed my mind.
These connections are critical because they are often closer to new opportunities you want than your Dormant Ties, but you need your Dormant Ties to get connected to the Fuzzy Ties.
I made up the term "Fuzzy Ties" after reading the book Go-Givers Sell More by Bob Burg and John David Mann.
In the book, Burg and Mann talk about the concept of the “Fuzzy Market.”
The concept is that your future opportunities lie within a fuzzy market, with people you don't know yet but will get introduced to through your current customers.
In my networking mindset, you substitute the idea of customers for dormant ties.
The approach works the same whether you are selling something or connecting with weak ties to find new opportunities.
Action Steps for Networking Success
Start with Dormant Ties: Reconnect with former colleagues or acquaintances. Use LinkedIn to find and message them.
Leverage Your Dormant Ties: Tell them what you're looking for. Give them your target company list and ask for introductions to relevant contacts - these will be the Fuzzy Ties you are looking for.
Use Clear Messaging: When talking to your network, be clear about what you want. Tell your Dormant Ties, “Here is the kind of person I want to connect with. When you come across someone like that, will you introduce me to them?” For example, I tell people I connect with: "If you hear someone say they need help with networking, send them my way."
Engage With Fuzzy Ties: When your Dormant Ties introduce you to new people, engage with these Fuzzy Ties. They hold the key to new opportunities.
Final Thoughts
Networking can be intimidating, especially for introverts.
By focusing on your Dormant Ties and leveraging them to connect with Fuzzy Ties, you can make the process easier and more effective.
Remember, it's not about cold outreach but building on existing connections.
Let me know if this framework helps you.
Your feedback is valuable, so please share your thoughts.
Keep connecting and have a great week!