TIN #109 - If Your Networking Is Not Working, You Might Be Missing This One Thing. Find Out What It Is
The Missing Element in Your Networking Strategy
If your networking efforts aren’t yielding the results you’re hoping for, you might be missing one crucial element—trust.
Today, I want to talk about the concept of trust in networking and how understanding its different levels can make all the difference in your ability to connect with others.
This issue takes about 5 minutes to read…
Before We Get Started:
My online course, “5 Steps To Grow Your Professional Network,” is FREE for all my newsletter subscribers. Learn the process I use everyday to grow my professional network.
Each week, I post a new podcast with tips you’ll find in the weekly newsletter and bonus stories, wisdom, and motivation. The Introverted Networker podcast is like the weekly newsletter but with additional narration and thoughts from me. Be sure to listen to this week’s podcast and check out the previous episodes of the podcast on Spotify and Apple Podcasts for more networking tips and insights.
The video version of the podcast is available on my YouTube channel.
Understanding the Triangle of Trust
I recently came across a thought-provoking idea from Ellie Hoekman, a career coach who specializes in I/O psychology.
She introduced me to the "Triangle of Trust," a concept that helps explain why some networking efforts fall flat.
A big mistake people make when networking... - Click here to Watch Video
The triangle starts with the lowest level of trust—text-based communication.
This includes emails and direct messages, which are easy to ignore because they lack a personal touch.
We’ve all received those cold messages that feel impersonal and even spammy, right?
As you move up the triangle, the level of trust increases.
Voice messages, video messages, and one-on-one conversations build more trust than just words on a screen.
But the highest level of trust comes from in-person interactions.
This is where real connections are made, where trust is solidified.
So, what’s the takeaway?
If you’re trying to connect with someone new, consider upping your game by using more personal methods of communication, like a video message or a phone call.
This way, you’ll come across as a real person rather than just another message in their inbox.
Start with Who You Know
Now, let’s bring it back to something I often emphasize:
Start with who you already know.
There’s a reason this is the first step in my networking process.
The people you already know are more likely to trust you, which makes it easier to reconnect and rekindle those relationships.
Think about your past colleagues, classmates, or even neighbors.
When they see your name in their inbox or on LinkedIn, they’re not going to think, “Who is this stranger?”
They already have some level of trust in you.
This existing trust makes it much more likely that they’ll respond positively to your outreach.
If you start with those who already trust you, you’ll find it easier to grow your network organically.
As you reconnect, listen to what’s going on in their lives and see how you can help them.
This mutual exchange of trust often leads to introductions to new people, which naturally expands your network.
The Power of Introductions
But, how does starting with who you know help you grow your network?
Introductions.
Introductions are a powerful tool in networking, and they carry an implied level of trust.
When someone you know introduces you to a new contact, that new person is likely to trust you because they trust the person making the introduction.
This is why it’s crucial to handle introductions with care.
If you’re the one being introduced, make sure the introduction is welcomed by all parties involved.
I recommend suggesting that your connection ask the new person if they’re open to an introduction before proceeding.
This respects everyone’s time and ensures that the trust remains intact.
On the flip side, if you’re the one making the introduction, always check in with both parties first.
A well-handled introduction can be the beginning of a strong, trust-based relationship.
However, forcing an introduction where trust isn’t already present can backfire, damaging your reputation and the relationships involved.
Respect and Build on Trust
The key to successful networking is respecting and building on the trust you’ve established.
Whether you’re reaching out to someone new or reconnecting with an old friend, always be mindful of the trust in the relationship.
Don’t push too hard, too fast.
Give people the time and space to get to know you and feel comfortable.
Remember, trust is transferable.
When you’re introduced to someone new by a trusted connection, a portion of that trust is passed on to you.
Nurture this trust by being genuine, helpful, and respectful in all your interactions.
Final Thoughts
Trust is the foundation of all successful networking.
By understanding the different levels of trust and starting with the relationships you already have, you can build a strong, connected network that will open doors to new opportunities.
As always, I encourage you to take action.
This week, try reaching out to someone you already know and see where that conversation leads.
And if you’re connecting with someone new, consider using a more personal form of communication to establish that initial trust.
Let’s go out there and always be connecting!