The Long Game: A Master Class in Strategic Networking According to Shane Winn- Part I
“Networking often gets a bad rap. Many professionals see it as superficial schmoozing or transactional relationship-building that feels inauthentic. But what if I told you that the most successful approach to networking is actually about genuine curiosity, long-term thinking, and creating value for others?” says Shane Winn, a friend and former colleague from Jasculca/Terman Strategic Communications.
1. The Golden Rule of Networking: Always Say Yes The foundation of effective networking starts with a simple principle: be open to conversations with anyone who's genuinely interested in talking with you.
"My point of view has always been that I want to speak to anybody who is interested in speaking with me," he explains. This doesn't mean accepting every meeting request indiscriminately, but rather approaching networking opportunities with curiosity rather than skepticism.
This philosophy has paid dividends throughout his career. He's hired people who initially reached out just looking to network, collaborated with an agency after taking an unsolicited call, and built lasting professional relationships that have generated business opportunities years later.
The reciprocal effect is equally important: when you're consistently open to others, they're more likely to be open to you when you reach out.
2. The Networking Paradox: Immediate Payoffs Kill Long-Term Success One of the biggest misconceptions about networking is expecting immediate returns. This transactional mindset is exactly what makes networking feel inauthentic and ultimately unsuccessful.
"Networking, like so many other things, doesn't always have an immediate payout," he notes. "The tail of the value of networking is very long."
He shares a perfect example: A former employee left his company and went elsewhere. Instead of writing off that relationship, he maintained contact. Three years later, that same person reached out with a referral that led to a new client contract within six weeks.
The lesson? Networking is an investment with compound interest. The relationships you build today may not pay off for months or even years, but when they do, the returns can be substantial.
3. Your First Network Starts at Your First Job Your first network is the people you work with and your external clients at your first job. These relationships often become the foundation of your professional network for decades to come. When colleagues leave for new opportunities, make it a point to:
Congratulate them on their new position (LinkedIn is perfect for this)
Express interest in staying in touch
Actually follow through
4. Preparation is Everything. I talk about this in all of my programs- Before attending any networking event:
Research the organization, speakers and attendees. Find shared connection points (professional background, school, hobbies, mutual contacts)
Stay current on industry news. Be able to discuss recent developments relevant to your field
Prepare conversation starters based on recent events or trends
This preparation transforms you from someone making small talk into someone with informed perspectives worth engaging with.
5. The ABCs of Networking Success For those uncomfortable with cold approaches at networking events, try this proven strategy:
Start a conversation and explicitly state: "My goal for coming here today was to meet three people I've not met before. Who do you know that I don’t?"
Have that person introduce you to someone new
Repeat the process with your new contact
Continue the chain until you've met your target number of new people
This approach removes the anxiety of cold introductions while still expanding your network effectively.
6. The Graceful Exit Strategy
As mentioned in previous blogs, awkward conversations happen. Shane uses these time-tested techniques:
When you find yourself in an uncomfortable situation, pause at an appropriate moment and say, "I think I'm going to go freshen up my drink at the bar. You want to join me?"
Most of the time, if the conversation was indeed awkward, the other person will decline, naturally ending the interaction. The key is letting them make the decision to end the conversation rather than you abruptly walking away.
Stay tuned for PART II next week.
This week’s challenge! If you are interested in giving your team or members a leg up through effective networking, contact me at janvkostner.com to learn how my “Taking the Ick out of Networking” program can help lead you and your team to success.
