Virtual Networking: 5 Pro Tips on How to Make Personal Connections Online

By Lola Graham

As business has become increasingly virtual, learning how to network virtually has become key to driving sales, creating relationships, and furthering your career. Business relies so heavily on human connections, and because of the pandemic, learning how to drive that connection online has become a necessity.

Instead of attending in-person functions, virtual networking events and connecting through platforms like LinkedIn have become new norms. So, the big question is, how do you make the most out of virtual networking? How do you avoid being a bystander? What does it take to not get lost in the DMs?

Here are smart strategies you can use to build profitable and meaningful relationships through networking virtually.

5 steps to successful virtual networking

1. Have a goal in mind

Having a goal in mind comes down to understanding why you want to network and the results you are trying to achieve.

When you join a virtual networking event, it is easy to slide into the background and get lost behind your computer. Screen fatigue sets in and before you know it, you've only been listening and haven't put yourself out there.

Creating a goal and deciding in advance what you want from networking can make a huge difference in whether an networking event is a success or not. Do you want to walk away with a certain number of contacts? Do you want to schedule virtual coffees? Do you want to identify people to add on LinkedIn and use the virtual event as a future ice breaker?

Some events come with a list of attendees ahead of time, which allows you to target and determine who you specifically want to reach out to.

If your virtual networking is taking place outside of an event, the goals will change, but they are important all the same. Decide why you are looking to build connections. Are you looking to meet future clients, connect with others in your industry, meet guests for your podcast, or are you simply trying to further your career? Having a goal gives your networking a purpose, helps you to meet interesting people, and pushes you to break out of your comfort zone so you're more successful making your moves.

2. Practice your introduction

Many virtual networking events will provide time for introductions. In smaller settings, these can be “on-camera” moments, and in larger events they are often facilitated through the comments. When you're at an event, the last thing you want is to be stuck not knowing what to say, fumbling over your words, or being silent and missing the opportunity to say hello.

Your prepared introduction gives other networkers a chance to say, “Yes, this is a person I would like to connect with.” So, come up with an introduction that is clear and concise. Will your introduction pique the interest of other attendees and provide clarity at the same time? If other networkers are left feeling confused, they will less likely want to engage with you. Also, as you prepare, consider who will be attending this event and how you want to present yourself to them.

If introductions are taking place in the comments, prepare an answer that reflects exactly how you want to appear. Pay attention to other introductions, too, as this will help you figure out who you may want to send messages to.

Remember, people respond to authenticity. Practice your introduction so you don’t sound robotic. Be genuine and remember that you are talking to real humans. The more comfortable you are with your introduction, the more confident you will appear to others.

3. Ask questions

There are two reasons why asking people questions is useful:

One: People like the opportunity to talk about themselves and to share their expertise. When you ask someone a question, you appear to be someone who is willing to listen and values what the other person has to offer.

Two: When you feel stuck, not knowing what to add to a conversation at a networking event, instead of staying quiet, chime in and ask a question. Being silent in the background won't actively bring you into a group and can make it more difficult to form virtual bonds. Asking relevant questions allows you to further a conversation or shine light on a new topic. “Why,” “How,” “What’s your opinion on” can be shaped into many different kinds of questions.

If you’re connecting outside of virtual events and sending out cold messages, asking questions is a great way to create and build new relationships. Challenge yourself to take your questions a step beyond the “What do you do?” questions so that you stand out among all of the DMs that people receive.

More articles from AllBusiness.com:

• 7 Tips on Running a Successful Virtual Company
• Hiring New Remote Employees? Here’s How to Successfully Onboard Them Virtually
• 5 Tips for More Effective and Engaging Zoom Meetings
• Successful Business Networking: 6 Secrets to Deeper Connections
• 5 Ways a Business Virtual Office Can Benefit Your Startup

4. Add value first

Think of networking as a form of professional dating. The first question you ask on a date isn’t “Will you come home with me?” That’s a surefire way to get walked out on. However, so many people approach networking by saying a slightly more elegant version of “Hello, buy my product”; “Hello, visit my sales page or video”; or “Hello, do this for me.”

When your questions don't add value to others, it indicates you don’t respect the person you are talking to. You may get the odd bite and conversion, but you’ll burn more bridges than you build. Slow it down. Remember the human on the other side of the computer.

Build and nurture relationships, and, most important, add value. Ask yourself what you can do to be of value to the person you are talking to. How can you build trust? How can you show that you are a contact worth having? When you aim to provide value before going for a sale, you gain the opportunity to build lasting contacts.

5. Follow up and repeat

If you’ve taken the time to have meaningful conversations and begin new relationships, don’t disappear forever after. Follow-up is essential in this virtual world. One great conversation may stick with the contact for a while, but if you wait for them to make the next move, you risk missing out on a chance to build something mutually beneficial long-term.

After some time has passed, take the time to pop back on a person's radar by sending them another virtual message. If you are struggling with what to say, you can reference a topic from your initial conversation, or share how you have made use of the virtual event where you both met and ask how they have integrated the content into their life or business. You can keep the follow-up to an email or DM, or extend an invite to a short Zoom meeting to take the connection further.

If this is a contact you want to keep long-term, then remember that the follow-up process shouldn't be a “one and done.” Having good follow-up is a great way to build up a lasting network. A big mistake many people make is waiting for the other person to initiate. All you can do is control your side of the equation; take responsibility for the connections you want to hold.

If you’re afraid you’ll forget to follow up, you can use calendar reminders or even track your conversations in an Excel sheet to keep important connections going.

Value of virtual networking

The key to smart networking is be consistent, build up good habits, and remember, there’s a human on the other side of that computer.

Whether you want to build relationships that will help you take your career to the next level, generate sales, or create profitable relationships, it starts with a connection. If you're not going to be in a physical room with the people you want to meet, go to the places online where your desired connections hang out.

Consistency pays off. Make your networking a habit by regularly dedicating time to it so you can meet your goals. Virtual networking is an acquired skill and you'll get more comfortable with it the longer you do it.

Most important, bring back the human element to virtual networking by reminding yourself that screen-to-screen equals person-to-person. Take the time to nurture relationships, be personable, and connect.

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