Networking – The Art of the Data Dump

To data dump or not to data dump – that is the question. My answer is ‘Not until it’s asked for’.
 

There is always a temptation to pack as much information into an e-mail, resume, biography, or answer so the person on the other end gets the ‘full picture’ of who you are.   You are also worried about time – it always seems best to jam in what you can.
 

You will find that after three major points, most people don’t hear or read much more, they are still processing the initial three points – so the rest is blather.   I’ve confirmed this theory with blank stares I’ve received.
 

You’ve also confirmed it yourself. Just think back to the last time a salesperson carried on about the features of a product. You sought the product because it generally fit a couple criteria (size, price, etc.). Once the salesperson covered your key points, the rest was less interesting or sort of annoying when they kept carrying on.
 

So how does one data dump artfully?
 

First, let the information build by starting with a small pitch.  Think of your e-mails, resume, marketing plan, etc. as a commercial. Give them enough to get interested to ask for more detail. 
 

A decent commercial gives you what need the product fulfills and a couple unique points – that’s it. Do the same for yourself.
 

Second, let them seek it out. Your networking contact will guide where they want more information. Let them seek it out, because they will remember what they seek and you will be amazed at how much information you will give out.
 

Go back to the salesperson example; you will remember the 2-3 key features that interest you. The interesting part is the amount of recall you will have on details shared as part of an answer to your questions.
 

What if the person does not ask for anything more information? Then they either do not want it or need it. So do not give them anymore. Stick with repeating key points you want them to remember without any depth beyond. 
 

Three, tell a story. Telling stories of events are useful, because it gives something tangible (an acquisition, a new client, etc.) that the person can attach each of your abstract feature (strategic thinking, communication, etc.). Begin with the tangible event, this you can give a bit of depth since it’s probably something they are familiar (if not, you’ll know by the look in their eyes), then tie your key point (communication skill). I find they I get more great questions and discussions following a story.
 

Lastly, go back to the beginning. Remember that the sharing of information has to achieve an end goal.   Therefore, always start with what commitment you seek from the person with whom you network (provide a referral, etc.). Give them enough to be interested, through their questions they will decide if they make the commitment.

So remember, let the term 'dry' only to apply to FASB updates and perhaps the celebratory Martini deserved after some successful networking results - never to your networking story.
 

Good luck today!