Old-fashioned phone calls are an effective way to keep your professional network strong.

While we continue to adapt to a world changed by COVID-19, many people are returning to phone calls as a way to stay up-to-date with professional contacts. A phone call stands out because it’s personal and it’s more difficult to ignore than an email. If you’ve never had a habit of keeping in touch by phone—or perhaps you’re out of practice—here are some tips for making effective networking calls.

Ask how they’re doing
Inquire how your contacts are doing. Ask about something specific like a vacation they took, their promotion that was posted on LinkedIn or a long-term plan you’ve previously discussed. By asking about their life, you’re ensuring that they feel valued.

Provide something of value
An effective networking call needs to go beyond the obligatory “hello” and “how are you?” Bring something of value to the conversation. You could share things such as a new marketing tactic you recently learned about, an idea from an article you’ve read or new research that’s been published in your field.

See if you can help
Ask if there’s anything you can help them with. You might be surprised by how helpful you can be to another professional with a referral for a good supplier or even a restaurant recommendation.

Be prepared for voicemail
Make sure you have a short message prepared in the event that you’re sent to voicemail. Keep it short but let them know why you’re calling; mention the thing of value you’d like to share and when would be a good time to reach you.

When cold calling
Preparation is key when cold calling. Identify some common ground you have with the other person. This could be someone you both know, an organization you belong to or an event you both attended. Introduce yourself, set the foundation on common ground and provide something of value.

Wait for their response
Whether you’re asking how you can help or for a meeting next Tuesday, stop talking after you ask a question. It’s okay if there are a few moments of silence; sometimes people need time to formulate their response or check their calendar.

Setting up meetings
If you’re inviting someone to a meeting have a specific place to suggest so you don’t put the burden of logistics on them. Make sure the location is convenient for them.

Networking phone calls can feel uncomfortable at first, but they’ll begin to feel more natural the more you do them. Plus, you’ll gain the benefit of developing stronger, more personal professional relationships.

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