Making Networking Work for You

In my travels I am often asked how you should take advantage of networking events and one of the most common mistakes to make is to expect something will be done immediately with a new contact.

We often rush back to the office with that new business card in our hand and shoot off an email asking for an appointment so we can sell something, then we are surprised when the new contact avoids us like we had swine flu.

Remember the first rule in the Law of Human Reciprocity: Give them something first!

Instead of having a conversation about what you do, ask them questions about their business, what challenges they are facing and how they are handling those challenges. Do this over a period of time until you establish credibility and trust. Give them a prospect for their business, introduce them to a prospect and don't ask anything in return.

I once took three of my clients to lunch, they had never met each other, but I knew they had to meet because they had mutual interests and could do business together if they met. As we talked about common business challenges they each agreed to meet individually later and see if there was some business alignment. Today they do business together and continually thank me for helping them meet...and yes, they all do more business with me and routinely introduce me to prospects as well.