Occasionally, in the course of my matching up professionals to network over lunch or coffee through The Power Lunch Project (I got the shameless plug out of the way early!), I hear the phrase:
“You matched me up with So-and-So – I don’t think I can help them.”
Before my members reject, out of hand, someone that I have set them up with based upon their profession, I like to define what “help” means in the context of business networking – so, shall we?
First, let’s clarify what “help” does NOT have to be:
"Helping" your networking partner does NOT have to mean directly becoming their client.
"Helping" your networking partner does NOT have to mean giving a direct (or even indirect) referral.
(Though both of these things are certainly nice, one should not feel obligated to provide such referrals, especially upon just meeting someone!)
Now, on to what “helping” does mean, in the context of business networking:
• Asking "Who can I put you in touch with that I might know?" and then doing it.
• After a networking meeting or event, matching up your new networking partner with someone who you already network with or who you know that might make a great networking partner for them.
• Giving advice.
• Sharing resources.
• Finding collaborative opportunities, like holding workshops or seminars together of mutual interest to clientele.
• Considering mentoring possibilities.
So, essentially, networking is more than just passing referrals. In fact, the first two suggestions above are probably more helpful to any professional than anything, because of sustaining nature of the help given! Don’t reject someone as a potential networking partner solely based on their profession or the position they currently hold. Take the time to see if there might be some “synergy” or mutually beneficial opportunity upon which to build a long-term business relationship.
And for those of you who think you *should* be getting referrals after a networking event or meeting, perhaps you, too, need to rethink your definition of “help”. Remember, no one goes to a networking event looking to buy anything! Make sure you aren’t selling.
Besides referrals – how can someone you meet at a networking event “help” you?
