Networking is all about making introductions. Sometimes these introductions bear fruit and a solid connection turns into business, and sometimes, the connection goes no further than just a phone conversation or cup of coffee with little, or no, long-term business benefit.
And sadly, sometimes, the introduction is ignored and any sort of potential for a real business connection is thwarted before it even begins.
So why do some introductions get ignored while others are clearly positively received?
I contend that it has something to do with the introduction itself. Sure, there are business people that are not responsive whether due to an extremely busy calendar or just their personal orientation towards responsiveness (Mmm, or lack thereof).
But in many cases, the way the introduction is made helps to pave the way for the follow-up and follow-through. And truly, if you are going to take the time and make the effort to be a connector, you might as well do it as effectively as possible.
Here are some tips to help you be a good connector:
1. Make sure that your introduction is well conceived. Is there “really” a connection and some mutual synergies that can be explored? If it is a “one-way” connection then it should be stated as such so that there is no misunderstandings between the recipients of your introduction. Yes, sometimes there is more in it for one person than the other. As long as everyone is on the same page, there shouldn’t be any negativity.
2. Provide some background as to “why” you think that these two people should connect. Include links to their web sites, linkedin profiles and any other information that can provide them with a context for the introduction.
3. If you have the time and believe that there is a tremendous amount of potential that can be recognized by both parties, make it a point of following up with the introduction to make certain that both parties received it and will be acting on it.
4. Whenever possible provide everyone involved in the introduction with full contact information including email addresses as well as telephone numbers. You never know people’s preferred modes of communication.
5. Try to get feedback on your introductions. Are they on target and well received? Do the people that you have introduced to one another see the same sort of synergies that you do? Do you need to do some better explaining?
Networking can be a powerful tool and like any tool, if used ineffectively it can also be just a waste of time. Help your networking contacts build their businesses by making introductions correctly and they will do the same for you.
