Not getting the business referrals you need?
When I speak to networking groups, at the the Q & A part of my talk, I almost always get a question that goes like this: “What can I do to get more business referrals?” I then asked, “On an average, how many business referrals do you bring to other members in your group each week?”
I am rarely surprised to hear that the answer if often “one” and if I’m lucky, “two,” most usually the answer is ZERO.
Unfulfilled expectations always cause problems. If you are coming to your weekly meeting and expecting to receive business referrals you will most likely be disappointed. Disappointment leads to frustration, resentment, anger and more. A better suggestion is to focus all your energy on looking for business referrals for others in your group. Focus on helping and being kind to others.
Ivan Misner once said, “Were you planning to ask your network member for advice? Before you ask for something, give something. It’s important to build some social capital with the people in your network before you start asking for favors. Seeking help from people before you’ve given anything is a little like trying to get a withdrawal from your banking account without having put anything in first.”
Think giving, not taking! Networking works best when you participate as a giver, not a taker!
And so it is with your relationships, you have to first make deposits before you can make any withdrawals – you have to give before you take.
Your network can do incredible things for you, but you can also do incredible things for your network. By spending some of your time tracking down business referrals for others in your group, you build that social capital that is needed before you can ever expect to received referrals. It’s really simple. Those who give… get!
Take any opportunity to connect the people in your network and do it without expecting anything in return. You will be amazed by the abundance that comes back to you. Give to your networkers, and you will be given valuable pieces of information and ideas, but also personal tips, moral support, and any other kind of help. Giving without demanding or even expecting anything in return is in fact the only way to benefit from a network. Helping others gives you a tremendous amount of personal satisfaction.
The right to the power, influence and opportunities that networking provides is not a right you possess or take: It is a right other networkers will grant you.
You cannot be a successful networker without accepting the fact that networking only works when you are totally committed to helping each other. It’s called… Reciprocity!
Copyright © 2015 – Larry James. Adapted from Larry’s latest book, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Larry James is a Professional Speaker, Author and Networking Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”
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