Successful business networking requires an equal amount of
give and take. In their book, “The N Factor: How Efficient
Networking Can Change the Dynamics of Your Business,” authors Marion
Freijsen and Adrie Reinders discuss the difference between people who make a
concentrated effort to build real relationships versus those in the habit of
collecting business cards to pad their contact lists and online profiles. The
former are labeled connectors; the latter collectors. Which one are you?
To be a truly valuable business networker, you must strive
to be the connector. Freijsen and Reinders call this “two-way street” the key
to success. The basic premise is uncomplicated: You’re willing to selflessly
put in the time and effort to help others build the networks that will assist
them in growing their business. As a result of putting yourself out there and
making those valuable connections for others, you’re more likely to experience
benefits for your business down the road. Simply put – you get what you give.
On the other hand, if you find that you attend networking
events that result in brief conversations, the exchange of business cards, and
no subsequent follow-up, you’re probably a collector. And if you’re a
collector, you’re not taking full advantage of the power of business
networking.
So, how do you go from being a collector to a connector? You
need to shift your thinking. As a collector, the focus is you; as a connector
it’s the people with whom you interact. Engaging with those in your networking
circle – truly finding a way to help them – will lead to more opportunities to
connect. You’ll still collect the business cards. The difference is that
they’ll finally mean something.
