Becoming the Connector

In response to a post I wrote last week on networking, Tamsin Fox-Davies commented that she approaches networking with the intention of finding ‘people who might be able to help others that I know’.

As Tamsin describes:

“This gives me a reason to talk to others outside my area; makes me feel good if I can help make a connection; gives others a reason to appreciate me (without needing to sell to them); and, increases the likelihood of them doing the same for me.”

For the less altruistic amongst us it’s that last one that most the most sense in the short term. This type of reciprocity – even if it’s not something that’s been formally agreed on – is what builds useful business relationships.

In short, if you refer business (or do something else equally nice) to someone then, that makes them much more likely to refer business to you.

Not only do you get the warm fuzzies but by becoming the connector in these kinds of relationships, you can also benefit more tangibly as well. In addition to the points Tamsin made:

1. people see you as someone with connections who can get things done
2. there is an implicit endorsement that comes with those connections, i.e. “she must be doing well if she knows Bob”
3. you’ll be top of mind for people looking to put deals and projects together in future – people will come to you with ideas
4. simple word-of-mouth helps your reputation grow

Thanks again to Tamsin, and also Piaras Kelly, for extending the conversation.

What are your thoughts on networking or becoming a connector? Any tips or strategies you’d like to share?