Conversely, the superstar, mega-successful, high-dollar-earning networker is the greatest and most active giver you know. He is constantly referring business to others. She is always on the lookout for a piece of information that will interest someone in her network of friends and prospects—regardless of whether or not it’s business-related. He is always suggesting ways that someone from whom he purchases goods or services can improve his own business.
Genuine networkers give. They give actively and without expectation. They are always thinking of what they can give, how they can give, and to whom can they give.
They are who I term superstar networkers.
Tim Sanders, author of the bestseller, Love is the Killer App, describes this as “the act of intelligently and sensibly sharing your intangibles.” According to Sanders, our “intangibles” are our knowledge, our network and our compassion.
Some superstar networkers seem to excel in one type of giving above all others and become known for this. For example, some individuals are always recommending great books, or constantly making introductions to people who can benefit one another.
Mike Litman, author of, Conversations With Millionaires, talks about how this creates what he calls an “asset of value.” This, says Mike, is what you bring to the table in your relationships with others. And it doesn’t cost you a cent! (Or perhaps the price of a book or a stamp.) The result? The other person’s appreciation, which as you already know, can prove to be virtually priceless.
What’s interesting is that successful, giving, profitable, superstar networkers seem to have a knack for hooking up with other success givers. It’s not luck: they are specifically looking to identify these types of people. Why? Because they know that while average networking relationships are 50/50, the most exciting and profitable ones are 100/100. In other words, both people are trying so hard to help each other succeed, that success comes back to each of them in spades.
Connectors
Not incidentally, these people are also “connectors,” always asking themselves who they can set up with each other. They know that everyone they know or meet might be a valuable contact to someone else in their network. The fun part is introducing them and setting up the relationship.
You can probably see how the goodwill and positive feelings you elicit in others can come back to you in incredible abundance.
Again, the essence of being a Connector is the proactive drive to make the connections. They don’t worry about whether they’ll “get anything” in return. They know they’ll be taken care—and well taken care of. It’s simply not an issue.
And, you don’t have to be born a Connector—you can become one! Simply develop (through practice) a habit of giving without expectation, without concern for what you’re going to “get” from the other person. Know that when you tap into the sheer joy of giving and connecting, you’re going to get, and get big-time. Try not to think about it too much. Just get out there and try and give yourself away! Way before you even get close, you’ll get back so much in return, you’ll know you’ve become a superstar networker.
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Bob Burg (www.burg.com) a popular speaker at company sales conventions, is author of the newly revised and expanded Endless Referrals: Network Your Everyday Contacts into Sales. He offers free weekly Video Briefs at www.BobsOffer.com.