Don't Prejudge What You Can Give
I had several conversations around this subject last year. In fact, within a week of each other, two people mentioned thinking about going to networking events, and before they go, worrying about how they are going to give back. Neither of them have very big networks, and they were concerned that they are going to ask for referrals with no way to give back.
I'm very happy that they both understood the giving part of networking. But I told both of them the same thing. Don't worry in advance what you are going to be able to give. You don't know until you ask what someone wants. And you may be surprised at the answers you get.
Giving can take many forms.
What some people want is to know that you will take fantastic care of their clients. Referrals back are always nice, but knowing clients are in good hands can be exactly what some people need.
Time can be an excellent gift. We all need a cheering section, and taking a few minutes to share in someone's triumph can be a great way to maintain a relationship. Or perhaps a contact needs a sounding board for a new idea? You can take the time to give honest feedback
Sometimes information is a great gift. I get a report every month from my local county supervisor. Recently there was an article about a senior center opening up in Springfield. I have a client whose business is located in Springfield and involves working with the elderly. So I forwarded her the email. She was delighted! Now she has another avenue to pursue for growing her business. No referral was involved, but she needed the information.
So certainly be in a giving mindset when you network. But don't worry in advance about what you can give. Ask the question, "How can I help you in return?" Listen to the answers. And be open to creative ways to give back to the people who refer you.
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