How I Made 400 Introductions for My Business Network in One Year (and How You Can Too!)

That’s right. In 2018, I made more than 400 helpful introductions for the connections in my business network. The power of virtual networking coupled with a systemized practice of being a “super connector” made it my best year yet for revenue. In addition, I referred a hearty amount of new business to professionals I trust. I did it all without leaving my desk, and it wasn’t nearly as much work as you might think.

Imagine the Possibilities…

Just consider what would happen if everyone started doing this! We could all be helping each other achieve so much more than we do today. I want you to start seeing every person in your network as the resource they truly are—and using your own resourcefulness to create value.

Being a Super Connector Comes Down to the “One-on-One”

Networking events and LinkedIn can both be great places to make new connections. But the real relationship-building starts when you make time for a one-on-one conversation after the initial connection. This is where things get interesting—and where you can easily waste a LOT of time if you don't have a clear strategy.

Back when I used to do in-person networking, I gained a reputation for showing up to every one-on-one with two things. The first item was my business card folio filled with extra copies of the business cards for the top 40 people in my network. I was able to put at least one business card in the hand of each new connection and say, “Based on what we’ve talked about today, I believe this is someone you could benefit from meeting. Would you be open to an introduction?” As you can imagine, the answer was always a resounding YES!

The other item was an interview questionnaire. The goal of the questionnaire was four-fold:

1. I could easily guide and direct the conversation so it wouldn’t be just rambling small talk.
2. It helped me remember relevant information (because the notes were written in long hand and stuck in my brain better).
3. It made the other person feel that someone was really listening to them and cared what they are saying.
4. I could figure out who they needed to meet and leverage my network to provide value.

These days, almost all of my one-on-ones are virtual (via phone or Zoom). But the underlying principle is still the same. And that is…

Engaging with the Intention to Serve

I hate small talk that doesn’t result in action. The only way I can stay motivated to have conversations with one new person after another is if I’m making a difference in their lives in some way. It feels so much better to network in a way that delivers value. I’m not alone in feeling that way.

We all know the script for inviting someone to do a one-on-one. It goes like this. “Let’s learn about each other’s businesses and goals, and see if there are ways we can help each other!” Most of the time, we really mean that. We want to help one another.

But what’s the most practical way to do that—other than selling them our product or service? Without a strategy in place for HOW to help, it’s easy to invest time on networking that benefits no one and goes nowhere.

That’s why I go into every one-on-one with the intention to make at least one helpful introduction. That’s it. No hidden agenda. No veiled sales pitch. Just the goal of providing immediate benefit in a practical way.

Look at Introductions in a New Light

People get hung up on this because they think the only truly helpful introduction is referring a potential customer. Unless you have an endless stockpile of leads on hand for every occasion, you are going to be stuck in this mode: “Well, when I run across someone who is a good fit for this person, I’ll refer them.” That might happen, and it might not. Let’s be honest. You’re probably not out there diligently drumming up leads for other people in your network. You have your own business to run.

How often does someone follow through and send you a referral after doing a one-on-one with you? One out of ten—if you’re lucky? How often are you able to send a potential customer to someone you’ve done a one-on-one with? Is that percentage just as dismal?

What if you could make a helpful introduction closer to 100% of the time?

Fortunately, once you broaden your perspective from referrals and leads to connections, you will realize how much value you can really provide.

So, who do people need to meet?

Here Are One Dozen Connections You Can Make…

1.??????Potential clients/customers (yes, this is still a great option whenever possible)

2.??????Peers who can offer them perspective on tough problems or best practices

3.??????Influencers who can send them a steady stream of warm leads

4.??????Strategic or channel partners who can help them go to market in joint ventures

5.??????High quality vendors who can fulfill a current need for them (or their customers)

6.??????Investors and lenders who can help them fund their vision

7.??????Industry experts to be on their advisory board

8.??????People who support the same non-profit causes they do

9.??????Mentors who can help them achieve personal/professional growth

10.??Media connections to showcase news about their brand

11.??Talent to fill open positions within their company

12.??People to beta test a product/service and provide feedback

How Do You Learn What People Need?

If you just ask, “Who do you need to meet right now?” a lot of people won’t be able to answer that question. They will draw a blank. To overcome this problem, approach the topic from a different angle.

Try asking questions like this to figure out what introductions would be most valuable:

• What are you working on right now? Are you running into any obstacles with that?
• What’s new in your business? How are you getting the word out about that?
• Do your customers ever ask for things that are beyond your current capabilities? Do you have someone you can trust to provide that for your customers?
• What’s the #1 non-business goal you are aiming to achieve this year? What kind of people can help you with that?
• What types of professionals could influence prospects on your behalf? What value do you bring to the table for these potential referral partners?
• Are there any key roles in your company that you need to fill? What kind of person is the right fit?
• What kinds of people do you turn to for feedback and advice about your business or career?
• Do you plan to spend time mentoring anyone this year? What kind of person would you be looking to help?

The more you broaden the scope of your questions and exercise your curiosity, the more ways you can find to be a resource and a super connector.

Make Follow Up a Priority

Now you know who they need to meet, the second step is making the introduction between the two people. Do this within 24-48 hours of the conversation. Otherwise it’s not going to get done. You need to be the person who always follows through. Consistent action builds trust, rapport, and goodwill. You can do introductions via email, or directly on LinkedIn. Some people even do this via text! It all works. Just get it done.

And by the way, if you don’t know how to do 3-way messaging on LinkedIn, check out my handy diagram below. It will save you a lot of time in making intros because you can connect two people directly on LinkedIn to start a conversation.

Obviously, the introductions you make should be beneficial to both parties. Use good etiquette, explain WHY you are connecting the two people, etc. Then, keep practicing. You’ll get better at it over time.

Building a Bank of Goodwill

What happens when you deliberately and systematically make one or two helpful introductions EVERY TIME you have a one-on-one? It makes life a lot brighter and networking much more fun.

This is a sample of what my inbox looks like every week:

“Thank you, Daisy. You always make the best introductions.”

“Thanks for introducing me to James. He is wonderful. Lunch with him today was the highlight of my week.”

“I appreciate the intro, Daisy. We are always looking for mutually beneficial technology partnerships, and this fits the bill perfectly.”

“You’re kind of famous in certain circles. Your name comes up a LOT. We’re always saying, ‘Have you connected with Daisy yet?’”

“Thanks for the referral, Daisy. Much appreciated. You are an incredibly awesome connection, promotion, and messaging clarity goddess.”

OK, so that last one is a bit over the top…But what can I say. We all need raving fans. At the end of the day, a network that appreciates you will give back in referrals, resources, and much more.

Zig Ziglar summed it up nicely.

What steps are you taking to help the connections in your network get what they want in 2019? Let’s brainstorm in the comments.

And don’t forget to tell me who you need to meet!