Networking Tip: What's in it for Me?

Once, I called a guy about a great position with a company voted one of the "Top 100 Best Companies to Work For" by Fortune Magazine.  He wasn't on the market, so I proceeded to ask him if he knew anybody who may want to hear from me.  He proceeded to say, "What's in it for me?", to which I replied:

"You would be helping a friend  find an opportunity for a better job"

He told me if I paid him, he would give me a name, and proceeded to say "I'm a mercenary" 

Here's Five Reasons why you shouldn't be:

1) Think of the bigger picture:  Any time someone asks me if I know someone who would want to work at a great company, I would say "Yeah, me"  But if you are not the person they are looking for, having a friend in that company with an invisible "I owe you" sticky on their desk is a step in the right direction. 

2) If you know someone who might be a good fit for a great job in a great company, would you want them to know you wouldn't recommend them because there was no short-term benefit in it for you.  What goes around comes around and if you aren't connecting others with opportunities, guess who will be the last person they remember when someone asks them "Who do you know?"

3) Are you living in your cubicle?  Most people in most companies complain either outwardly or silently about not knowing what's going on in their company. When a Corporate Recruiter calls you about a referral, it's a great opportunity to see what it's like on the other side. Ask what they are seeking this person for.  Ask about the projects, and the trajectory and outlook of the company.  Make sure they understand that the more you know about 'why' they are seeking this person, the more likely you will be to refer someone relevant. Knowing what is going on at other companies will inevitably enhance your ability to understand what is going on in your own; even without being told. 

4) You are closer than you think:  When a recruiter calls you asking for a referral, particularly a corporate recruiter, their training and experience dictates they know enough about what your company does to know that you likely work with or work for the person they are seeking.  They know you are not that person when you call...but guess what.  If they suspect you know that person, how long do you think it will be before they are seeking someone like you, and not only will they remember the referral, your former co-worker or colleague may be making the hiring decision.   Have you thought about that?

5) Are you invisible?  People who network are more successful.  Period.  The more people you know, the more you know.  But it starts with you offering someone information they do not have.  Whether it's the CIA or the Executive Boardroom, people want people around who know things they do not. Sometimes gaining that information starts with giving it.  Don't be careless, or speculative, or a gossip. Certainly do not give away information that is competitive, but people will always remember the people who share information over the people who do not. Increase you visibility by being "In the know".  Share some information, then ask some questions. If someone is calling you to get some information, make sure they give a little in return.