The people doing the networking can find it uncomfortable to the point of unpleasant. But this post isn’t about their pain.
What about the people who are being asked to provide the referral? Who’s thinking about their time and their credibility? After all, once they’ve been asked to introduce a colleague to the networker they’re the ones who need to take the time and effort to make the connection. Maybe they’re making the connection ‘out of the goodness of their hearts’ but they also may be wondering what’s in it for them? Or worse yet, they may be wondering if they’ll be wasting a ‘credibility chip’ by making an introduction for someone who created little or no interest or value during their phone call or coffee.
That’s why it’s critically important to network with the other person’s perspective in mind. If we employ a ‘pay it forward’ strategy in which we demonstrate interest, suggest solutions and, heaven forfend, inject a little humor into the call, then perhaps the person we’re asking won’t feel the pain that all of us ‘customers’ feel when the salesperson is trying to fill his quota instead of helping us with our problem.