Networking, Expectations, Goofus and Gallant

Recently a chamber member brought a concern to my attention.

This person is what I would refer to as a "Great Networker." They noted that there are people out there that think just because you've been introduced and exchanged business cards that you're now obligated to purchase their services or send a referral. The member with Great Expectations may (or more likely may not) have done the same as they're expecting, but the expectation is there.

Now stop and think about this for a minute. Is everyone you meet a prospective customer or client? Is it possible to give business to everyone you meet for the first time WHEN you meet them for the first time? (We have nearly 600 members in our Chamber alone--and many of our members belong to multiple networking groups.)

Yes, networking can pay off with valuable referrals--but there's a difference between being a Great Networker and getting those referrals and being a "Great Expectations" kind of networker. Which one are you?

Great Networker
People do business with people they know.
Great Expectations
I gave you my business card--so now we know each other--give me business.

Great Networker
People do business with people they like and trust.
Great Expectations
I'll like you better when you give me business.

Great Networker
Relationships are about the lifetime value of a connection--not a flash in the pan.
Great Expectations
If you're not giving me business--there's no lifetime value.

Great Networker
It's not just the person I'm meeting and getting to know--it's about all of their connections too. Maybe you aren't a good prospect for my goods or services--but I'll bet you know someone who is. I treat our relationship with respect and care--it's an example of how I treat customers and clients. So even if you don't use my services or products--you know I have high integrity and value. Hopefully that makes it easy for you to think of me when a referral opportunity crops up.

Great Expectations
I'll give you some more business cards you can give your friends.

Great Networker
I ask questions about your business, learning more about you, your goals, how things are going.
Great Expectations
Why are you asking me all of these questions about my business? If you're not a potential customer or client, stop wasting my time.

Great Networker
After learning about your business, I often am asked similar questions about my own business.
Great Expecations
Well I told you all about my business--time to move on.


Rereading this before posting, I am reminded of the old Highlights Magazine cartoon strip "Goofus and Gallant." Yes, I'm a baby boomer--this was long before the days of Dilbert or Calvin & Hobbs.

Basically these are classic themes about having good manners. I strongly urge you to NOT be a Goofus.