Be a Resource to Your Network

Jason Jacobsohn, writing on his blog, Networking Insights, one of our featured feeds on the Sales Management Tab, talks about a powerful networking strategy of becoming a resource to your network. The title of his article is “Become a Resource to Grow Your Network“.

I originally wrote this blog post for our Vistage Chair Blog. After writing it, it seemed like it would also apply very easily to Members, Speakers, and Trusted Advisors – so I repost it here with a few modifications.

Jason makes the case for helping others BEFORE THEY ASK to become a focal point within your network. This is a major leap that most networkers don’t get or are unwilling to accept. If you want to be seen as someone in your network that others go out of their way to help, make referrals, work your referrals for you, and generally populate your pipeline with turned-on excited prospects, you’ve got to go above and beyond the call of duty in proactively helping others before they ask you for help.

The term I use for these people are “connectors”. They naturally put people together in their networks.

When was the last time you did this without being asked?

How often do you do it?

How do you determine if someone in your network requires help from you?

Everyone complains that their network is not giving them enough referrals for potential members. Perhaps, it’s time to step back and revisit one of the basic tenets of effective networking:

You must be a giver before a taker. You must give and give and give. I guarantee it will ultimately come back to you beyond your imagination. However, like many things in life, most give up early and don’t want to do the hard work required to turn their network into a referral machine.

Barry Deutsch