Building Trust by Sharing Business Connections

From the MBT Blog – published by MBT More Business Today LLC

The old business saying, “People buy from people they know, like, and trust,” coined by Bob Burg in his book Endless Referrals, provides a simple road map for building your business. Broken down, it suggests building relationships and trust with those in your network.

You attended those three networking events this month. You met a few people at each event who might need your services. You searched them out on LinkedIn and sent invitations to them. They accepted. Now what?

That middle part, after the first meeting and before closing the sale, often gets in the way of a bringing in a perfect new client. You cannot get to the last part without going through, and engaging with, the middle part. The first, and usually the second, meeting seldom make the phone ring. The truth is, you have to work to build that relationship.

It sounds simple, right? Just follow up. The question is who, what, when, and all the how’s; how often, how come, how to. That pesky middle part causes anxiety again.

Each time I attend a networking event, I marvel at the connections that exist between people just waiting to be discovered. Each one of us has knowledge that helps someone else address a question or obstacle they are experiencing. This is the power of people used for the betterment of the community

One way to develop relationships, instill trust, and remain top of mind is to tap into that people power and become a connector. A connector is a person who maintains a large network, understands the special skill sets of those in their network, and easily connects two people who need each other to solve a problem. Connectors do not personally create the solution to the issue. They guide their pals to other pals who have the solutions.

Connectors know how to listen. They ask questions to make sure they best understand the needs of those with whom they interact. Then they store that information away for future retrieval. Where do they store it? In their heads, in a spreadsheet, and sometimes, on the back of business cards.

Being a connector also gives you automatic reasons to follow up and expand the relationship. First, you follow up by making the introduction. Then, the connection gives you a reason to check in on both parties to see how things are going. Finally, it opens the door for you to talk about the connections you need to make to move your business forward.

A Few Things to Remember:

• Check your mindset. Make sure you open your mind to positive outcomes each day. Turn a thought like, “I never meet the right people,” into something positive and more truthful like, “I need to look for the unique skills of the people I meet.”
• Time is never wasted. My clients will sometimes remark that they did not, “…meet anyone who will give me work,” at an event or conference. Maybe, but who do those people know? What needs do they have? Are there connections you have not explored?
• Be disciplined. Treat the time you spend following up the same way you treat the time you spend working. It is important and vital to your success. Schedule the time on your calendar and commit to holding that space for your relationship development.
• Create and enforce boundaries. It feels good to be a connector and help people solve their problems. Remember not to forget your own goals. Set boundaries for yourself in the form of time commitments, such as, “I will make introductions for others 30 minutes each week.” Also, remember to ask for what you need. Do not forget yourself while you are helping others.

Connectors create win/win situations everyday. Why not be one of them?