Being a Connector: How Giving Introductions Grows Your Reputation

Think about the people you know who always seem to know someone. Need a plumber? They have a name. Looking for an accountant? They know a good one. Starting a business? They will introduce you to three people who can help.

Those people are connectors, and they tend to have strong reputations and plenty of opportunities coming their way. The good news is that being a connector is a skill anyone can build.

Why introductions are so valuable

When you introduce two people who can help each other, you create value for both of them. You also become part of the story. Whenever they think about how that relationship started, they think of you.

Introductions also:

Show that you pay attention. You listened well enough to know who needs what.
Build goodwill. People are naturally inclined to help those who have helped them.
Expand your network. Each connection you make strengthens your ties to both people.
Position you as a resource. Over time, people come to you first when they need something.

How to become a better connector

Listen for needs

Most opportunities to connect people come up in casual conversation. A client mentions they are thinking about refinancing. A friend says their roof leaked during a storm. A business owner admits their books are a mess. Train yourself to notice those comments and ask, "Who do I know who could help with that?"

Know your network well

You cannot introduce people you do not understand. Make an effort to learn what the people in your network do and who their ideal customers are. One-to-one meetings, coffee chats and simply asking good questions all help. The better you understand someone's business, the better your introductions will be.

Make quality introductions

A good introduction is more than passing along a phone number. It helps both people understand why they should talk. A simple approach:

Ask permission first if you are not sure both people want the connection.
Explain why you are connecting them. "Sarah, you mentioned your AC is struggling. Mike runs an HVAC company and is great with older systems."
Make it easy to follow up. Share contact information and suggest a next step.
Step back and let them take it from there.

Follow up

A few weeks later, check in. Did they connect? Was it helpful? Following up shows you care about the outcome, and it helps you learn which introductions work best.

Give without keeping score

The best connectors do not track who owes them what. They make introductions because it is helpful, not because they expect something in return. That generosity is exactly what makes people trust them.

This is the idea behind Givers Gain®, the philosophy at the heart of BNI. When you focus on helping others succeed, the goodwill tends to come back to you, often in ways you would not have predicted.

Be careful with your reputation

Every introduction you make carries your name with it. If you connect someone with a business that does poor work, it reflects on you. A few guidelines:

Only recommend people you trust or have seen do good work.
Be honest if you do not know someone well. "I have not worked with them directly, but I have heard good things" is perfectly fine.
Pay attention to feedback and adjust who you refer.

Start small

You do not need a huge network to be a connector. Start by making one thoughtful introduction this week. Then do it again next week. Over time, it becomes a habit, and people will start to see you as the person who knows everyone.

A room full of connectors

Being part of a referral group makes connecting easier, because you are surrounded by trusted professionals you see every week. When a need comes up, you already know who to call.

Want to build your network of trusted connections? Visit BNI A1 Networkers any Thursday at 7:00 AM at Brothers Family Restaurant in Peoria. Plan your visit.