A couple of days ago in 'Why follow up is so important' I wrote about the importance of follow up in networking. You get to know people by spending time in conversation with them and others at regular networking group meetings. You get to know, like and trust them by following that up with One2One interactions.
You should treat that as an opportunity to really understand the other person rather than an opportunity to pitch. If you are not regularly finding yourself able to give referrals, connect people and share your knowledge then you need to be asking better questions. It is by getting to know, like, and trust people and giving them opportunities that will produce opportunities for you as people reciprocate.
As I wrote in 'Applying the 7 habits to your business networking' habit 5* is 'Seek First to Understand, Then to be Understood'.
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
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