Introductions are the fuel that make networking go -- and most of us know people who know people we'd like to know. It's one thing to have a friend whose sister plays bridge with the CEO of a well-known company. It's another thing to ask, "Say, can your sister introduce me to that guy?" There's an essential introduction protocol involved. Here are some tips for wending your way through the Introduction Jungle.
You Mean So Much to Me
The first rule of networking introductions is that it's a grave insult to convey to a person, "You mean nothing to me, but your Rolodex rocks." That means that you can't ask a person for an introduction the first time you meet him. Networkers do this when they go to a networking event and spot an employee with an IBM nametag, for instance. They'll ask, "Can you introduce me to a hiring manager at IBM?" Rude!
Instead, you can cultivate a relationship with a new acquaintance, if you're willing to spend the time. Once you've helped a person out once or twice -- with an introduction of your own, or help with a business problem, for instance -- you can request an introduction in return.
Be Specific
No one likes to be asked, "Do you know anyone I should meet?" That's a tough question to answer. When you're looking for introductions, it helps to be specific. You can ask your friends whether they know people at specific companies you're targeting. You can ask them whether they know headhunters who work in your functional area. These are concrete requests that your friends can react to quickly.
Be Grateful
It is easy to forget that a networking introduction isn't just a quick email message that says, "Frank, you should meet Sally." It's an endorsement. When you ask someone to make an introduction, you're asking him or her to endorse you. Don't take that endorsement for granted.
After every introduction you get, thank your friend for making the connection -- whether it bears fruit, or not. And of course, when the opportunity presents itself, make useful introductions for your friends, too. They'll remember that!
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