The Extraordinary Power of Introductions

The Extraordinary Power of Introductions

There are times when my life seems to have a pervasive theme.

In recent weeks, the theme is “the extraordinary power of introductions.”

If you are a sales professional, the value of an introduction is likely very obvious to you. For human beings developing powerful personal networks, the value of an introduction is even greater! Every introduction conveys trust and personal credibility. However, I’ve seen many professionals (myself included) squander opportunities to form influential relationships because the value of the introduction was misunderstood.

A great example of this is the growth of my consulting practice from the many referrals of former colleagues, clients and consulting peers. I always thought referrals were great – there was already a purpose to address - and introductions were “nice, polite, but not necessary.” Introductions appeared valuable when and if there was a direct connection to an opportunity for business. To my own surprise, I had formed that conclusion without ever really considering what distinguishes the referral from the introduction.

Referrals Resolve Needs

Referrals and Introductions are both important to generating business, developing communities and fostering “the network.” A succinct description of the Referral’s role is “ it resolves an expressed need.” In a transactional world, the Referral is king!

Referrals are most often in response to a specific need, or request and when successful, the result is a problem or need resolved. When we ask for a Referral (and we do it all the time) we are stating a need. “Do you have a good physician, attorney, do you know of a nice Mediterranean restaurant?”

Introductions Are Catalysts for Possibility

At a recent conference hosted by the Merrill Lynch Women’s Exchange, Edythe DeMarco, a successful Merrill Lynch financial advisor, shared how she was employing introduction strategies to become connected to a new network of women in the medical profession. She had clients who wanted to acknowledge her for providing valuable information, and recognize her contributions by introducing her to other successful women. Her excitement was palpable! Suddenly, what I heard her say was more than “that’s nice, polite, but not necessary.” What I heard was “I don’t know what you’ll create, but I want you to know people I know.” The Introduction emerged as a catalyst for possibility and, I was incredibly excited, too.

The Introduction may appear less immediate, considering the transactional nature of the referral. However, the Introduction is an essential element of extraordinary relationships. Introductions are powerfully backed by “the full, faith and credit” of the individual introducing you and are open to whatever you are out to create with another person.

The Introduction states an association to someone trusted, and conveys credibility, allowing a space for exploration, collaboration, and ultimately a relationship.

Perhaps the best thing about the Introduction is the expression of confidence that a “need” is not required to merit the connection. That kind of confidence emboldens the potential for an unconditional, powerful and extraordinary relationship.

Extraordinary Networks Arise from Trusting Connections.

On occasion, the phrase “Networking” provokes an image of strangers on a mission, delivering smart-sounding elevator pitches, engaging in animated small talk, and quick to offer network collectibles, otherwise known as business cards.

Not long ago, the business card often outlasted any recollection of the conversation, the person, or the potential for the connection. Thankfully, the practice of networking has become a stickier proposition. Shortly after meeting, we extend invitations to link and join, and make requests to follow. Social networking technology facilitates the follow-up and the creation of communities however; technology alone does not create trust or develop the connection.

Trust is the life-blood of your network.

Credibility, support and influence are the by-products of trust, and enable your network to have currency. Stated simply, the value of a network is only as great as the trust present in the relationship. Trust equals currency. Be careful not to equate proximity or frequency of interaction (with a connection) with trust.

I offer the following as an example of a relationship that may be, “close, but not trusting. “

Your colleague and neighbor Eddie is someone you see almost daily. You lent him $500.00 he promised to repay last summer, but now the subject doesn’t come up, unless you mention it. It’s likely you trusted him more before you lent him the money, than you do now. And you may still consider your connection to Eddie a close one. However, close does not equal trust.

Trust begins with you.

Following-up and being in contact, and are important to the evolution of your network. The more your new and existing connections learn about you, and what you’re up to, the more affinity you’re likely to generate. Beware, in are efforts to create value for others in our networks, there are times we make promises we don’t keep. If this sounds familiar, it’s important to clear the air. Mistakes happen, we all make them. However, avoiding the people in our network because of our own mistakes is dangerous. Avoidance is a leading cause of loss of credibility and trust and relegates our networks to “ordinary,” non-productive relationships.

Being responsible means owning our mistakes, establishing new promises, and communicating our results – whatever they are!

Networks work when connections are trusted.

Sometimes, credibility comes from the people you are connected to because THEY have amazing credibility. Their integrity is big enough to carry others. They are the examples that “a powerful network elevates the leader.” That credibility comes from integrity.

Integrity is essential to an Extraordinary Network. Integrity implies something that is whole, and being whole allows you to own your promises and your actions when they work, and even when they don’t.

When trust is formed, it is the trusting connection that gives you power to form an extraordinary network.