My core business: obligation
If I do something for you for nothing you’ll think I’m a nice guy. Let’s say Mr X in my network needs a service that you offer, I wouldn’t hesitate to introduce you.
I help you and Mr X, you both win – but why would I do it? Am I just nice? What’s in it for me?
Think about if you were them and what happens next? You start to feel guilty that someone helped you and to think about how you’ll pay me back for my kindness.
Now imagine in three weeks’ time one of your sales director or sales manager friends starts talking about LinkedIn – what would you do? Of course recommend and introduce me, making you feel better, assuaging your guilt and getting me a potential client.
I think of business relationships like a bank account. You need to make deposits, give stuff away to help to be successful and invest in the relationship.