How many times have we heard in sales, that the pivotal point surrounds the question, "What's in it for me?" Benefits are what make the sale. Or rather, the purchase. In Jeffrey Gitomer's "Little Black Book of Connections", the author essentially is making that point all the way through. It is a principle that is too often forgotten. Gitomer carries this into networking events. It is not about ME-ME-ME at these gatherings. It is about THEM-THEM-THEM.
Giving value and expecting nothing in return will rarely be disappointed. A couple of months ago, I sent a book called 'Time Traps' to a Realtor 100 miles away. I had forgotten about sending it--until today, when I returned from vacation and saw a nice thank you letter from him. I hope that I will receive a referral at some point from him. But he will remember me. And the author gives example after example of how he is remembered.
Finding out about someone's interests and focusing on that to make a connection or a common bond is a way to do just that. Imagine returning from an event to a letter or email with that [the interest] as the subject matter. No sales pressure there. But will you be remembered? You constantly need to work at being remembereed--even with those you do a lot of business with--or you will not be remembered. Another good point made.
My plane trip to and from Florida for my annual vacation was made better by reading this book. And it should help me to be networking in the right way.