When I ask people what they think the No. 1 trait of a master networker is, most people think it’s that master networkers, above all, give referrals to others.
However, according to a survey of more than 2,000 businesspeople from four countries that was published in Masters of Networking, a book I co-wrote with Don Morgan, the No. 1 trait of master networkers is that they follow up on the referrals they are given. “Giving referrals” didn’t even make the top five!
The reason for this top ranking is that if you present opportunities to someone who consistently fails to follow up successfully–whether it’s a simple piece of information, a special contact or a qualified business referral–it’s no secret that you’ll eventually stop wasting your time on that person. He’s an embarrassment to you as the referral giver and to the prospect, who ends up wondering if he did something wrong.
So if you strive to be a master networker, always remember: When it comes to business referrals, following up is not an option; it’s a life-or-death requirement.
Curious what the survey revealed to be the remaining top five characteristics of a master networker? Come back next week to find out!