How To Introduce People: Two Rules For Better Networking

The common notion is that networking is about meeting strange new individuals and forming connections at cocktail parties, network events, etc. However, much more goes into it.

Today, it’s not about having many connections but one strong connection with the right people.

Either way, you must take care of some ground rules before formally introducing anyone to begin the networking journey.

Modern-Day Networking: A Brief Overview

Showing up at events, pushing people around aggressively, and getting them to meet others will no longer work. It’s like flooding an inbox with junk emails that only annoys people and doesn’t even get you a momentary glance.

In fact, on the contrary, you may be on their hit list before you know it! So, how do you build connections that bring value? It’s pretty simple.

Whether you’re a seasoned networker or just starting out trying to meet people in your industry, you’ve probably found that proper introductions are a powerful part of your overall networking strategy. While many people think networking is more about meeting strangers at cocktail parties or networking mixers, research shows that much more value is created both for you and for the community by focusing on connecting individuals inside the network. 

Making new friends is good, but connecting friends with friends is better. But introductions need to be made properly.

The Two Networking Rules

Intro-bombing people by randomly showing up in their email inbox with a list of new people to talk to isn’t only inappropriate, but it will likely reduce the amount of social capital you’ve built with that person and that community. To make sure your introductions are always well-received and always build value, here are two simple rules to follow:

1. Every Introduction is Also a Recommendation

It may not feel like it, but any time you’re introducing two people to each other, you are recommending them to each other. You claim this new person will be a valuable new connection to both people involved. So, make sure it is exactly that before you start. 

Likewise, if there is a difference in status or power between the two people, make sure you’re aware that you are spending some of your social capital to make the introduction, and don’t make it unless you know there will be a return on that investment.

• Know the Person You are Introducing. Before you recommend someone, make sure you know them. Take the time to understand their interests, goals, personalities, and interests. This way, your recommendation will be valuable to the other person.
• Assess the Value. Both parties should gain something from the introduction. Only then will the introduction and the effort be successful. 
• Trust. You are the introducer, so your reputation hangs on the quality of the interaction. Make valuable connections so people trust your effort and value your recommendations.

2. Practice Double Opt-in Introductions

You wouldn’t show up unannounced at the door of someone’s home with a total stranger and say, “I just wanted you to show him your house and have you meet him.” Likewise, it’s not only rude but also ineffective to hand out someone’s personal information (like email or phone number) without giving them the chance to “opt-in.” (Full Disclosure: I learned this the hard way.) 

To make sure both parties will find the connection valuable, check with both parties first. When you offer the introduction to Person A, make sure you state that you will check with Person B first and proceed with the introduction accordingly. Then, once both parties know the reason for connecting and agree to it, you will have a much easier time making the connection, and they will have a much easier time getting right to the point.

• Ask First. Always check with both parties you are introducing if they want to meet each other. Ask one person first. If they show interest or consent, you should approach the next one. If anybody shows hindrance or is unwilling to meet the other, do not make further efforts and value their comfort. 
• Talk about the Value. Once you have consent from both sides, explain why this connection is needed and how it will help them achieve their common goals. Make sure they understand the benefits of the meeting for both of them. 
• Facilitate the Meetup. Your role should be to facilitate the meeting. Once both parties agree to meet, make it easy for them to connect. Either get them connected face-to-face via email or use another medium. Also, give them both an overview of each other’s background so it’s easier to break the ice.

These aren’t the only two rules for introductions, but they speak to the mistakes people so often make. If you don’t know that you’re recommending someone, and if you’re just blindly appearing in their inboxes, text messages, or door frames with new people to meet, you’re probably not getting the return on the effort you expected.

Wrap Up

How to introduce two people cannot just be a random event. 

If you want effective networking and relationship building, you need to follow a ground set of rules: treat each introduction as a meaningful recommendation and practice double opt-in. In this way, both parties will value and receive the network connections well.