Lucinda and I had about finished our catch-up when she turned to me and said:

“Thanks for the meeting, Charlie, it was good to share some time. You know, when I first came to the business forum I didn’t think you liked me.”

I laughed the statement off as we prepared to leave the coffee behind.

‘Of course I liked you, Lucinda. I like you even more now … because I’m getting to understand you.’ I’m the kind of person who prefers to give every new acquaintance the benefit of the doubt … I suppose that comes with the job, I’m not the first-time hugger type!? 

When networking, it’s important we give each other time to grow into the environment.’

‘Do you believe that first impressions count, Charlie?’

Yes, I do Lucinda. The smile is important, it costs nothing and takes you further, past first base.

For instance, last Monday we had one of our regular forum meetings. Right before we started one of the attendees came to me and declared:

“This is going to be my last meeting here, Charlie. I can’t see a market for me, here.’

Now, considering our man had been with us for three prior meetings … hadn’t even booked a single follow-up with anyone in the room … I’d argue he hadn’t any idea of what was on offer by following up through conversation.

I do agree with your thinking that first impressions count, Lucinda, although …

Bearing in mind the main reason most people commit to a business network is to ‘work the network’ the adage … first impressions count could be misleading.

You see, first-hand experience has taught me that each of us have far greater referral power than we know. 

When I first started networking there were many occasions my one-to-one didn’t materialise. I missed out. Perhaps because I didn’t like my ‘dance partner’s’ product/services … style of dress or even lack of humour! I couldn’t see past the presentation, I didn’t appreciate who might know who …

Referrals are never far away if we only give other people the chance to relate. Find out what makes us laugh and how to make our world richer and what or who you’d like to meet? It’s important.

‘Does this mean our meeting this morning was to find out how I could make you rich, Charlie?’ Lucinda asked, smiling back at me.

OK, Lucinda, I like you a whole lot more now! You’ve already enriched my morning by allowing me to point out the value of the smile during the one to one. Let’s do this again next month? 

People buy from people.