I was speaking this week with a guy who runs a Business Enterprise Centre in the Hunter Valley of NSW. He was explaining to me how he taught all of his members to network. "I tell them to hand out their business cards everywhere they go, collect business cards from everyone you meet. In a week or two, give them a follow up call and ask for their business. That's how to network." I was obviously a little "gob smacked" that someone could truly think that was networking, but even more so when I explained that BNI's view was that networking was all about freely giving other people business opportunities.

"But hang on" he said "What's in it for the person who's giving the referral? The person who's supposed to be doing the Networking?" It highlighted to me that while we as committed networkers understand the process, so many people don't get it. What do we do in situations where we would like to refer some business to someone who is not a BNI member? (we all know it happens occasionally) Apart from inviting that person as a visitor to your chapter, you really should make it clear that this opportunity is being passed on to them freely and with your best wishes.

Any recipient that is worth their salt will know that you'd appreciate the same opportunity back some time should they come across one. No more and no less.