Networking in a nutshell is all about building relationships. Networking is more about farming than
hunting; it’s about cultivating relationships.  Networking is about farming for new contacts, not hunting
them.

It’s a point that needs to be made, because most business professionals go about networking the way
our cave-dwelling ancestors went about hunting food–aggressively and carrying a big stick.

You’ll see them at any gathering of businesspeople. They’re so busy looking for the next big sale or
trying to meet the “right” prospect that they approach networking simply as an exercise in sifting
through crowds of people until they bag the ideal client, the big customer who can turn their business
around. They don’t have time for regular people like us; they’re stalking the director of marketing, chief
operating officer or other high connection, looking for the big kill.

“Farmers take a different approach. They don’t waste time looking for the right person; instead, like
those who plant seeds and patiently nurture their crops, they seek to form and build relationships
wherever they can find them. If they get an immediate payoff, that’s fine, but it’s not their principal
goal. They know that the effort expended upfront will pay off in a rich harvest later on–much richer then
the hunter’s quick kill–and that truly profitable relationships can’t be rushed.

Hence, thinking of networking as farming is so important. When you're meeting people for the first time,
you should be planting the seeds for a lasting relationship. Instead of thinking about whether this person
is ready to buy right now, you should focus on developing rapport.

Heres what we can do to farm valuable referrals;

ask questions that demonstrate your genuine interest in the other person and her business.

Offer free professional advice;  A statement like this acknowledges that your prospect isn't currently in
the market but still demonstrates your expertise so he'll remember and perhaps contact you when he's
ready to move.

Try to offer a direct referral (someone you know who's in the market for this person's services) or a solid
contact (someone who could help in other ways down the road).