I am a keen cyclist and I have a saying. “Never underestimate a cyclist”.
It doesn’t matter how old or young a rider is. Nor what equipment they are riding…You can never pre judge another cyclist.
If you are a cyclist then you will know exactly what I mean here.
I also got thought this valuable lesson in business many years ago. “Never underestimate someone’s else’s NETWORK’.
I had always prided myself on being a master networker, but I was thought a valuable lesson many years ago while I was in a previous business back in the UK specialising in Contract manufacturing cosmetics and toiletries.
Throughout my career, I’ve learned that the key to success often lies in the people you know, and the relationships you nurture. But back in 2002, my concept of networking was flipped upside down.
At the time I was looking for an introduction to a buyer within a large multinational shoe retailer. I wanted to present to them a shoe deodorant, a product we manufactured at the time. This product would be perfect for them to sit alongside their tills and serve as a re-hash product for them. An easy “add-on” sale for customers buying their expensive shoes.
I was not shy in asking my network for this introduction.
I received a call from Greg, an old contact of mine. Greg was a quiet guy who kept to himself and worked as a bookkeeper in a small non-profit organisation. We had met regularly at a local business event. My assumption was that Greg’s circle, mainly filled with people from non-profit and accounting sectors, wouldn’t have many promising leads for my business, cupped with the fact he was mega shy and quiet.
Nonetheless, out of courtesy, I always kept in touch with him, sending him holiday greetings and occasionally meeting for a cup of coffee. After all, Greg was a super nice guy and we were friends.
In return, Greg always appeared genuinely interested in what I was doing, even though he had little to offer in terms of professional networking.
One day, Greg called me up, saying that he had a referral for me. I was taken aback – in all these years, Greg had never once referred anyone to me. I will admit, I was not hopeful. Intrigued, I agreed to meet him the following day.
When I met Greg, he seemed more animated than usual. “Alvin, I think you’ll want to hear this,” he said, handing over a business card. The card bore the name and contact details of the female buyer in the exact shoe company I was looking to be introduced too.
Greg explained that his wife was a close family friend of this lady. They had kept in touch throughout the years, but the professional world of each other had never crossed their minds. Recently, at a family gathering, this buyer was speaking to my wife and I, and she shared her frustration over his company’s stagnant growth and they were looking for new an emerging related products they can add to their range.
“Alvin, I thought of you immediately,” Greg said, his eyes shining with sincerity. “I’ve always admired you and I believe you’re products are the right fit.”
I was shocked. This introduction was massive and working with them could propel my business to new heights. I thanked Greg profusely for his thoughtfulness and immediately contacted this buyer.
She was as eager as Greg had predicted. He was delighted to hear from me and after a few meetings, this multinational shoe retailer became one of my biggest clients ever.
That encounter taught me a valuable lesson: Never underestimate the value of any contact, no matter how unassuming they might seem.
Everyone, no matter their profession or their status, has the potential to offer something invaluable. From then on, I became more open to all types of interactions, realising that every connection is a treasure chest that may contain a hidden gem.
Greg, the quiet bookkeeper, ended up offering me one of the most significant referrals of my career.
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