Don't Give Out Your Business Card

I read this counterintuitive advice in a coffee/chocolate shop on a cold day here in RI. At first I was puzzled, but as I read more the idea made a lot of sense. Here’s why.

Positive strategic relationships are based on reciprocity – you both receive and give assistance, information, referrals, advice, etc. When you meet someone and take the time to learn what her goals are you will often find a way to offer assistance. Here’s when you ask for her business card and offer to call with or email the information, name, link, article, book title or whatever assistance you can provide.

This puts you on a clear path toward a trusted relationship. There’s nothing better than having a commitment honored. And it beats handing her your card and saying, “get in touch with me and I’ll give you what you need.”

Personally, I often find it a challenge to remember what I’ve offered to do for whom. Writing on business cards in some areas (Japan for example) is considered bad form. One trick I’ve learned is to carry a few small post-its in my card case. I write the action item on the post-it and attach it to the card. Of course, you can also electronically sync contact information and use your pda to send yourself a quick voicemail or email reminder of what you promised to do for whom.

Naturally, if no one gave out business cards, this wouldn’t work – so take the advice with a grain of salt. But remember the importance of offering help and following through. Hold back on the “automatic card swap impulse.” And work to build trusted relationships based on assistance given and follow-through.

Network ON!
By Susan Colantuono, CEO and Founder Leading Women and author of No Ceiling, No Walls