An accomplished Japanese Hibachi chef decided to open a restaurant in his town. 

To promote his business, he began networking throughout the community.  The chef was a wise man and read all the best books and articles on networking.  He fully understood the idea of Giver’s Gain and was ready to grow his business.

In his first networking meeting, he met an insurance salesman.  The salesman had been in business a long time and they hit it off immediately.  The two exchanged cards, talked about business, and seemed to develop a very friendly bond.  The chef left the meeting hoping that his new friend would soon visit the restaurant.

Time went by, but the salesman never came in the restaurant.  He and the chef met up again at networking events, and each time they grew friendlier.  Soon they met one on one to learn more about each other’s business.  As they each drank a cup of coffee, they learned that each had young children, and both shared a love for sports – especially baseball.  A true friendship was beginning in addition to a business relationship. 

Still, the salesman never came by the restaurant for a meal and the chef began to wonder why.

Business for the chef was challenging as any new business is.  He had a small but steady flow of customers, but longed for his break through moment.  As he thought about his friend, he made a decision that he was going to get him to come to his restaurant.  It would be his personal mission.

Being a dedicated networker, he knew that it was bad form to try and solicit his friends business directly.  Instead, he made several referrals from his group of friends and family.  The salesman was thankful, but still never visited.  The chef decided that he would take the ultimate step and give his friend all of his insurance business.  With this step, however, he wanted some sort of return.  He called to set up an appointment to discuss the details and quietly decided to question his friend about when he would come in for a meal.

On the day he was to finalize his insurance purchase, he was reviewing his financial numbers and realized that sales were down.  He needed to have a big finish to the month or his business could be in jeopardy.  As the meeting time with his friend neared, a call came in from a group wanting to make a reservation for 40 people the next day.  The chef was running late, but in a frantic mode, took the call.  A bit frazzled, he closed the deal and raced to his meeting.

As the two men met, they exchanged friendly hellos and got down to business.  The chef signed the last papers and then decided it was time to challenge his friend. 

“I’ve got to ask you, we’ve known each other for several months, and I’ve sent you quite a bit of business.  I just wonder why you’ve never come by my restaurant?” the chef asked.

“Well, I am allergic to peanuts and peanut oil.” answered the salesman.  “Unfortunately, I can’t go in to restaurants like yours – I wish that weren’t the case”.

He continued:  “But I have told all my friends about you and they report to me that the food and atmosphere is wonderful.  In fact, I just recommended my church group book their annual men’s dinner at your place.  They should have a group of about 40 people.  Have you heard from them?”

Suddenly, the chef felt a deep feeling of embarrassment as he realized the true power of a networking relationship.

 
The moral of the story is this:  Never underestimate the power of a relationship.  The true value may never be known to you. 

For reasons beyond all control, our chef’s friend will never be a customer.  However, their relationship not only created business for both men, but may have created just enough to save the fledgling restaurant.  Building relationships takes time, trust, and an attitude of giving without expectation.  Be More, Serve More.

Dave Anderson, CTS is the owner of Pinpoint AV, LLC.  Pinpoint AV, a consulting and maintenance organization, specializing in helping customers finds the best solutions for their technology needs.  More information can be found at www.pinpointav.com/