There are two types of business people:

1. The person who holds all of his ideas and contacts so tight to the vest, fearing that if his competitors came into contact with his clients, he would lose business.

and

2. The person who understands that he is not the expert of everything, and that he can have a fantastic relationship with a client, and also introduce others in his field to various contacts. (While his “competitors” introduce him to their clients.”

In the speaking industry, I notice this tendency more than any other. Let’s think about this for a minute…If ABC Association brings me in to keynote their national convention, would they be likely to bring me back in next year? Of course not! Not because of the job that I did, but because they need variety.

I will often introduce fellow speakers to different event planners whom I have worked with. This is often greeted with very warm regard from the event planner, as I have now just helped make a tedious selection process for next year’s event that much easier for them. The referring speaker is of course thankful, and they may secure the date. I have also become a trusted advisor instead of just a vendor in the eyes of the event planner.

Think of how you may be able to introduce others to your clients. We are in a collaborative world, and the more you can serve others, the better off your business will be.