I haven’t been posting much lately because I’m hard at work on a special project and trying to get ready for speaking at two conferences in April. All good stuff, but it hasn’t left much time for this blog. I’ll be back soon. 

 Today’s flashback was originally posted on October 22, 2012. Joe and Jason are good souls and do great work. Check ’em out.

Networking for the sake of networking comes off as crassly self-serving. It tends to feel vapid and hollow and more than a little creepy. Building relationships because it’s fun, useful, and mutually beneficial is a whole ‘nother story.

Business equals people equals business. Can’t get around it. Business gets done through, for, and by people. Period. We can deny it and struggle and wonder OR we can recognize and embrace it. Want to be better at business; want to get more done? Get better with people. Build stronger relationships.

That’s where Social Gravity by Joe Gerstandt (@joegerstandt) and Jason Lauritsen (@jasonlauritsen) comes in. Ultimately, Social Gravity is less about networks and more about “authentic, mutually beneficial relationships.” As the authors say in the introduction: “What you know helps you play the game, and who you know helps you change the game.”

We all know that who you know matters, but most of us spend our time resenting it rather than doing something about it. Section 1” …It’s Not What You Know…” focuses on reminding us of the importance of relationships, the difference they make in getting things done, the need for high quality relationships, and the distinction between using social media as a tool to enhance relationships vs confusing likes and follows with actual relationships. Relationships have power and how we harness and use that power makes a tremendous difference.

Us humans generally get in our own way by either overcomplicating things or trying to get long-term success through shortcuts. Section 2 “Discover the Laws of Social Gravity” delves in to the areas that most networking advice seems to miss completely. The authors expand on taking the long-term approach to building relationships, being open to connecting with others, being our real and authentic selves, and contributing our time and effort in meaningful ways. These are all important, obvious, common sense ways to meet great people and build mutually beneficial relationships. They are also generally ignored and dismissed by those in the throes of networking frenzy who prefer the whitebread, fast food, business-card-trading shortcuts. It’s shifting from style to substance, from activity to results, from superficial to meaningful, from networking to relationship building. And that’s a powerful shift.

Throughout the book, Joe and Jason share real life examples of how relationships have affected their lives. Most striking are the small things that lead to huge differences. From Joe finding a key person within his company by connecting with someone from outside the company to Jason’s connections not helping him move to (my favorite) Jason’s hairstylist meeting and eventually marrying Joe after two unrelated groups of friends met up one Saturday night. Relationships, big and small, change lives.

As I look back on my life, many of my most important relationships seem to have started almost by chance. Many of the most important events were due to my relationships with others. Great opportunities came from key people vouching for me or putting me in touch those who could help. Sometimes it was intentional, but often it wasn’t. For me, Social Gravity is a reminder and blueprint for helping me be more deliberate and effective in connecting with others. To do what I already know how to do, but do it more consistently and intentionally and do it better.

Relationships matter.