Networking Lessons from a Greek Bar Owner...

Here's a salutory tale about the super smart networker I came across last week, as my long-suffering partner Angela and I were on our way to our current favourite Greek island of Skopelos (where they filmed Mamma Mia).

We were in transit on Skiathos, where the plane lands, with a couple of hours to kill before catching the Skopelos Ferry. So, we settled outside a Taverna by the port, overlooking the picturesque Bourtzi promontory, for some people watching, and enjoyed a light lunch of Greek salad, olives, taramosalata and ice-cold beer. It's tough at the top!

After lunch we had 20 minutes or so to spare for a short stroll through the back streets of Skiathos Town and around the Old Harbour (red roofed whitewashed houses with blue shutters, turquoise sea, fishing boats, whispering pines – you know the drill!)

As we walked past the harbourside cafes and bars, we were gently ‘schlepped’ by the owners and waiters, each inviting us to try their particular establishment with the standard ”Hello how you? You like to try a coffee or a cocktail? Very nice bar, beautiful view” routine. We politely declined, as usual...

As we reached the fourth cafe-bar, we were expecting more of the same, but the savvy owner was ready with an unexpected pitch. Having worked out that we were English, and not currently in the market for a drink, he employed a different tactic.

"Ukraine," he said, "could be dangerous! Your boys have to take care."

I realised he was talking about one of England's upcoming opponents in the Euro 2012 football tournament, and I replied that the Ukraine could indeed be the suprise team in the group, as they were the host nation and really had nothing to lose.

"You are right," said my new friend. "Good luck!" And (in true Greek fashion) he sighed, "Ah, but they are beautiful, the Ukrainian women..." And smiling at Angela, he added, "Just for looking, of course!”

We parted amicably, and as we strolled on I realised we had been on the receiving end of a very sophisticated piece of networking. He didn't try the heavy-handed "by my stuff" approach, but instead engaged me in conversation – and I'm sure if his football comment hadn't worked, he'd have found another topic that did.

He was playing the "long game", and had we been staying on Skiathos, we might well have watched that football game with him in his bar. It probably wouldn't have been the only time he'd have got our custom, and we may also have recommended him to others, or invited some new-found friends to join us there for sundowners.

Okay – so this time he was out of luck, because we were moving on, so like his neighbours he didn't actually make a sale. But unlike them, he'd made an impression by not going for the quick buck, and instead initiated a personal connection which gave him the best possible chance of repeat business from us in the future.

Here endeth the networking lesson for today!