We often get caught in the trap of thinking that just by talking with someone - regardless of the setting or conversation - and mentioning what we do for a living... that is networking. Do you believe that's true?

Networking is much more than simple introductions. It is the time honored process of developing relationships. Sure there is attraction between people that causes them to immediately trust and want to form relationships, but that is more the exception than the rule. Most relationships are built on trust developed over time.

Here are some ways that people traditionally do business networking:

• They will attend trade shows and talk to as many people as possible.
• They will have a booth and talk to as many people as possible.
• They will join the Chamber of Commerce/Rotary/Lions, etc. and attend some events.
• They will attend profession-related events with people who do what you do for a living.

Have you tried all or some of these? How successful have these methods been for you? Have you received much business from them?

Why do you think they haven't worked at bringing you new business?

Because business is all about relationships, and you can't have a relationship with someone by exchanging business cards. Relationships are built over time, and by showing people that you can be trusted to do a good job and/or you are accessible to them and willing to give them business. OOPS! There is that secret again!

Have you ever lost business because you were "Out of the Loop?" The prospect has a best friend in your business, or they have been with the same person forever and can't imagine changing vendors. The best way to get new business is to make the most of your existing relationships and to work at building new ones. To build new ones find ways to GIVE something of value to others. Are you hearing the sweet music of success starting to get louder? Hum it, sing it, shout it... GIVE A LITTLE OF YOURSELF!

Have you ever had someone do something for you without expecting anything in return... no, you can't count your mother! But you get the idea. Help someone make a connection that will help in their business and you make a friend for life. Do it without expecting a return and you make a trusted friend. Multiply that by the people you know and you are on your way to both financial and spiritual health!

You already know everyone you will ever need to know. Why? Because for every person you know, they know, at minimum, 250 other people. The key to networking is to leverage your existing relationships and get introduced to all of those other people.

1. Do what you say you are going to do, when you say you are going to do it. In this fast paced world we live in it's more important than ever to get things done within your client's timeframe. If you master this one little thing you will build the trust and confidence required to have a successful business.
2. Join a networking group. A group such as Professional Business Networks where talking about business is not only encouraged, but required! Successful groups meet every other week where members learn about each other's businesses and how to refer business within the group.
3. Ask for the referral!
   • At the end of each phone call you make ask the person if they know anyone who needs your services.
   • At the end of every email, invoice, business letter, on your business cards - remind people to give you referrals.
   • Meet with members of your group somewhere on your off week. The week you are not meeting formally. Find out all you can about them. Take the time to ask probing questions so you know exactly what they need in the way of referrals. Tell them what you are doing and ask them to introduce you to their contacts. If you can, arrange a face-to-face meeting with the three of you for the most effective introduction.
     Note: If they hesitate to introduce you, ask them why. It might be painful but it's better to know if you are doing something wrong than to not know. If, for example, they say that you don't follow-up like you should, make it a point to fix this relationship by always doing what you say you will do. Prove to them that you can be trusted and they will refer you.
4. Have a purpose, a direction and a goal when you attend any event. Here is an example for a real estate investor who is attending a business meeting:
   • Purpose - To establish strong personal and business relationships.
   • Direction - To refer at least three people to this contact.
   • Goal - Give out three referrals. Ask for three people that are decision makers or can introduce you to the decision makers.
5. Follow up after the meeting. Call, drop them a card, even emailing is a way to keep in touch. Set up a meeting with each of them so you can get to know them better. Help the individual you met at the meeting to contact the referrals you gave them by meeting again with them and your referrals or calling your referrals and asking them to see your contact. Make sure you give them something of value!

Concentrate on those relationships that are working. Give a referral before you ask for the referral. Do what you say you will do. That is successful, profitable networking!