Becoming a Master Networker: It's NOT About Who You Know ... It's About Who Knows—and Likes—You
November 19, 2009

Real networking is about finding ways to share your knowledge and resources in a continual effort to provide value to others, while coincidentally increasing your own. All of this communicating translates to improved relationships, which helps your business' bottom line. Networking is a great way of generating sales – in a cheaper way than advertising – for your business only when it's carried out correctly. So here are some tips to master the art of networking:

Enthusiasm/Attitude
Think about the people you know who get the most referrals. They're driven, motivated, and full of enthusiasm right? A great attitude makes people want to associate themselves with you. Once you've done an effective job selling yourself, people will stay engaged in the conversation and they're more likely to recall your message at a later time.

Listening Skills
Remember, a successful networker listens and learns from the person he or she interacts with. Instead of thinking about what you're going to say when it's your turn to speak, make comments to help you stay involved in what is being said. Communicating effectively takes focused and effective listening.

Show Sincerity
If you aren't demonstrating interest in others, it'll show. A successful networker conveys sincerity at every turn. Simply saying, "Uh-huh," over and over again while you skim the room will not get you very far. Give the speaker 100% of your attention and focus on what's being shared. Show that you care…and care will be shown to you.

Take Advantage of Online Resources
Some people are hesitant to get involved with online networking sites; you should be familiar with LinkedIn, Facebook and Twitter. These sites are excellent ways to manage your professional contacts and your online circle of colleagues. Depending on the site, you may find message boards, online chats, and status updates that are great resources to reach out to potential clients. Keep in mind that you should never say anything online that you wouldn't say at a professional networking event.

Reciprocate in Relationships
In addition to being sincere when establishing relationships, it's crucial to view these relationships as reciprocal. Networking is about building and sustaining mutually beneficial relationships. So think about how you may be able to help your contacts. A successful networker can't expect to receive referrals when they never give them in return.

Bottom Line: The Key to Being a Good Networker…Is Being a Good Person.
While we all know real jerks who've gone far, avid networkers know the saying "What goes around, comes around" is VERY true. Those jerks will eventually get their due. So be proactive in your concern for others, and you'll quickly find that others are far more likely to work with you. In the end, business is about people, so after all the technology is employed, all the glossy brochures and slick websites reviewed, and all the cost-benefit analyses considered, people do business...with people they like. Be liked, be professional, and be sincere and you'll be a Master Networker.