Business networking happens anywhere, anytime; and you never know how starting a conversation with someone can open doors and opportunities for both parties involved. In this section, we offer advice on effective networking to help you create strong business connections and put your best foot forward.

Whether you own a retail or wholesale business and have been in business for years, or you are opening your new business you need to know how to network. If you are a sales person for a product or service, sell real estate, or are self employed, you also need to know how to network.

In fact, it pays to develop a networking plan to increase your contacts and your business. Networking is making connections. This involves talking to family members; friends; friends of friends; colleagues; the pet groomer; and even your doctor, accountant or lawyer to help you expand your customer base. These people can help you problem solve, provide suggestions for decisions, assess transferable skills, provide prospect leads, sharpen your introduction, and even “play act” interviews.

Building Network Contacts

While building your network, you will find that no matter how hard you work to establish relationships, a simple fact of human nature dictates that you will naturally hit it off with certain people, finding common goals, interests, and reasons to connect. This is not to say that you should give up on individuals less inclined to form a trusted relationship, but the amount of time you dedicate to such communications will define the potential for a successful connection. Finding mutual values, interests, and levels of comfort takes time and work. Making an effort to find such common grounds requires two-way communication, without which you will have a void of knowledge and information-sharing necessary for the growth of the relationship. Timing is also an issue and one which you need to keep in mind when you reach out to a contact, especially to someone who may not be as aggressive or interested in expanding or exploring networking benefits. Give potential contacts plenty of room to communicate using their own timetable.

Building and expanding your network requires a plan or set of processes that you can follow repeatedly. The following are some practices you might want to include are.

1. Communicate with your most trusted contacts frequently and share information, ideas, or just an update on your current status. Show interest in their activities, job, company, and common interests. Send an interesting article or information you feel that would be of value.
2. Share new contacts with others who you feel may realize mutual benefits. Provide referrals to others for business services, opportunities, and information, or as a common connector. It might be as straightforward as saying, “I met Joe Smith’s boss and he said he knew you.”
3. Keep your eyes and ears open for opportunities to expand your network. If you are just starting out, set a goal for establishing X new contacts a week. When I first joined ecademy.com, I set a goal of adding 50 new contacts a week, which resulted in developing 1151 contacts in a year’s time.
4. Be open to new contacts that may want to communicate with you. Connected people like to connect with other connected people. I have never refused a new contact. You will learn that as you continue to grow your network, others will find you and want to become part of your group of associates.
5. The last step in your process is the most important one. Give to your network contacts, expecting nothing in return. The act of giving will earn trust and understanding and demonstrate that you have a genuine interest in your associates. “Winning by sharing.” It works, so give it a try.

How to Make a Good Impression When Networking

You never get a second chance to make a first impression. Voice, style of dress, body language and handshake – all contribute to whether you turn a person on or off. In business, image is crucial. Research shows that our body language and our tone of voice accounts for 80% of first impressions, with 700,000 unique movements. Here are some tips to help you put your best foot forward when developing new business relationships.

Tell me about yourself. The elevator pitch, also known as the 15-second or 30-second pitch allows networkers to share information about themselves. The conventional rule of thumb is to say your name, the name of your company and what you do. The catchier the line, the more likely someone will ask more about your business. Make sure to practice this short speech before an event.

Body language. You can build greater trust and rapport with others by improving how you come across.Begin by learning to maintain good eye contact. If you avoid looking directly at others you may be perceived as remote or disinterested. When you approach someone, have an open body stance and do not cross your arms. To create a powerful impression that conveys intelligence and credibility, keep hand gestures to a minimum. Lastly, a warm smile that is natural and sincere will draw people to you.

Handshake. A handshake can be firm, soft, brief, long or even painful. The way you shake hands provides clues to your personality. To make a good first impression, make sure your handshake is firm and dry. If the shake is too soft it projects weakness and lack of confidence. To keep your hands dry, keep your palms open and do not close your fists, because that is what generates the heat and sweat.

Clothes. Make sure you wear appropriate attire for each networking event. Some events require a suit while others allow more casual clothing. If you are not sure about the dress code, contact the event organizer. While it is important to stand out in networking, you want to make sure it is for positive reasons rather than for wearing something inappropriate. Your appearance is one of the first aspects others will judge about you.

Hygiene and grooming. Men should be clean shaven with fresh breath, neat hair, clean nails and avoid aromatic aftershaves. Women should stay away from overpowering perfume and applying excessive make-up. Chewing gum or a toothpick is not advisable for either sex.

Listen to others. We were given two ears and one mouth so that we would listen twice as much as we talk. Communication is a two-way street. If you are talking too much, you will probably miss cues concerning what the other person feels is important.

10 Things NOT To Do
When Networking

Networking is a powerful way of building professional relationships and generating new business opportunities. It is a reciprocal process based on the exchange of ideas, advice, contact and referrals. Although there is no one-size fits all way to network, it is important to remember proper business etiquette in approaching and developing new professional relationships. Here's a top ten list of gaffes some networkers make and advice on how to avoid these blunders.

Only Talk About Yourself. What a bore. Remember the networker’s credo “how can I help you?” Be a giver of qualified leads and referrals and help your fellow networkers make connections. This will have a positive effect on your reputation.

Schedule a Meeting Immediately. A networking event should not be used viewed as an opportunity to fill up your calendar. It is more advantageous to get to know people first before taking out your Palm Pilot. By acting too eager you may be perceived as looking at other participants only as dollar signs. If a connection is made, ask for permission to call or e-mail them within a specific timeframe. (“Would you mind if I called you early next week to set up an appointment to continue our conversation?”)

Monopolize Their Time. Everyone attending an event is looking to increase their networking base. When you monopolize someone’s time, they are unavailable to meet new people. Be considerate and spend only two to five minutes with each person than move on. If someone corners you for too long, politely disengage by saying “It has been such a pleasure talking to you, but I’m sure there are other people here you’d like to meet.”

Name Drop. You may know many people that networkers want to get acquainted with, but this will eventually come out in conversation once you determine who the networker would like to meet. Bragging about people you know turns others off.

Interrupt Conversations. Nobody likes a “butinsky.” Wait your turn and in the meantime try to strike up a conversation with someone else.

Ask Personal Questions. If you just met a person it does not show the best judgment to ask how much money they make, marital status, religious bent or age. If a future business exchange requires personal information, then it should be done in follow-up conversations. Keep the mood light and interesting.

Give Everyone Your Business Card. “He who collects the most business cards wins.” This is a misguided philosophy of many networkers. Business cards should serve as an extension of your business and selectively distributed. Carry your cards in a case and give them only to people that you’ve made a connection with and who requests them.

Three is a Crowd. “One is OK and three or more is OK, but never two.” If someone is standing alone at an event it is fine to go up and introduce yourself. If three or more people are talking, go ahead and join the group too. If two people are facing each other and engaged in conversation, don’t disturb them, but make a mental note to approach one or both of them later.

Look Around the Room. Of all the ways we communicate with people, eye contact is the most powerful and makes a positive impression. Don’t blow it by looking around the room while engaged in conversation – unless of course, you tip them off beforehand that you are looking for someone you had promised to meet.

Tell Inappropriate Jokes or use Offensive Language. No one thinks it is funny or cute to tell a blonde joke or swear like a sailor. In business, your image is everything. Set a good example and you’ll attract like minded people and increase your chances of achieving success.

Talk Less, Listen More

There are four types of communication skills: writing, speaking, reading and listening. If you could choose the most important attribute for success – what would it be? If you could choose the one skill that is used daily and must be learned and practiced throughout life – what would it be? It is the skill of listening.

• Listening is the active skill of hearing the words being said, understanding the information, and continues with the process of judging our reaction to what had just been said.
• Listening to someone has to be a desire. You have to want to listen to them to be an effective listener.
• Take the time to listen to someone. If you are not in the proper frame of mind to listen at the moment, schedule time with the person in the future and explain that you are unable to focus your mind on listening right now.
• Give your full attention to the person you are listening to. Working on the computer, starring out the window, even doodling will prevent your full interest on the conversation.
• Be comfortable with silence during conversations. Silence allows people to think about what they want to say without the distraction of voice.
• Try to understand the reasons you have a difficult time listening to someone: preconceived notions, thinking ahead on what you want to say in response, stress, lack of interest, etc…
• Keep your mind focused and open to new ideas that may not be within your comfort zone or within your mindset. Listen without judging.
• Try not to finish anyone’s statements. You may be surprised by a conclusion you did not expect.
• Listen and make note in your mind of main ideas to be discussed further.
• When preparing a response in communication, it is important to hear the entire message before preparing your response.
• Use the four types of listening skills: Passive listening, active listening, tone of voice, and body language to get the total message being communicated.
• Are you a good listener? Ask your partner, your children, your boss, your peers, your friends. Get honest opinions.

Ten Steps to Effective Listening

• Face the speaker and maintain eye contact.
• Be attentive yet relaxed.
• Keep an open mind.
• Listen to the words and try to picture what the speaker is saying.
• Don't interrupt and don't impose your "solutions."
• Wait for the speaker to pause to ask clarifying questions.
• Ask questions only to ensure understanding of something that has been said (avoiding questions that disrupt the speaker's train of thought).
• Try to feel what the speaker is feeling.
• Give the speaker regular feedback, e.g., summarize, reflect feelings, or simply say "uh huh."
• Pay attention to what isn't said -- to feelings, facial expressions, gestures, posture, and other nonverbal cues.