Turning a casual contact into a solid relationship is no easy task. It becomes increasingly easier if you follow some simple rules. It starts with an attitude of caring. Forget your product or service and concentrate on the other person. No easy task for most networkers. After all, didn’t I study hard to learn my product? Moreover, we were told to constantly present our “widget” or our services in the case of intangibles. Stop, put your business cards away. Show absolute interest in your contact and ask questions about their business. How did you choose the field you’re in? Were you always in this locale? Where did you grow up? How do you like your field?

Ask questions and you control the conversation, by listening!

Lesson 1: Networking is building relationships and it’s all about the other ’guy’. But Joe, when do I hand out my card? Uncerimoniously, when the conversation concludes! It’s what you do with the contacts card that starts the relationship building (we’ll cover this in the next Tips email newsletter).

Sometimes it takes days, weeks or months to solidify the relationship building (herein after referred to as RBP-Relationship Building Process). It took a year to fully develop a relationship with one of my clients. Best of all, they are a constant source of referrals and send me glowing testimonials about my services.

Suggestion: read this email twice, print it and refer to it before you attend your next gathering, Chamber meeting, party, seminar, alumni or association meeting.