10 Commandments of Networking

It has been four years since I jumped into the World of the Entrepreneur. It didn't take long to find that, after being in a corporate setting for more than 20 years, I'd been operating under a different set of rules.

No ad, brochure or direct mail letter works as well as a personal relationship. So...without further adieu, although these aren't written in stone, here's what I've learned:

1. Be attentive. When shaking someone's hand and telling your story, please look at the person. Scanning a room during this conversation is bad manners. It's not the quantity of connections you make; it's the quality. As you move on, the impression you've made will be remembered, especially if it's the first time you've met.

2. Ask questions. After you've spoken, ask about the other person's business. Be interested in what they say. Make notes on the back of their business card so you'll remember the conversation and where you met.

3. Realize you don't know everything. I love hearing the innovative ways others run their business. Be open to learn. Offer advice only when it's solicited. Sometimes people are just talking about their challenges and know what to do. If they want your advice, they'll ask. If they don't, don't tell them anyway.

4. Think benefits. Mention how your product or service can help. If yours can't, perhaps someone you know can help.

5. Make a referral, butexpect nothing in return. When you help others, it will come back. Remember, you're building long-term relationships, not trying for a quick sale.

6. Honor commitments. When you make appointments, keep them. If you're late, call. Others' time is just as valuable as yours. If you're always late, start leaving earlier. Better yet, arrive early. It shows how anxious you are for the meeting.

7. Ask for a meeting in good faith. If your intention is just to get free advice on how to do it yourself, it's not unlike asking a plumber to explain how to fix your own drain. Make sure the reason for the meeting is to see if the person can help, not to get information free of charge, unless they offer free consultations.

8. Bartering is good, but cash is better. We all have bills to pay. Bartering works sometimes, but may end up with one party they're not getting their "money's" worth.

9. Honor contracts. Some enter sign contracts and then say, "Never mind, I don't want to do it." Before signing, read the contract carefully and discuss anything you don't understand. That's the time to change terms, not after you've sign the dotted line. Clarify the agreement to make sure you both have the same understanding.

10. Say "thank you." When you receive a referral or valuable information, let that person know how much it means quickly, with an email, phone call or written letter. Remember the other person took time to help you. If you don't show appreciation, referrals may stop.

Looking back over the commandments, you can sum them up with the following: "be genuine and sincere." Networking builds your business, but more importantly, it builds relationships.