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It is often said that it is not who you know that matters, it is who knows you. Well I would like to extend this statement by saying that it is not only who you know and who knows you, but how well do you know them and they you?

In business, networking is the ultimate form of promotion. It can help you to obtain new clients, a new job, or even help you to move up the corporate ladder. It is the process of building relationships. Any time that you attend a meeting, trade show, or a social function, you are networking whether you realize it or not. It is the relationship that you have with people, a prospect or a client that makes the difference between success and failure.

Often we fail to realize the reasons that we have for doing business with an individual or a company. In the case of products that we regularly buy, what helps us to make the buying decision? There are those that will buy a specific brand of product because they trust that brand to be of a high quality or durability. There are others that will make a buying decision based on price, although this is less frequently the case. Often we simply do business because we feel good about it. In fact most purchases or decisions to do business are based on two things. Trust and comfort. Trust is a very intangible emotion or feeling. How do you measure it? How do you develop it?

Trust is measured by the feelings that are generated by a process of letting someone get to know more about you than just product, features and price. I know a gentleman who provides a seminar on selling to C-level executives. He says that to sell to the C-level executive you have to be more than a salesperson selling a product or service. To sell to the executive level, you have to be more of an advisor. You have to find needs other than the ones that you can fulfill and help them to fulfill these needs. In doing this, you become a “trusted advisor”. They feel “comfortable” that you have their interests in mind more than just making a quick sale and a commission.

In our daily process of seeking prospective clients, do we often just look for a person to pitch, or do we spend a bit more time getting to know them before we try to sell?

When we take the time to know a persons desires, dreams, and needs, and make an honest effort to help them realize that these things are important to us, we are really on the fast track to doing business with them. We are building the trust, confidence, comfort level, and most importantly the relationship that is needed to not only make the sale, but to create in them a resource for endless referrals.
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Success in your career depends upon how well you manage your professional development. A prime source of this development comes from being a member of a professional association that relates to your career. As a member, you can attend conferences where you advance your skills and meet people who can help you.

Some people, however, treat conferences as a paid vacation. They party, they skip sessions, and they return home with little more than a stack of receipts. That costs them (or their business) money and contributes nothing to professional growth.

Here’s how to get the most out of your next conference.

1) Start With a Plan

First, make a list of your goals for attending the conference. For example, this could include the information that you want to gain, the relationships that you want to deepen, the people you want to meet, and the things that you want to buy. Also, make a list of questions that you want to have answered while you’re at the conference. This list will help you focus on your personal agenda during the conference and will maximize your chances of returning with something of value.

Then, scan through the program to select those sessions that will help you the most. These could be on topics that teach skills leading to a promotion, help open new opportunities at work, or answer important questions about your career. If many valuable sessions are scheduled at the same time, then select your first and second choices. You may find that one of the sessions has been canceled or filled (sold out).

Highlight your top priority sessions so you can sign up or arrive early. These sessions generally have such great value that they justify attending the conference, and you want to make sure that you’re there when they start.
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When you think about networking, do you visualize a bunch of people standing around schmoozing, trying to pitch their services to each other while exchanging business cards and “elevator speeches”?

You know, some people actually enjoy that sort of thing. And when they do it right (which is a rare talent), they reap genuine rewards. Rewards such as new clients, joint venture partners, knowledgeable advisors, helpful friends… in other words, mutually beneficial relationships.

But for many of us, the idea of going to a networking event ranks right up there with bathing an angry cat. Even if we think it ought to be done, we’d rather be flea food.

Don’t worry. There’s much more – and less – to networking than you think! You can reap the same wonderful rewards without having to mingle with a bunch of strangers.

Important: With any kind of networking, the key is to build powerful relationships by giving. Give your attention, advice, ideas, suggestions, support, compliments, referrals – and maybe even your business – to others. Give, give, give… then receive more than you can imagine!

There are many ways you can get freelance work by networking, even if you hate schmoozing. Below are four powerful examples.

1. Tell your family and friends about your online business.

This seems like a no-brainer, but you’d be amazed at how many people fail to do this.
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The ability to connect with people is essential to success in any business. Professional networking events present opportunities to interact with others on a personal level and to develop profitable relationships. These occasions are critical for anyone who wants to grow a business or promote a career.

Many people are simply not comfortable walking into a room full of strangers and striking up conversations. Here are five common stumbling blocks that you may face and tips to help you overcome them.

A RELUCTANCE TO TALK TO STRANGERS. You were taught at an early age not to speak to people you don’t know. It’s not safe. In certain situations today this is still good advice. In business, however, talking to strangers is a way to generate interest and support for your products and services. If you only talk to the people you already know, you will miss out on opportunities to make new connections and establish valuable contacts.

To get past your discomfort in talking to strangers, set a goal for yourself before you attend any networking event. Decide how many new contacts you want to make or how many strangers you want to meet. In some cases, you may specifically target individuals whom you’d like to know.

Next come up with some icebreakers or conversation starters. Have questions prepared that you can ask anyone you meet at the event. You may want to inquire about other people’s business, their connection to the sponsoring organization or their opinion of the venue.
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