by Greta Schulz

Created on: April 20, 2009   Last Updated: April 23, 2009

On-line social networking is huge...but the face-to-face kind will always be a strong business development tool. Advertising by using yourself as the brand is important. For example, your local Chamber of Commerce.

Steve was a "good chamber member" by all accounts. He came to all of the functions, socialized with people he knew and always met the new members. He had been a member of the chamber for a number of years, so when the other members heard that he was not going to rejoin, they seemed confused.

"Steve, I hear you're not rejoining. What's up?" "Well, I have met some good friends and gotten some referrals, but I feel like I should be getting more. I mean, I come to everything, I meet people and I always tell them all about what I do."

Does this sound familiar? Often, when we join organizations, we think just being a member is enough. Even in Steve's case, he knew that he had to do more, so he did. That should have worked, right? Wrong!

The reason Steve focused on the referrals he's getting is because he didn't understand that building business through referrals is about giving - not getting - them. Learning how to network is a skill. A skill is something we learn. There is truly a system for getting more referrals - and poor Steve was just winging it.

Building relationships is the key to networking. The philosophy is that givers gain. When we learn how to give to others, we will sell more business.

There are some keys that will help you with this process. I have outlined a few:

1. How are you introducing yourself? When you are at a networking function, you are competing with everyone else in that room to be remembered. If you say, "Hi, I'm John and I'm a financial consultant," the typical response will be, "Oh, that's nice." (Interpretation: I have no earthly idea exactly what that means.)

It is important to help someone understand what you do in relation to him or her. Try, "Hi, I'm John. I teach people what to do to ensure early retirement" or "I help people play more golf and travel more often." Sound different? Well, isn't that the point?!

2. What questions are you asking about them? Though others seem interested in what we do, they're really most interested in how it relates to them.

I can explain this best in a story.

About eight years ago, my mom was telling me about her new friend Nancy. "Oh, Greta, you have to meet Nancy. She's terrific, she's wonderful ...." So, that Christmas eve, we go to my mom's house for a party. I walk in and I see this woman I don't

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