At last look, Copernicus wasn’t wrong – you’re not the center of the Universe! When you are at a networking event, you should be looking to create RELATIONSHIPS!!! Do you really want to be so self centered that you suck the air out of the room?

Let’s try something new. For the next sixty days, look to help every one you meet get work, a novel approach but one that will help you in the end. You’ve heard the old expression, “what goes around, comes around?” Familiar old sayings more often than not offer up the truth. Which is probably why they are repeated enough to become familiar old sayings.

I have encouraged you to meet with people for coffee after you have met them at a networking function. Meeting for coffee gives you the opportunity to learn about their company, it helps you to understand who, what, where and how they do business.

You may never be able to do business with them, but I am willing to bet you know someone who can do business with them. Even if you do not currently know someone to refer them to, the next time you meet someone who does what they need or needs what they do, you will say, “I know this guy, or you should talk to so-and-so…..” And that’s still networking!

I get the biggest thrill from putting two people together that I know should be working together. If I call a friend and tell them I met someone they should talk to, oh my, it’s terrific when I get to introduce and see business happening. Your friend trusts you, which is why he or she will take your call, and the meeting is why you will only recommend folks that you know and trust. This way of working should become natural and just a way of doing business.

I get calls and e-mail all the time from friends who will ask, “I need a (fill in the blank), do you know someone?” I am only too happy to help a friend and a business ‘partner’ get work. Someone who has made a sale that you provided will never forget you. And, on the other hand, people who ask for your recommendation know you would never recommend someone who wouldn’t do the job and they will begin to trust you as well. Isn’t networking simple?

It does take time to build resources and reputation. But in doing so you are creating a team of salespeople for you and your company. With the emphasis on you! In this job environment when the average employee changes companies on average seven or eight times in a career, isn’t it terrific that your skills are transferable and your reputation goes with you. It doesn’t matter whom you are working for if the relationship is built on honesty, integrity and reciprocity.

So, it really isn’t all about you now, is it? Let’s make it about someone else. You’ll notice how good you feel helping and it will become the way you operate always. Just as you are helping someone else, they are helping you back. Trust me, business will find a way of coming back to you. The best thing is that you will stop thinking about yourself and people will notice. (Wouldn’t it be wonderful if desperation were so attractive?! Hah! People can feel the “I gotta make a sale” sweat a mile away. So get out of your own way and become a better networker. )

Relationship building is forever. Don’t think you can do this for a month and then see what happens; make a commitment to be a better networker, salesman and person! A short-term commitment will prove the doubts of others about your sincerity. Remember desperation? Insincerity has the same smell. Keep on attending your favorite networking group, remember to stay involved and maybe I’ll run into you at one of my satellite offices – Caribou’s, Panera’s and Dilworth Coffee Houses. I’ll be the one networking there…by building relationships.