The real power in networking comes from shopping cart elevator understanding a simple fact; everyone you know and each person you meet knows on average 250 people. Your goal in networking should not be to get the people you meet to become your customers – it should be to become a part of THEIR network, and for them to become a part of yours. Every contact you make puts you at the reach of potentially another 250 people. Think of it as weaving an intricate web with many crossings. Every positive impression you make strengthens that web. As author Bob Burg puts it: “the true strength really comes though when we realize that all the people in our network are also parts of other people’s networks that we ourselves don’t personally know. And that, indirectly, makes each of those people part of our network too.”

So, how do you get started?Here are some tips:

- Don’t approach networking with the expectation of immediate gratification; your goal is to meet people and to understand as much about them as you can.

- Don’t give people you meet for the first time a “sales pitch.”

- Don’t get discouraged if you don’t see things happen right away; true networks take time to build.

- Do ask questions about the other person.

- Do ask if you can stay in touch.

- Do send a follow-up note, and touch on a few things you discussed.

- Do take active steps on a regular basis to strengthen your network by both staying in touch with people you’ve connected with, and by finding ways to connect with new people.

- Do use networking as one of many tools in your arsenal for effective prospecting.

- Do actively find ways to make connections between members of your network – remember making more and more connections is what it’s all about.

- Do offer to do things for others in your network, even if there’s no immediate promise of reward or reciprocation.

Start changing the way you think about networking and before long you will start to see the positive impact it can have.