Step-By-Step Tins From The Experts Building Social Capital Pays Real Dividends (NAPSA)—Networking is more than just shaking hands andpass- ing out business cards. According to Ivan R. Misner, Ph.D., and Michelle R. Donovan, authors of “The 29% Solution” (Greenleaf Book Group), networking is really about building your social capital—andit’s a skill that can be acquired. Successful networking is about learning how to work the net- working process—not just letting it happen. “The 29% Solution” offers the essence and meaning of networking from a man whom CNNcalled the “father of modern networking.” cause it plays such a huge role in your credibility. 5. Good listening skills. Your success as a networker may depend on how well you can listen and learn from the people in your network. Communicating well takes focus andeffective listening. 6. Commitment to networking 24/7. Networking comes as easily to a master networker who can be found networking in the grocery checkout line, at the doctor’s office and while picking the kids up from school—as well as at business mixers and networking meetings. 7. Gratitude. Expressing The book’s authors have identified 10 traits that make a mas- gratitude to business associates and clients is just another build- jand indicate they can all be | cultivated: tionships that can lead to refer- ter networker 1. Timely “4 follow-up on swore “| referrals. Fol- ]owing up on ‘ex; what you say you're going to Ivan R. Misner, PhD do, when you say you're going to do it, builds your credibility and trust with your network. and Michelle R. Donovan 2. Positive attitude. A con- sistently negative attitude makes people dislike being around you, while being positive contributes to your determination, internal motivation and ultimate business success. 3. Enthusiasm/motivation. The people who get the most referrals show the most enthusiasm, and the best sales character- istic is enthusiasm. 4, Trustworthiness. Trust can never be taken lightly, be- ing block in the cultivation of rela- rals. People like to refer others to business professionals who go above and beyond. 8. Helpfulness. Master networkers keep their ears and eyes open for opportunities to advance other people’s interests. They get joy out of helping other people succeed. 9. Sincerity. Those who have developed successful networking skills convey their sincerity at every turn. Oneof the best ways to develop this trait is to give your undivided attention to the individual with whom you are developing a referral relationship. 10. Dedicated to working one’s network.It’s not net-sit or net-eat—it’s netWORK and master networkers don’t let any opportunity to work their networks pass them by. For more information, visit www.29PercentSolution.com.
