Many people offer advice about what it takes to be good at networking (myself amongst them).  One thing that is left out of that equation however, is what the average person thinks about what it takes to be a better networker. Networking involves interacting with others so what do “they” think it takes to be great at this? This is important because we all need to be cognizant of other people’s expectations and adjust our behavior accordingly if we want to make the kind of impression that will work to build a powerful personal network.

Recently, I took the opportunity to gather almost 3,400 survey responses from business people around the world. I gave them a list of roughly 20 different characteristics on networking and I asked them to pick the top behaviors they’d like to see in a great networker. From those responses, I have identified the top seven characteristics of what people believe makes a great networker.  Here are those seven characteristics in order of importance according to the survey respondents.

1. Good Listener.  At the top of the list is being a good listener.  Our success in networking depends on how well we can listen and learn. The faster you and your networking partner learn what you need to know about each other, the faster you’ll establish a valuable relationship.
   A good networker has two ears and one mouth, and should use them both proportionately.  Listen to people’s needs and concerns and find opportunities to help them.  You can’t help others if you don’t know what they need, and you find that out by listening. In many ways, networking is about connecting the dots, but to do that you have to listen so that you can help people make the connections they are looking for.
2. Positive attitude.  The first thing that people see from you is your attitude, or how you generally take things. A consistently negative attitude makes people dislike you and drives away referrals; a positive attitude makes people want to associate and cooperate with you. Positive business professionals are like magnets.  Others want to be around them and will send their friends and family to them.
3. Helps Others/Collaborative.  People don’t care how much you know until they know how much you care.  Helping people shows that you care.  One survey respondent said that “people want to network with individuals who have a collaborative attitude.” Helping others can be done in a variety of ways, from clipping a helpful article and e-mailing it to someone, to putting them in touch with a person who can help them with a specific challenge.
   Several respondents commented about not wanting to network with people who are “in it for themselves.” A willingness to collaborate and help others is essential as it builds trust and helps establish a strong relationship.
4. Trustworthy. One respondent said best when she said: “it doesn’t matter how successful the person is, if I don’t trust them, I don’t work with them.” When you refer someone you are putting your reputation on the line. You have to be able to trust your referral partner and be trusted in return. Neither you nor anyone else will refer a contact to someone who can’t be trusted to handle it well.
5. Approachable. One respondent said that people “will forget what you said and what you did, but they will never forget how you made them feel.”  Effective networking starts with approachability – everything else listed above follows from this.
6. Sincere/Authentic.  You can offer the help, the thanks, the listening ear, but if you are not sincerely interested in the other person, they will know it!  Those who have developed successful networking skills convey their sincerity at every turn.  One respondent stated that “it’s all about the authenticity” that someone shows you.  We have all seen people who are seemingly good at networking but lack sincerity.  Faking it isn’t sustainable.
7. Follows Up.  If you offer opportunities, whether a simple piece of information, a special contact, or a qualified business referral, to someone who consistently fails to follow up, you’ll soon stop wasting your time with this person.  One respondent said that when it comes to networking, “the fortune lies in the follow up” and many people just “don’t follow up anymore.”

Each one of the characteristics above tie into the notion of “farming” and not “hunting.”  It’s about building mutually beneficial business relationships. Only then will you succeed in creating a powerful, personal network.

As a young man I studied under Warren Bennis, who was at the time, the world’s leading expert on leadership.  He taught me that understanding the “characteristics” of a great leader is important.  However, what is even more important, is understanding how to apply those characteristics.  He told me; “know what you are good at and work to enhance those skills.  Know what you’re not good at and surround yourself with people who can help you improve those skills.” 

As with leadership, I believe that networking skills are very important.  What’s even more important however, is working to improve them and learning how to use them effectively.  That’s what really counts.

Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author.  He is the Founder and Chief Visionary Officer of BNI (www.bni.com), the world’s largest business networking organization.  His books can be can be viewed at www.IvanMisner.com.  

How can entrepreneurs achieve success? It is a question I receive often, and this week in honor of National Entrepreneurship Week, hosted by Microsoft, I wanted to share what I’ve learned about achieving success.

Over my career, I have observed people with different personalities, backgrounds and behavioral styles achieve success in life. Many times I wondered if there was a reoccurring theme running through their success stories that would clearly illustrate what creates success.

When I was interviewing average business owners and entrepreneurs for my book, Masters of Success, I asked thousands of them what they felt the secret to success was. They generally told me things like vision, goals, passion, persistence and systems.

I then asked many highly successful people who had obtained great wealth or personal success in business, sports, or science. They generally told me that success involved things like vision, goals, passion, persistence and systems. Sound familiar?

This made me very curious. So much so that while I was teaching at a California State University in the Los Angeles area, I asked hundreds of college students what they thought was the secret to success. These were all undergraduate students in business, with little or no real-world business experience. What I found amazing was that they also said success involved things like vision, goals, passion, persistence and systems.

Everyone I interviewed or wrote about regarding the secret to success – from Buzz Aldrin to Erin Brockovich, from average businesspeople to undergraduate college students – gave me virtually the same answer. So if we all know what it takes to be successful, why is it that we aren’t all as successful as we’d like to be?

I have found that many people are looking for some mysterious and ever-elusive secret to success beyond what they already sense to be important. The truth is, there is no great mystery. In fact, very often, “success is simply the uncommon application of common knowledge.”

When you hear successful people talk about the secret of their success, have you noticed that you rarely hear any real secret? What you do hear about is their unwavering adherence to some system or approach they believed in and followed with intensity and determination — an uncommon focus on something that less successful people simply take for granted or pay lip service to.

Successful people focus on the goal and work through or around everything else. In sports, this is called “keeping your eye on the ball.”  They do this with a passion and a vision – and they do it with persistence.

Even when the ideas are simple and easy to understand, they often don’t get implemented, because people think there must be something more. After I presented a keynote speech in Sweden a while back, a woman in the audience came up to me and said, “Everything you said makes so much sense. Much of it was about things that I’ve heard were important to do, but I never did them because they seemed too simple. I thought there had to be more to it than that, that the road to success was much more complicated and daunting. So I wasted valuable time looking for some secret.” Then she said, “I don’t understand why people often find it easy to make things so difficult. Myself included.”

Success comes to those who have not only a passion and a vision, but who also have a persistence and a commitment to perform the fundamentals over and over, continuing to work and learn until they can perform these fundamentals flawlessly. In the end, success is not about being different or having secret knowledge. In the end, everybody knows what the goal is and how to achieve it. This is common knowledge, and it’s been around for a long, long time. Success is about knowing these things and having the will to go after them without giving up, making excuses, or getting sidetracked. Success is about the uncommon application of common knowledge.

Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author.  He is the Founder and Chief Visionary Officer of BNI (www.bni.com), the world’s largest business networking organization.  His books can be can be viewed at www.IvanMisner.com.  

Featuring guest co-author Brennan Scanlon

We often see people make the mistake of meeting many individuals at networking events and then not having a system in place to follow up with the new contacts afterward.  Here’s a simple follow-up formula we recommend; it’s called the 24/7/30 System.

When you meet someone at a networking event, drop them a note within the first 24 hours. It can be a personal handwritten note or an e-mail. Use whatever approach you will do consistently.  Let them know that it was a pleasure meeting them and you hope your paths cross again.

Within 7 days, connect with them on social media. Make a connection via LinkedIn or Facebook. Follow them on Twitter or join them on Google+. Find ways to connect and engage with them via the social media platforms you use the most. Do not do this as a way to sell to them; do it as a way to start establishing a meaningful connection with them.

Within 30 days, reach out to them to set up a face-to-face meeting. If you live near each other, meet in person. If you are far away from one another, set up a meeting via Skype or by phone. At this meeting, find out more about what they do, and look for ways to help them in some way. Don’t make it a sales call; make it a relationship-building opportunity.

If you use the 24/7/30 System to follow up with people you meet, you will establish a powerful routine that will help you make your networking efforts meaningful and successful. Use technology to help remind you to follow up at the appropriate intervals. After you send the first note or e-mail, set up reminders on your phone or calendar to follow up at one week and one month out. As the late, great motivational speaker and author Jim Rohn, used to say, “The fortune is in the follow-up.”

Called the “father of modern networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author.  He is the Founder and Chief Visionary Officer of BNI (www.bni.com), the world’s largest business networking organization.  His new book, Avoiding the Networking Disconnect can be viewed at Amazon.com. Dr. Misner is also the Sr. Partner for the Referral Institute, an international referral training company (www.referralinstitute.com). 

I?ve noticed that people in business networking groups have a tendency to ?sell? to others in the group. Educating your network about the type of referrals you want is much more important to your networking efforts. This demands a shift in how you see your networking partners. They are not the clients! They are, in effect, your sales force! In order for any sales force to get out there and sell you effectively, they have to know who to sell (or refer) you to and how to sell (or refer) you.

When people join a networking group they tend to focus on convincing people in that group to try their product or service.? They show them all the finer points of what is available and attempt to close the deal with their networking partners.

I don?t disagree that in order for the members of your networking group to refer you effectively, they must be familiar with what you have to offer; however, when you are in front of them, it?s important to resist the urge to sell to them!

Below are four tips for incorporating what I call the ?3+1 Process of Networking? with your referral partners:

1. Does ?anybody? know ?somebody?? I often hear members of networking groups say things like ?anyone who needs?? or ?everyone who is looking for?? Usually, when I hear anyone or everyone, I tune out, because I know so many ?anyones? and ?everyones,? that I end up referring no one! This is an interesting dynamic, but I think it has a lot to do with information overload. Using a catch phrase that is so broad and generic will limit the effectiveness of the results you will get.

2. Specific is terrific.? Break your business down into specific products or services. It is very tempting to start out your personal introduction with a statement like: ?we are a full-service business that does XYZ.? Resist this urge! Don?t waste the opportunity by painting with the ?full-service? brush.? Instead, over the course of a year introduce a specific element of what it is that you are selling or providing with each and every meeting. Get detailed! Educate your networking partners week by week with key elements of your business based on a specific product or service that you provide.? Sharpshoot your talk, don?t shotgun it!

3. Teach your network members what your ?dream referral? looks like. If you could come to your next networking meeting with a walking, talking dream referral in tow, what would he or she be like? Be very descriptive of this person as you talk to your networking partners, so descriptive that it?s like that person is in the room with you. The more details you provide, the greater the chance that your partners will recognize that person when they come across him or her outside of the meeting!

Plus one more: Share customer stories. This is a highly effective way to educate your networking partners about what it is that you are looking for as a new customer or client. By sharing the qualities and aspects of your current clientele, you are illuminating the canvas for the rest of the group so they can see the picture you are portraying for them. When appropriate, consider bringing in a customer or client to talk about how you have helped their business. These kinds of interactions go a long way toward educating the group as to the type of person you wish to have referred to you.

You should be trying to ?educate a sales force? instead of trying to ?close a sale.? Shift your intention in the group and you will find that the quality of referrals will shift for the better, as well. Your time to close the sale will come when you are with the referrals that you will receive. By keeping your focus on educating your networking partners about what type of referrals you wish to receive from them, you will find that the referrals will be a higher caliber.? Most importantly, those referrals will have a better chance of becoming closed sales than if you try to sell the members on what you are offering. Keep in mind that when you join a network like BNI, you are partnering with a group of people who will become your sales force so, educate, educate, educate them on how to refer you.

What go-to phrases do you use to educate your network on the products and services you offer? What tactics have you tried that simply don?t work?

Called the ?father of modern networking? by CNN, Dr. Ivan Misner is a New York Times bestselling author.? He is the?Founder and Chief Visionary Officer of BNI, the world?s largest business networking organization.? His new book, Avoiding the Networking Disconnect can be viewed at Amazon.com.