Networking to acquire new business, business leads or business awareness requires a commitment of time and perseverance. Keep in mind that when you run an ad in the paper or on the internet, it is supposed to work on its own, but then again it may not. Up to 80% of all tips, leads and referrals in business come from networking, so pay attention to your work priorities and figure out where you can trim thirty minutes so that you can devote that bit of time to networking. Focus your networking time between external contacts and internal relationships because both sides need to be kept in perspective.


1) Allocate some uninterrupted time. You do this for VIP clients so you should do it for yourself.

2) Take advantage of “just a few minutes”. Take advantage of “on hold” time on the phone. Arrive early for appointments and spend a few extra moments after to write a few notes.

3) Allocate a set day for writing birthday cards for that month.

4) Get your Christmas cards printed early on in the year and start writing a personal note in each one rather than just the company name.

5) Carry thank you notes and when you finish a meeting or leave a client’s office, take the time to write a “thank you for your time” note.

6) Ask your staff who they know. Consider that each person you know knows 100 – 1000 people so maybe they know people you want to meet.

7) Start to notice exemplary customer service and when you witness it write the company and include your business card.

8) Include your business card with every item you send by mail – bill payments, thank you cards, etc. Your business cards are your silent salespeople.

9) Read daily newspapers and send letters of congratulations to people who achieve things you admire. Particularly look for people or companies where they or their business is congruent to your networking goals, your business development.

10) Send a thank-you card when you don’t get the business. You never know, perhaps your competitor won’t deliver. Be the individual that stands out from the rest for doing exceptional things.