I think we’ve all heard that people do business with us because they, ‘know, like, and trust’ us.  For many, figuring out HOW to build relationships that lead to this, is far more difficult.

While the business climate begins to ease and move forward, now is a great time to consider ways to build strong relationships and expand your network.  I was recently honored by three prestigious organizations, all of which were based upon volunteering and giving back to the business community.  I believe this to be the result of many years of networking, volunteering, and giving of my knowledge and expertise with no expectation of a return.

At a recent event, I walked up and introduced myself to a woman who was standing all by herself in a sea of small groups of avid networkers.  She reminded me of myself, ten years ago, when I felt so out of place and unsure of myself and my business.

After introducing myself and asking her who she was and what she did, she immediately shared that this was her first ever networking event and she was a bit overwhelmed.  I took the time to find out more about her, her business, and who she might benefit connecting with, and introduced her to other people at the event who would be good connections.

She sat at our table during the presentation, and we spoke to each other for a few more minutes before we left.  The next day she sent me an email thanking me for being so kind to her, and asked me if I could help connect her with about four different service providers.

She could tell that I was well connected and we had already made it far enough into the relationship that she felt she ‘knew’ and ‘liked’ me.  I took a few minutes to connect her with people who would best serve her needs, and told her I hoped I’d see her at a future event.

The response from her about a week later filled in the last leg of the ‘know, like, and trust’ quotient.  She reconnected to tell me that she really appreciated the great referrals I’d provided and that she would be on the lookout for anyone who might be able to use my services.

Voila, the full circle has been reached.  I have another person who appreciates me, and wishes me well.  Whether or not she ever finds someone to refer me to, I know that I have laid a good foundation for a wonderful relationship.  Who knows where this might lead?  It’s really all about the relationship, and making it based upon mutual trust, not at all about throwing my business card and services in everyone’s face and saying , ‘buy from me’ – we never even talked about buying from me, we talked about her, and her passions, desires and challenges. 

It ultimately gives me incredible depth in my personal and professional relationships, something that naturally leads to people understanding they can ‘know, like, and trust’ me! And once they do, adding them and/or their referrals to my client list is just a formality.

I have doubled the growth of my business several times over the past eleven years, in no small part, through learning how to successfully network.  Networking and word-of-mouth are the most cost-effective ways of marketing and growing a small business.  Learn all you can about how to do it effectively, and you’re sure to enjoy the same results.

Jeannine Clontz, IVAA CVA, MVA, CRESS, PREVA, EthicsChecked™, CRVA, owner of Accurate Business Services is a Past-president of the IVAA (International Virtual Assistants Association), and is an author, VA Coach, and speaker on business topics including business ethics.  For her free 10-Step Guide to Finding the Right VA, send a request to:  service@accbizsvcs.com. For more information visit:  http://www.accbizsvcs.com, www.VAbizcoach.com  or her book website http://www.entrepreneurialfreedom.com.