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ans Serif">Recently, we conducted a survey of more than 2,000 people throughout the United States, United Kingdom, Canada, and Australia. The survey asked participants to rank a variety of traits in order of their perceived importance to networking. The survey results were about the same in all four countries, which tells us that the principles of good networking transcend national and cultural boundaries.

ans Serif">Let's take a look at the top five traits:

ans Serif">1. Follows up on referrals.
This was ranked as the top trait of successful networkers. It's no secret that if you present opportunities--whether a simple piece of information, a special contact, or a qualified business

referral--to someone who consistently fails to follow up successfully, you'll eventually stop wasting your time with this person.

ans Serif">2. Has a positive attitude.
Not too long ago, we added this value to the formal code of ethics and leadership qualifications for our business referral organization. A consistently negative attitude makes people dislike you and drives away referrals; a positive attitude makes people want to associate and cooperate with you.

ans Serif">3. Is enthusiastic and motivated.
Think about the people you know: Who gets the most referrals? People who show the most motivation, right? It has been said that the best sales characteristic is enthusiasm. To be respected within our networks, we at least need to sell ourselves.

ans Serif">Note that none of these five are traits common to the stereotypical image of networkers as people who aggressively work their network. Strong networkers do, of course, work with their networks--but the highest-rated characteristics are those related to practicing good human relations and maintaining good relationships.

ans Serif">4. Is trustworthy.
When you refer one person to another, you put 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 or valuable information to someone who can't be trusted to handle it well.

ans Serif">5. Has good listening skills.
Our success as networkers 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. Communicate well--and listen well.

ans Serif">Note that none of these five are traits common to the stereotypical image of networkers as people who aggressively work their network. Strong networkers do, of course, work with their networks--but the highest-rated characteristics are those related to practicing good human relations and maintaining good relationships.

ans Serif">This did not surprise us. We have always held that networking is more about farming than hunting.

ans Serif">The Wise Farmer
In my first job after college, I had a boss whom I considered the king of networking. He knew everyone in the local chamber of commerce, was in several networking groups, and was active in his trade association. I began to model my own developing networking skills and style on his.