1. Listen. Some of the people you meet will be a fit for your network, while others won’t. The only way to find out which is which is to ask questions and listen to the answers.
2. Listen. Don’t begin talking about your business as soon as you have finished shaking hands. Listen for knowledge about people’s business and personal needs. If they turn out to be prospects, arrange to speak with them later and you can use your knowledge to sell directly to their needs.
3. Listen. Pay attention to the person who is speaking. Maintain eye contact, smile and nod as appropriate. If your eyes are roving around the room, others will think you are not interested in what they have to say.

It’s a common complaint in business that “there’s no communication around here”. That’s because everyone is talking, but nobody is listening.

Have you ever thought about the fact that we have one mouth and two ears? Perhaps that was nature’s hint that we should listen twice as much as we talk—and if we want to be successful in business we should take the hint!

© 2004 Helen Wilkie All Rights Reserved. You may reprint this article for your online or print publication so long as you include the complete article and the following paragraph:

Helen Wilkie is a professional speaker, consultant and author who helps companies do better business through better communication. Her latest book is "The Hidden Profit Center". To received free monthly tips and techniques on communication, visit http://www.mhwcom.com or http://www.HiddenProfitCenter.com and sign up for "Communi-keys". Reach Helen Wilkie at 416-966-5023 or hwilkie@mhwcom.com

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