Linda Thompson's Key Ideas from Never Eat Alone: And Other Secrets to Success, One Relationship at a Time
by Keith Ferrazzi, Tahl Raz

Networking has a bad connotation because of people who build relationships just to exploit them. The key to successful networking is to add value to help others to succeed:

• Don’t keep score. Contribute generously to others and be willing to ask for others’ help. Adopt the philosophy that everyone has the potential to help and be helped.
• Crystallize your mission and strategy. It’s always easier to achieve something with a proper goal and strategy.
• Have the courage to ask. To build a network, you must be audacious enough to put yourself out there and risk rejection.

 If you build a basis of understanding and trust with someone, you can sure count on their help when you eventually face a problem you can’t solve alone.

Nobody likes a leech, who only comes to you when they need your help. Everyone wants to feel respected and valued.

• Do your homework: Develop your name list of specific people who can help you achieve your mission and short/mid-term goals. Always prepare before a meeting.
• Approaching new contacts: Learn how to warm up cold leads in advance (do not make cold calls) and manage gatekeepers artfully.
• Be visible.
• Follow up consistently.
• Master the art of small talk.
• Your goal for conferences should be to meet like-minded people who can advance your mission.
• Expand your social circle. Learn how to connect with the super-connectors and link your circle with someone else’s.

Super-connectors are people who know lots of people. They are known for having hundreds or thousands of contacts and their contacts often come from different walks of life.

If you are not a super-connector yourself, you should try to build up a good relationship with one. You can benefit strongly from knowing such a person.