My favorite time of year has begun!!  With each tip off, March Madness offers a basketball fan an intense month of spectacular games, buzzer beaters, heartbreak and victory!!  Grown men can hi-five, cry and embrace without the need for a constitutional amendment!  We cheer for our team as well as those underdogs who are out matched in talent and skill by their opponent…yet against all odds some manage to win!!

I often wonder how?  As I have grown older I have seen these teams have two driving forces:  HEART & ATTITUDE.

I view the art of networking in much the same way, regardless of the Title on your card, Market Cap of your company or even your own Shyness – building relationships with others at its very core is about HEART & ATTITUDE.

In March these men and women play with HEART as though every minute could be their last, they leave everything out there on the court. They play through pain, injury and sickness, refusing to yield or let their teammates down.  They sacrifice of themselves for the team. 

To have the HEART for networking, you must always be sincere and genuine in your motives.  Strive to help others and not yourself.  Time and again I have seen my peers networking by the following: Walk up to someone they don’t know, shake their hand, proceed to inform this new person of what they do, then ask for a project or referral. Upon not receiving any reward for their time, they hand out their card and move on to the next person to repeat the dialogue.   

This cycle of seeking immediate gratification is the antithesis of effective and proper networking.  Networking is NOT, for those of you just scanning let me repeat NETWORKING IS NOT about immediate gratification.  This may be a radical paradigm shift, but focus on the other person NOT yourself and ask how you can help them with their career and personal goals.  Relationships must be earned and cultivated.   Don’t join a non-profit board simply to get face time with a CEO nor place your cards at everyone’s seat during a dinner fundraiser.  Such motives are transparent to others.  Join and do those things you believe in passionately – follow your heart.   Give of your time and energy to help others. Leave every networking event with the feeling you have just connected others together and helped them advance in their career or community.  Reflect back in your life when others have reached out to help you - didn’t you eagerly want to return the favor and help them?  Now get out there and foster such sentiments in everyone you come across.

I love the swagger of March madness, regardless if a team is undefeated or barely squeaked into the tournament they each jog into the arena confident and positive.  Maintaining this attitude over the next 40 minutes often determines who survives to play again.  

Every time you step off the elevator into a networking opportunity you must bring the right ATTITUDE into the room.  Much of the attitude starts with preparing yourself, wear something you like and believe you look good in, be it a new jacket, favorite pair of shoes or pleasing cologne. I fancy my modern watch that always seems to be a topic of conversation.  When you feel good you are more relaxed. 

Smile, forget the problems at the office or home and smile not only with your mouth but in your eyes!  Let everyone see you are excited to be here. Make sure you have glanced in the mirror to remove any remnants of lunch and have a mint!  Fresh breath and a fresh smile, you may even get your own commercial!   Most importantly, be CONFIDENT.  Know that you bring with you a wealth of contacts and the ability to connect people together.  Be assured there are people here that you can help. Just as every team play to win, so should you.  Be the coach, introducing people you know to others and suggesting a common bond – be it a hobby, school or business connection.  You have just strengthen your network team by I

Lastly, play with NO FEAR.  It’s ok to be nervous and shy, but fight through the discomfort and anxiety, on your path to success. Go forth and network with HEART & ATTITUDE and remember to root for the underdog…tis the season of Champions!

Copyright © 2005 Strategic Business Network. All rights reserved. You may copy or distribute this article or any of its contents providing this copyright notice and full information about contacting the author are attached.  Contact Judy by e-mail at judy@strategicbusinessnetwork.com or by telephone at (615) 474-1952.