People enjoy doing business with those they know and trust. Networking is the best way to expand the list of people you know and consequently the number of people you do business with. Bob Burg, author of "Endless Referrals", defines business networking as "the cultivating of mutually beneficial, give-and-take, win-win relationships``. When used correctly, business networking can help you to develop relationships, expand your client base and get you a steady stream of prospects.

Instructions:

1 )Introduce yourself to people wherever you go, especially at professional and trade events. Ask them questions about their life and interests. Use the acronym FORM (Family, Occupation, Recreation, Motivation) as a guide on what to ask them. People like to talk about their family, work, what they like to do for fun, and things they're passionate about. You'll begin to build valuable relationships.

2 )Exchange contact information or business cards with the people you meet. As you do, keep the focus on how you can help them. The more you focus on them, the more you'll stand out as most people usually focus on themselves. Remember that each person has a sphere of influence, and as they grow to like and trust you, the more inclined they will be to refer you to others.

3 )Keep an organized list of your contacts in a planner, rolodex, or computer program. After getting a phone number or business card, send a thank you note, email or make a quick phone call to say how you enjoyed meeting them and how anyone they refer to you will be treated with the utmost professionalism.

4 )Utilize social networking websites that are designed to help you connect with other professionals and businesses. Focus on two or three that you can easily monitor, update, and maintain your contacts. This is a great way to gain exposure for your business and identify new ways to expand your market.