Whether you're an introvert or an extrovert, feel like you have the gift of gab, or just don't know how to make small talk—networking know-how is very important for your business success. There is a notion in business that I believe most of us subscribe to that says all things being equal, people will do business with and refer business to those they know, like, and trust. And the key to this is obviously being able to develop relationships.

Think of networking as the cultivation of mutually beneficial, win-win relationships. In order to be win-win, there must be GIVE and take (notice the emphasis on give). Networking shouldn't be viewed as events where you go to sell your business. When effective networking is taking place, the parties involved actively share ideas, information, resources, etc.

Okay, so you know that you should be networking because it is one of the most cost-effective lead generation activities when used wisely, appropriately, and professionally. But, maybe that seems easier said than done. Here are seven steps to really get going with networking for your business.

I was at breakfast with a friend the other day and we were talking about networking and building our respective businesses.

“I don’t think I’m threatening enough” he said.

“Excuse me?” I wasn’t sure I heard him right so I asked him again. “What do you mean by that?” He responded that a sales coach had told him he’d build his business much bigger and faster if he was more threatening.

"Selling's hard," she moaned, shoulders drooping. "I get told "No" a lot more often than "Yes" and I'm not sure how long I can keep this up." How many times have we heard comments like this from a sales person? Selling is hard, but for many it's harder than it needs to be. With a proper mindset and the right approach, sales can occur much more "naturally." So what does it take to be successful at sales?

Do you remember the last time you went to a dealership to buy a car? Over the years, my experience never varies. I pull up at the dealership and a sales person literally runs over to my car and tackles me before I even get out. The sales person's first question? You guessed it: "What would it take to have you drive home in this new car today?"

In sales, we call that type of question a "closing question." Any good sales person will tell you that you shouldn't ask a closing question until you are sure that the answer will be "Yes!" And, to get to a "yes" answer, you need to first determine what that prospect's needs and wants are.

You can't see them - so how do you sell them? That's the problem with services. In this classic field guide to modern marketing, Beckwith covers a lot of territory. Christened "a classic" by Swim With the Sharks author Harvey Mackay, this book is a treasury of 160 quick, practical and easy-to-read strategies. So much ground is covered that a worthy summary might be almost as long as the book itself.

How many times have you sat through a sales meeting, or any meeting for that matter, where you've heard someone make the suggestion: "We've got to think outside the box!"? It's a phrase that doesn't need a lot of explanation. In fact, it's seems like the perfect phrase to capture the frustration we experience when our imagination feel strapped and our thoughts appear stuck to the soles of our shoes.

Have you ever watched a movie and immediately known that some parts of it would stick with you for a long time? That happened to me when I first saw the critically-acclaimed Glengarry GlenRoss, a 1992 movie about four real estate salesmen who use mostly deceptive tactics to sell residential properties. Jack Lemmon, Al Pacino and Alec Baldwin head a cast of characters driven by greed, need, and ego. What sticks with me (besides the film's notorious use of profanity) is how deftly the movie demonstrates some valuable lessons about what to do and what not to do when it comes to the buying and selling process.

Let's examine a few of these:

This book has been on my reading list for awhile. Then, its recent endorsement by commercial real estate broker-extraordinaire Peter Pessetto prompted me to act. "Mr. Shmooze" is the story of a man who lives his life and performs as a salesperson with the conviction that selling is not about "taking" or "persuading," but about "giving." Sometimes shmoozing (or schmoozing) has a negative connotation, as when a person acts kindly toward someone else in order to take advantage of them in some way.

So, you were finally able to schedule that all-important meeting with the sales prospect. Now what? Well, of course, you need to prepare. But what does effective preparation entail? And what is critical during and after the meeting? Many sales people overlook the "easy stuff", often resulting in lost sales opportunities. There are many reasons why a sales person does not get the result they want from meetings with prospects. They may be lazy, too "salesy", or just not very competent in general. Well, regardless of your situation and level of expertise in sales, here are some "easy" things you can do to help your next sales appointment go well.

1. Clear communication. Use the KISS (Keep It Short and Simple) method - it does not have to be complicated to outline exactly what is expected of them daily, weekly, monthly and quarterly.

2. Motivate your current sales team with incentives, rewards and, most importantly, acknowledgements of a job well done. Dissatisfied sales professionals often lament the fact that their achievements are not noticed nor seem to matter.