Hello my networking friend. Welcome back!

Now that you are more comfortable with networking, have used the techniques in previous tours to gain more confidence in your networking, and have had more individual meetings with fellow networkers, it's time to think directionally: UP, DOWN, and ACROSS to be exact.

Curious?

Let me explain.

Networking UP

Have you a person in your network who intimidates you because of the position she holds or because of the level of success she has achieved? To make matters even more frightening, you know this person would make a great referral partner for you but you are hesitant to do what it takes to create a great referral partner relationship? This is normal, AND, you should try and find yourself across the table from this person for a 1-2-1 meeting.

Tenacity is the name of the game here, I promise you'll be better off for having pursued someone you look up to.

Find your UP Networker

Once you've made the decision to network up, use the relationships you've already created to help you gain access to the person you seek. Ask around, surely someone in your network knows someone who knows someone who knows her.

If you don't have anyone to make an introduction on your behalf, try the direct approach. Walk up to and begin a conversation. Use some of the great techniques in Liel Lowndes' book How To Talk To Anyone to build rapport.

(From Lowndes' book, I recommend technique #1, the Flooding Smile, technique #19, The Swiveling Spotlight, and technique #51, Grapevine Glory.)

You may have to have a few conversations with her before you build up enough rapport to ask for a meeting, that's ok. You've got time. Once you've asked for the meeting, start doing your research.

What To Ask

You will want to research her on the usual suspects; Linked In, Facebook, and her website.

Do not use this research to show off during the meeting, spouting all of the facts you've memorized based on what you found online. Instead, use the information to prepare engaging questions.

In addition to engaging questions based on your research, ask two additional questions:

• If you were starting your business all over again, what would you do differently?

• Would you be willing to share a time in your business when you wanted to quit, and what kept you from giving up?

During a training call with Nikki Rausch, I learned highly successful people in high level positions are expected to put out fires; a skill for which they are rarely recognized. Competent people still feed off of compliments.

Give the person a genuine compliment that shows you've put thought into what you have noticed. Instead of saying, "You're so great!" say, "I've noticed when we are at the same networking meetings, you don't sit down until you have spoken to every single person in the room. You inspire me to do practice greeting the entire room, instead of just finding my friends and immediately sitting down with them."

This may go without saying: Don't pitch. Once you start pitching, you are just another person wanting something....another action item on her very long "to do" list. You'll be just like everyone else, and you'll not likely get her attention or help in the future.

Finally, ask how you can help. You may think there is nothing you can do to help such a successful soul. Fight that self limiting belief and ask anyway. You don't know what the answer will be, and the question will land on grateful ears.

One last tip; bring a notebook and write down her valuable nuggets. She will have plenty. Be genuine and warm. As will ALL networking activities, take your focus off of yourself and place it on her from the second the meeting begins until the second the meeting ends.

Go network UP my friend, and remember;

Tenacity is the name of the game!

Faithann Basore and her husband Dave have owned Window Cleaning Plus (WCP) for 10 years. Growing WCP through networking has given Faithann the desire to guide other small business owners through the networking terrain so they can feel comfortable and build long lasting relationships in their business.

Got networking questions? Email me at [email protected].