Paula White

Your approach may be missing a prime ingredient in relationship marketing: being human. You have to demonstrate two characteristics to achieve success in business and in building business relationships: acquire quantum competence and develop quality alliances. Both of these take time.

Here are some practical, genuine and lasting ideas you can consider to make connections that are :

1. Find ways to increase their business. Find out how you can help the other person get business and you'll have a strong advocate for your own business.

2. Concentrate on what they really need. Listen to them and hear their problems. Listening and providing assistance to others is a wonderful way of opening doors.

3. Make it a point to remember anniversaries, birthdays and important events for others. Think of something special to send.

4. Follow up beyond the follow up. Just remember to make sure the follow-up is relevant and provides value to the recipient.

5. Combine technology with the human element. Don't rely only on e-mail. Instead, blend a follow-up and "getting to know you" campaign that involves e-mail, postcards, telephone messages, personal visits and other elements. Yes, use technology, but focus on people and their needs.

It takes hard work to make relationships work. Plan for the work you'll do as you establish, build and maintain profitable business relationships. Relationship marketing takes planning, preparation, providing value and persistence.

Make your networking work by applying one or more of these principles. You'll have a bountiful harvest over the long term.