Making the right contacts in business is extremely important to your success.

The truth is, no one really has cornered the market on networking as a contact sport. Networking is too big a sport for anyone to ever get a corner on it. For those of you who are successful, however, it's more than a favorite pastime. It's a way of life.

Most successful business women that I know are active networkers. Women excel in networking. Ask me, I know. I know a professional networker when I see one. I have built my professional speaking and publishing career by networking.

Meeting people is a must. It's not only "who you know," it's "who knows you." Meeting the people who count has to be a top priority. Meeting the right people gets you noticed and gets you places. If you have a desire to work smart, networking is one way to effectively do that.

Successful women in networking are not shy. Nancy Siegel, owner of Nancy Siegel Insurance Agency, Inc., says, "Don't be afraid to be the first one to speak to a stranger. Most people feel as uncomfortable as yourself and are usually glad to have someone to talk with after the ice is broken."

It has been my experience that women seem to have a special knack for networking. Perhaps it is inbred in our culture. Women always seem to intuitively understand where to go or who to contact for just about anything they need or want to know. There are many men who are very successful at networking, however, when it comes to being creative with contact talents, women get "thumbs up" from me.

Let's put networking in the right perspective. For the purpose of this discussion, let's work with a definition of networking that has served me well.

Now, lets take a moment to think about that. Is that a belief system you could buy into? Read it again.

It is estimated that 65 - 75% of those people who are actively engaged in networking are women. People who network keep score by how many business leads they give others, not by how many leads they receive.

Kathy Holt, owner of Forget-Me-Not Gift Baskets, Inc., says, "If you really network right, with a commitment to only helping others, you will get back twice as much and make lifetime friendships." She should know. Kathy experienced a 38.6% increase in business in five months after she joined The Tulsa Business Connection, a group I founded in 1985. She also recommends joining and getting involved with the Chamber of Commerce.

You won't find people who take the easy way out actively participating in networking groups. Experienced networkers can spot someone who is only in it for themselves a mile away. People who want something for nothing do not succeed at networking. They fade in and drop out.

We erroneously call these people losers. They are not losers, they have yet to understand that to be successful you must first have integrity and second, commitment. They seldom stay with a project until its completion. Therefore they don't do well when networking because networking demands both integrity and commitment. People who know the truth behind my definition of networking know that when you help others get what they want, you ultimately get what you want.

High achievers consistently are looking for a way to better themselves and to assist others in the process. They know that by participating in someone else's success, they become more successful. You can't be afraid of hard work and effectively network.

Networking works. And you must consistently work it. Rose Mary Winget, sales manager at McCaw Communications once told me, "Don't say you don't have time. You don't have time not to network." Her entire sales staff is actively involved in networking groups. She also hired me to present my networking seminar, Networking: Making the Right Connections, to her group.

Rose Mary's experience has taught her that networking gets quicker results than prospecting. When you prospect, you are looking for potential customers and clients. When you network, you capitalize on the alliances you have developed with others in your network; they do your prospecting for you.

It makes sense. You can multiply your own personal effectiveness by the number of people you know, who believe in you, like you, trust you and are committed to refer business leads to you. Isn't it a better use of your time to develop close personal and business relationships with people who are on your side and will help you succeed?

Many salespeople never get down to business. Their only interest is "busy-ness." I don't know about you, but busy-ness has never made me any money. To be successful, you must do what counts. Focus on what matters. Networking is building supportive personal and busines relationships; it's meeting new people and making new friends; it's helping others help themselves.

Marilyn Minter, a former Tulsa real estate agent started her own networking group, "Tulsans Networking Tulsa" (TNT) in March, 1991. Marilyn says, "Networking has given me the opportunity to make contact with literally hundreds of people. I never would have met those people without networking. The heart of my real estate business came from the personal referrals acquired while networking." Her advice to women who are considering networking, "Get started. Be patient. Believe in yourself and never quit."

Within the concept of networking is a blueprint for change. With change comes new ways of thinking. If you always do what you've always done, you will always get what you've always gotten.

There is only one way to keep your career growing. YOU must keep growing. Ask the women who network about the personal growth they have experienced. Ask them about how much better they feel about themselves now that they are doing more of what the pros do.