Adam Small

Restaurant owners know that garnish is where the profit is. A sandwich on a plate - $3. Add chips - $4.50. A pickle and a sprig of parsley - $7.95.

Good networkers understand the value of garnish too. It's those little in between times when we find out what we have in common, laugh a little and learn to trust each other.

Tuna on bread is foundation and meat. Add a leaf of lettuce, a few capers, some diced cucumber and a sandwich becomes a memorable meal. Attending a meeting is a foundation activity (gotta have the bread). Trading info about our businesses is the meat (otherwise we can't pay the mortgage). But we become memorable and valuable - we build a network - when we garnish. Add the networking tools below to your condiment shelf.

1: Make a phone call. Start with "I haven't seen you for a while - you must be busy, that's good". BEWARE: Do not segue into a sales pitch. They will think that's why you called.

2: Send a card. People often mention their birth date. How many cards did you get last year? Receiving one would be memorable then? BEWARE: Watch out for sarcastic humor. You want them to feel good when they think of you.

3: Forward an ezine. Add two sentences telling why this made you think of them. BEWARE: The information must benefit them, not pitch you.

4: Go to lunch. Where else can you give, and get, undivided attention! BEWARE: Don't spend the afternoon; they'll hesitate next time.

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