Seems to me there's too much emphasis these days on "social networking" as a business-building tool.  Not just Facebook and Twitter and all of those ways of getting your name out, but the plain old networking— going to civic clubs and business expos and handing out your business card.

All of that is well and good (provided it doesn't take over your life, as I'm hearing about some of the online social networkers/addicts).

But it's not enough to have your name out there and recognizable:  even more important is to have a GOOD name, one that carries a positive aura.  We'll be focusing on that issue in this and the next item in this series.

Here's an example of what I mean:  A while back, my father-in-law died in
Charlottesville, Virginia. The funeral was held in, Scottsville, a picturesque Civil War era small town nearby.  I ot chatting with the recently-retired owner of the funeral home, Latham
Jones.

When Latham heard that I edited this website on
sales training, he told me of an experience he'd had:

"A while back, I
was thinking of making an investment — not in anything relating to my main
business, just a side venture. I asked someone I know for some background
information. Let’s call him Gerry. He happens to be in sales, but not in any
field that would ever relate to my main business or this new venture I was
thinking about.

"Gerry knew from the start that he wasn’t going to get anything
out of helping me. No matter, in a few days he got back to me exactly the info I
needed, and was very happy to help me, just for the sake of helping.

“I appreciated that, but I learned a lot about
him, too. First, that he wasn’t just out for the short-term win. Second, that
when he made a promise, he kept it.

"You can be sure that I’ve recommended him
every chance I get — and in my business, you meet a lot of people, and they
listen to your recommendations.

“And there’s something else I learned. Given the
way Gerry treats people well, even when there’s no direct benefit to him, I
realized that if — heaven forbid, but if — times ever get really hard, Gerry is
going to be the last one still standing.”

The last one still standing.