Keith Ferrazzi - Never Eat Alone

When we are truly passionate about something, it's contagious. Our passion draws other people to who we are and what we care about. Others respond by letting their guard down. Which is why sharing your passion is important in business.

I can tell more about how someone is likely to react in a business situation from my experience with them at an intimate dinner, or after just one strenuous workout, than I can from any number of in-office meetings. We just naturally loosen up outside the office. Or perhaps it's the venue itself—not to mention the wine over dinner. It's astonishing how much more you can learn about someone when you are both doing something you enjoy.

I have a friend who is the executive vice president of a large bank in Charlotte. His networking hotspot is, of all places, the YMCA. He tells me that at 5 and 6 in the morning, the place is buzzing with exercise fanatics like himself getting in a workout before they go to the office. He scouts the place for entrepreneurs, current customers, and prospects. Then, as he's huffing and puffing on the StairMaster, he answers their questions about investments and loans.

Besides food and exercise, I sometimes take people to church.

That's right, church. I attend a mostly African-American and Hispanic Catholic Church in Los Angeles—St. Agatha's. It's wonderfully "unorthodox." Instead of "passing the peace" in the form of a simple handshake, a gospel choir belts out uplifting tunes while the congregants walk around the church hugging each other for ten minutes. It's an amazing scene. I don't try to foist my beliefs on anyone; the people I bring along—whether an actor or lawyer or an atheist or Orthodox Jew—tend to see my invitation as a kind of personalized gift. It shows them that I think so highly of them that I'm willing to share such a deeply personal part of my life.

Contrary to popular business wisdom, I don't believe there has to be a rigid line between our private and public lives. Old-school business views the expression of emotions and compassion as vulnerability; today's new businesspeople see such attributes as the glue that binds us. When our relationships are stronger, our businesses and careers are more successful.

Take Bonnie Degrius, a consultant who used to work at the Gartner Group. Bonnie sends her list of contacts and associates an annual newsletter that is, well, all about her. She writes of the new and exciting things she's working on, or about her family. She wrote about how the death of her father changed her life. You might think those who received this letter were uncomfortable with such a public display of emotion. Just the opposite. More and more people—men, women, colleagues, and strangers alike— asked to receive Bonnie's letter. They'd write her back and tell her of similar experiences they'd been through. After a few years, Bonnie had a network that stretched across the nation. She's poured her heart and passion onto the page and, because of it, she's received the trust and admiration of hundreds in return.

Make a list of the things you're most passionate about. Use your passions as a guide to which activities and events you should be seeking out. Use them to engage new and old contacts. If you love baseball, for example, take potential and current clients to a ballgame. It doesn't matter what you do, only that it's something you love doing.

Your passions and the events you build around them will create deeper levels of intimacy. Pay attention to matching the event to the particular relationship you're trying to build. I've got an informal list of activities I use to keep in touch with my business and personal friends. Here are some things I like to do:

1. Fifteen minutes and a cup of coffee. It's quick, it's out of the office, and it's a great way to meet someone new.

2. Conferences. If I'm attending a conference in, say, Seattle, I'll pull out a list of people in the area I know or would like to know better and see if they might like to drop in for a particularly interesting keynote speech or dinner.

3. Invite someone to share a workout or a hobby (golf, chess, stamp collecting, a book club, etc.).

4. A quick early breakfast, lunch, drinks after work, or dinner together. There's nothing like food to break the ice.

5. Invite someone to a special event. For me, a special event such as the theater, a book-signing party, or a concert is made even more special if I bring along a few people who I think might particularly enjoy the occasion.

6. Entertaining at home. I view dinner parties at home as sacred.

I like to make these events as intimate as possible. To ensure they stay that way, I generally will invite only one or two people I don't know that well. By dinner's end, I want those people leaving my home feeling as if they've made a whole new set of friends, and that's hard to do if it's a dinner filled with strangers.

Of course, we all need to schedule the appropriate time with friends and family as well, or just to read or relax. While enriching your life to include others whenever and wherever you can, make sure you're not neglecting the key relationships in your life.

When your day is fueled by passion, filled with interesting people to share it with, reaching out will seem less like a challenge or a chore and more like an effortless consequence of the way you work.

How often do you find yourself standing face-to-face with someone you've met before, but you can't recall their name?

We live in a fast-paced digital world that bombards us with information. Our inboxes are a constant procession of new and old names demanding our attention. Our brains are in constant overdrive trying to keep track of all the bits and bytes and names that cross our desk each and every day. It's natural that to stay sane, we must forget or ignore most of the data clamoring for a sliver of real estate in our already overcrowded noggins.

In such a world, it's incomprehensible that only a small percentage of us decide to follow up once we've met someone new. I can't say this strongly enough: When you meet someone with whom you want to establish a relationship, take the extra little step to ensure you won't be lost in their mental attic.

Just recently, I was down in Florida giving a speech at an awards ceremony for past and present members of my college fraternity, Sigma Chi. I probably gave my card and e-mail address out to at least a hundred people that night. After the black-tie affair had ended, I retreated to my hotel in the wee hours of the morning and checked my e-mail. There, in my inbox, was a simple gracious note from a young fraternity brother expressing his thanks for the speech, what it meant to him as someone who came from a similar background, and his hopes that someday he and I might sit down for a cup of coffee. Within the next two weeks, well over a hundred people e-mailed or called to express similar sentiments. The follow-up I remember best is the one I got first.

The most memorable gifts I have ever received are those whose value could not be measured in terms of dollars and cents. They are the heartfelt letters, e-mails, and cards I receive from people thanking me for guidance and advice.

Do you want to stand out from the crowd? Then you'll be miles ahead by following up better and smarter than the hordes scrambling for the person's attention. The fact is, most people don't follow up very well, if at all. Good follow-up alone elevates you above 95 percent of your peers. The follow-up is the hammer and nails of your networking tool kit.

In fact, FOLLOW-UP IS THE KEY TO SUCCESS IN ANY FIELD.

Making sure a new acquaintance retains your name (and the favorable impression you've created) is a process you should set in motion right after you've met someone.