Everyone’s heard “It’s not what you know, but who you know.” Actually, it’s neither. When it comes to business networking, what counts is who knows your sales reps! Pass on these guidelines to make sure your sales pros capitalize on every opportunity to make a new contact:

ALWAYS SAY YOUR NAME.

Most people remember faces more easily than names. When you add a name to your smile and handshake, the person you’re meeting will be grateful for making them feel at ease. I simply say, “Chris, Wendy Kinney, great to see you again. How is that new project coming?”

SAY YOUR NAME BEFORE YOU’RE ASKED.

Isn’t it irritating when you place a call and the receptionist asks who’s calling? It’s also frustrating when someone calls and expects you to recognize their voice. Eliminate these frustrations by simply saying your name first. I do it this way: “Hello, this is Wendy Kinney calling for Lynn Smith.”

SAY YOUR NAME EVERYWHERE.

Have you ever received an email message without a clue who sent it? Your reply can’t be as friendly and specific as it would be if you knew who you were responding to. Be sure your full name shows in front of your email address and your email messages end with a signature file. (Click “Help” in your e-mail manager to learn how.)

In the race for success, it’s who knows you that counts!