A great way to end a conversation with a network contact is to ASK the question -- "How can I help you?" -- then listen carefully and probe for details if necessary. If you can deliver on the request, then deliver -- as soon as possible -- or follow up with a recommendation for someone who can help if you know of someone.

Now .... How do YOU answer that question when someone in your network asks YOU? Be prepared to let people know how THEY can help you. In advance of every call, consider how you would answer that question -- being as clear and as specific as follows. Write down your answer to that question if necessary. Others can and will help you, but ONLY when you let them know how.

How can I help you?