Here are some excellent ideas for effective networking:

• Make a great first impression.
• Be sure that what you wear gives you confidence and projects professionalism.
• Be prepared to answer questions that come your way.
• Have a generous supply of marketing materials that advertise your services.
• Keep a stack of business cards at your fingertips and be sure to pass them out liberally.
• Collecting business cards from others is just as important. If they don’t have one, have pen and paper at the ready and be sure to jot down critical contact information – phone number, e-mail address, the name of their assistant.
• It is absolutely critical that you take copious notes on everybody you meet and add those notes to your database.

Take it one step further: Make an appointment to make an appointment. Remember your ABCs – Always Be Closing!

Your goals are to engage and inform, and most of all, to make them remember you. The truth is, most people want to talk about themselves. So be a good listener and ask good questions.

Remember, networking means putting yourself and your name into the arena to develop new relationships. It does not mean going to an event with someone you know and staying together. You can certainly arrive together, but go your separate ways, be bold, and introduce yourself to people you don’t know.

Part B: Be Interested

A memorable conversation is a great first step in networking. As intuitive as the following concepts appear, during a networking situation, it’s easy to forget basic etiquette. So here’s a reminder:

You can start by saying “Hello” and introducing yourself.

When they respond with their name, make sure you remember it. Studies show that most people are so focused on their own name in introductions, that they promptly forget the name of the person they’ve just met. Don’t be one of those people. Never forget a face or a name. Try to use their name in the conversation. Be genuinely curious and attentive. And remember to listen, always listen.

Your next lines might be:

“Nice to meet you.” –Be sure to include their name

Then ask, “What do you do for a living?”

Follow-up questions could include:

Who do you work for?
How did you get into that business?
How long have you been doing it?
What did you do before?

Don’t be afraid to switch to personal questions:

Where do you live?
Do you have any kids?
Do you play golf?
What’s your favorite baseball team?

Ask open-ended questions that invite them to offer their opinions. Here are a couple of examples:

“How do you think the new Home Depot will affect business in town?”

Or:

“They’re finally opening up that new bridge. How do you think this will affect traffic?

Thoughtful questions like these allow opportunities for discussion and keep the conversation lively.

Be excited about what you do. Know your business inside and out. Your enthusiasm is contagious.

Sharing your enthusiasm shows passion for your business which translates to success.

Maintain a positive attitude. People respond well to people who are confident and upbeat. Be kind and helpful and invest yourself in the process. People recognize and appreciate sincerity.

Never make a promise you can’t keep. Underpromise and overdeliver. People remember and respect that.

People will also remember interesting conversation, so other ways to prepare for a networking event might include a quick review of jokes or anecdotes that help break the ice. Stay up-to-date on current events and keep an eye on business trends. It’s also good to know and keep connections in other industries so you can be a resource for the people you meet.

Remember, it’s not enough just to make new contacts. You have to maintain them. That’s when the hard work begins. The follow up process starts the minute you meet. Promise to follow up and then get the relationship off to a great start by delivering on your promise. By continuing the conversation and nurturing the relationship, your networking will pay off.