How to Make
the Most of
Networking Events

Networking events are common and important opportunities for new business owners to generate some leads and meet the people who can help you achieve success.

Different events have different purposes, so you want to be sure that you are attending the networking events that will get you the support you need. For example, if you manufacture and sell parts for farm equipment, you will want to attend events frequented by people who make, repair, and operate farm equipment. Specialized conferences and trade shows would probably be best for you. On the other hand, if you are looking for partners for your network marketing business, there are many networking options that would serve you well, from Chamber of Commerce mixers to trade shows to service club events.

Once you have select the best networking events to attend, you need to make the most of the opportunities.

Come prepared. Bring your business cards, plenty of them. It is a major mistake to be caught without your business cards when you need them. Remember, your business card is a little piece of you that leaves with people. Read my tips for getting the most out of your business cards.

Don't be late. You don't want to be the first one in the room (and if you are, you should offer to help with set-up, if needed), but you definitely have an advantage if you show up early enough to be there when most of the others arrive. You want to make the most of your opportunity to talk to other guests who may have business to send your way, or who may provide exactly the solution you were looking for.

Enter the room properly. Make sure your appearance is exactly as it should be, square your shoulders, smile, and own the room. If you can appear confident, that confidence will attract people. Try to seek out the host of the event first to thank him. If you don't know who the host is, you can find out from the registrar or whoever is at the door who the host is, and go up to thank him before you do anything else.

While you're at it, chat with the registrar for a moment too. This person could be anyone from a secretary to a president, and he or she will know everyone in the room. The next person to be absolutely certain you speak to is the speaker.

Have your pitch prepared. You may have heard of the term, 'elevator pitch.' This is a short (25 words or less) introduction of yourself that says who you are and what you do. It can be amusing and clever, but not salesman-like; it should be specific and tell exactly what you do; and it should be very memorable. For instance, if you are a marine biologist, you can introduce yourself as someone who is used to swimming with the sharks. The most important thing to remember is that this pitch may be your only chance to make a good first impression - and it may be all that people remember about your business when they leave.

Don't forget that the purpose of networking events is to meet people and build relationships. Don't stand off to the side by yourself, and do not limit yourself to talking with ony one or two people for the entire event.

Focus on each person you talk to, and listen. Don't be afraid to make a little small talk. You're trying to meet people who you might be able to do business with later. When you really focus on the other person and stay “in the moment”, you are guaranteed to make an impression.

Give out your business card generously, but take special note of each card handed to you; if there's something you want to remember later, don't hesitate just as actually more important for you to have the other person's card than it is for them to have yours. When someone gives you their business card, you have all the information you need to contact them later - that is very valuable information.

Make sure you say good-bye properly. Don't just slink out of the room. Seek out the host and thank him (or her) again, then go around to anyone else you really want to make an impression on and tell them goodbye personally. If you made any promises, reiterate them and give them a timeline – then stick to it later.

Follow up. Technically, this comes after the networking event, but it is a critically important part of the event for you. If you committed to contact someone within a day or two, do it. You should send a card or handwritten note to anyone who gave you a business card. If nothing else, you should write that it was pleasure to meet them and you look forward to seeing them in the future. Adding something that you learned about them and their business makes it even ore personal - and even more likely that they will remember you. Little things like this will help you to build relationships that will help your business grow.

Click here to read more about Relationship Marketing.

Finally, prepare for your next networking events. Try to attend one or two groups regularly – the local Chamber of Commerce, for instance, is rich in opportunity. Go to other meetings and events occasionally as well just to widen your network. Above all, have fun with it. Be yourself. You never know if the next person you meet will end up being the person who helps your business really take off.

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