You, A Crowded Room, NOW What?

Ever hit the door of a networking event and just freeze? All those happy smiling people standing there waiting for something brilliant to come out of your mouth and suddenly you are completely thrown off your game. So you do one of three things, you immediately look for someone you know and quickly engage them in conversation, or you stand there like the nerd at high school dance with no one to talk to, or worse yet you walk up to strangers introduce yourself and spend the next fifteen minutes talking a mile a minute about absolutely nothing. Believe me we have all been there.

Yes, networking can be intimidating and at times a little overwhelming. However, I believe no skill produces a better return on investment than networking when it comes to growing your business. It is well worth your time and investment to learn how to make your networking fun, easy and incredibly productive.

Let me let you in on a few little secrets: Networking is a skill that needs to be learned (I don't believe anyone is a natural networker); Networking is a skill that anyone can learn and be good at; and Networking holds the key to helping you be successful in any economy. So how do you network effectively? How do you network so that it is fun, easy and productive?

First, Make A Plan!

I want you to sit down and think about networking before you do it. So many of us have no rhyme or reason as to why and how we choose our networking events, how we determine who we need to meet, and what we ultimately hope to achieve. If you want your networking to be effective, then you need to first know why you are networking. What do you want to gain and what are your goals? Do you need new clients, better relationships with existing clients, a new job, better job, people to go mountain biking with? It doesn't matter what your purpose is, you just need to know it so you can choose the right events with the right people.

Networking is most effective when your purpose aligns with your event. Make sure the events you choose to attend put you in direct contact with the type of people who can help you achieve your purpose.

Second, Make An Impression!

Your goal with networking is to make an impression - a positive one. You want people to want to know you and want to talk with you. That all begins with how we look, how we introduce ourselves, and the value of our conversation. It all begins with our personal brand.

Professional dress, a smile and great eye contact will make you appear confident and approachable. Your introduction should not only help people understand what you do, but at the same time ensure you standout from your competitors, and your conversation needs to be 80 percent listening and 20 percent asking questions. Asking questions and listening is how we establish trust early on, and how we identify ways we can add value and take the relationship to the next level. Remember, networking is not about you. You're there to listen and learn about others.

Third, Make It Count!

Networking is a beginning not an end. You need to know what your next steps are before you leave an event. Then within 24-hours you need to follow-up on those next steps and take action. Remember your second or even third meeting with a networking contact is NOT a sales call. You're still building the relationship and determining if you can be of service. Focus your second and third calls on adding value.

Follow these three steps - Make a Plan, Make an Impression, and Make It Count - and watch your networking become fun easy and productive. Watch your prospects turn into customers!

By Meridith Elliott Powell

How to Grow Your Business by Positioning Yourself As the Expert in Your Field

With the explosion of the internet and massive growth of small businesses actively networking, your own profession or market can seem very crowded. Wouldn't it be great if, whenever someone in your community was looking for services such as yours, they immediately thought of you!

Lots of business owners try to be all things to all people, all of the time because they think it's easier to market to anyone and everyone and to specialise would limit them. So what are the benefits of having a clear niche and specialism? 

• People like and are attracted to experts
• People remember experts - (who do you remember for example as the expert in helping women feel GREAT about their bodies)
• People are more likely to refer/recommend experts or those with a specific niche, because they remember more clearly what you do and who you do it for!
• Marketing is easier (Oh yes!!!) - many people think it limits them, but actually it positions them!
• It keeps you focused - look what happens to certain retailers when they lose or don't have a focus.
• Publicity is easier to get - journalists and the media love experts too!

So how do you position yourself as the expert in your field?

One of the most important things that any business owner needs to know (in detail) is who exactly they are marketing and selling to; their specific target market and ideal clients.

You need to know the specific needs, challenges & aspirations that your target market has in relation to your services. This way you can you speak THEIR language and build rapport with them easily and quickly, both online and offline.

And once you know your niche area well then you need to continually look for opportunities to demonstrate your knowledge and expertise. You can do this through a combination of: 

• Public speaking - networking events, professional societies and clubs
• Networking, this is actually easier and more effective when you have a clear niche
• Blogging
• Articles
• Regular writing spots - online or offline - what do your target market read?
• Writing and replying to forums
• Writing books on your specialist subject
• PR - what do your audience read or watch regularly?
• Seminars specifically aimed at your target audience
• Creating raving fans (another subject!)
• Free reports and products on websites - a stepping stone to purchasing your full service

The question is, does your marketing make it totally clear who your ideal clients are and what you do for them... or is there room for a little more focus?!

Jenny Littlejohn is a Marketing Coach who specialise in helping service professionals (especially coaches, therapists, consultants and trainers) who are stuck, confused and frustrated with their marketing and business development efforts. Jenny helps them to define precisely who their clients are and how they buy in order to develop and implement an individually tailored marketing program that makes them stand out from the crowd and attract their ideal clients.

By Jenny Littlejohn

Unique Ways To Promote Your Cosmetics Business

Cosmetics consultants have the flexibility to market their business as they choose, but unfortunately they are often limited by small advertising budgets. Backing from the corporate office is sometimes available, but for the most-part it's up to the consultant herself to foot the bill for business promotion. Thus, many of these businesspeople are constantly looking for ways to promote their cosmetics business affordably and effectively. Here are some great ideas:

1. Mailing Lists - Customers have to see your products to be interested in buying them, so a mailing list is the best way to ensure they receive notification about new products, great sales, and seasonal promotions. In addition, having a mailing list is helpful because you can track your client base and reconnect with those who haven't placed an order in awhile.
2. Group Parties - Everyone loves a party! Encourage your best clients to host a party for her friends, family members, and coworkers. Offer the hostess a discount off her order, or even some free product in exchange for a chance to present your business in front of the party guests. If you offer a good enough party promotion, you can even feature it on a car window decal-this is a great way to reach out to a prospective client who will bring you even more new customers!
3. Holiday Gift Baskets - Women aren't your only clientele. Husbands, boyfriends, bosses, etc. are another huge market you can reach. By creating bundle deals or gift baskets for the holidays, you are preparing a fun and unique gift that every woman would love. Include this information in your mailers so your clients can tell their significant other what they want for the special day.
4. Before-and-Afters - The best way to sell your products is to show potential customers what they can do, so create an archive of before-and-after pictures showing your best makeovers. These can be compiled in a binder which you can take with you to classes and appointments, but you can also use it in your marketing. If you really want to be bold, put your own before-and-after on your car signs! Customers will respond very well when they see how proud you are of your products.
5. Social Media - Social-networking is a fun and unique way for consultants to connect with their customers. Create a page for your business so your clients can follow you and stay in the loop with your current promotions and specials. Offer contests, drawings, or daily deals to your followers, which encourage more interaction and keeps your customers excited and happy. In addition, this gives you a forum to share your expertise with your clientele. Consider blogging about makeup tips or skincare-the more-authoritative you seem, the more clients will respond and want to buy from you!

There are many other ways to promote your cosmetics business, but hopefully these 5 give you an idea of where to start. Trying something unique is not only a fun way to promote your business, but it also makes you look current and relevant. Don't be afraid to think outside the box with your promotions-you'll see the results when you make your business stand out!

By Michael Allen

Connect With Clients Through Business Networking Events

Business networking events are no longer the gaggle of suits pressed into a dry boardroom during the lunch break. They've grown with society and adjusted to our social nature and calls for entertainment to include anything from drinks after work to shooting, indulgent spa days to enjoying a fine cuisine meal with the top chefs in the country.

Essentially, the old excuse of 'but they're so boring' no longer stands. Moreover, networking has been recognised increasingly over the last decade as a crucial way in which to consistently grow your business and gain new clients through trusted recommendations and contacts.

With no hidden agenda, or pressure for results, business networking events are exciting and informative. Created to enable constructive and yet enjoyable networking, the usual format is to mingle and chat over drinks before a dinner, lunch - or in some cases, relaxing spa treatments! Such events are designed to develop not only vital business connections but also more personal skills too, with benefits including an increase in self-confidence and smoother face to face communicational skills.

These sorts of events are perfect if you're new to networking, or tired of the old regime. Most business networking events have limited places so members are able to move freely, avoid that 'crowded room' feeling and talk to everyone in depth, rather than a skin-deep brief 'hello'. From this, members take away a more personal connection with the other professionals and it is thus a natural conclusion to continue to meet with these like-minded people outside of the networking circuit, from which meaningful business relationships can develop.

Exciting events that enable you to meet new clients, business contacts, leads and customers

By effectively building strategic alliances with other professionals at business networking events, it is possible to explore new business opportunities, discuss common pitfalls in all businesses, take advice and learn from each other in an informal environment whilst making business connections who can recommend their allies to potential clients. For many, one of the most important benefits of business networking events is that it removes the need to cold call - something few people, be it clients or contractors, are fond of.

By  JANE ARBOUR

Networking Events Are a Waste of Time

...UNLESS you have learned the collaborative etiquette of networking!

Hmmm. Got your attention didn't I? I suppose all networking is good, however, what brings the most productive long-term benefit to both parties is the manner in which the relationship is built.

What is the collaborative etiquette of networking?

Collaborative, n.
1. The act of working together; united labor.
2. To work together, especially in a joint intellectual effort.

Etiquette, n.
1. The practices and forms prescribed by social convention or by authority.
2. The customs or rules governing behavior regarded as correct or acceptable in social or official life

So, collaborative etiquette is: The act of working together within the practice of mutually beneficial social convention. Put another way, it is networking in a way that subscribes to the idea that networking is about using your creative talents to help others achieve their goals as you cultivate a network of people strategically positioned to support you in your goals... expecting nothing in return. Collaborative etiquette is the lubrication that makes things run smoothly. Without it, you may permanently alienate others.

And yet another way... it's practicing the "Go Giver" mentality not the "give to get" mentality. In other words, the "give to get" mentality is giving with an expectation of receiving something from the person you gave to. Not good. This is a set-up for disappointment because that is not the way it usually works. When you give it "always" comes back to you but not always from the person you contributed to.

Keep your expectations in check. Remember, unfulfilled expectations always cause problems. If you don't get what you expect, you get disappointed. Disappointment leads to resentment, frustration and upsets. Having expectations is a luxury you cannot afford in networking.

I am disgusted with the "meet" market mass hysteria that seems to follow very large networking events. And... nothing irritates me more than having a "Networking Nancy" or a "Networking Ned" shove a business card in hand and say, "What do you do?" and before I can answer, they interrupt with their unsolicited pitch without waiting to see if I care. Like they care? It doesn't feel like it. Like I care? Hardly. No one cares about your opportunity until they know how much you care.

Hysteria, n.
1. Behavior exhibiting excessive or uncontrollable emotion, such as fear or panic.

Fear or panic, eh? Seems to me to fit the profile of a networking newbie or someone who flat doesn't understand the collaborative etiquette of networking. The fear may come from their concern about business not being so good or that they feel they must work really hard to meet as many people as they can to help them or they will fail. They don't know that in networking we are there to stir up a collaborative relationship where we truly help each other.

Building trust comes way before giving a sales spiel.

Collaboration is the key to increased networking efficiency. Did you get that? Collaboration! That means to work together! Collaboration is a recursive process where two or more people or organizations work together toward common goals. There is another key... working together!

IMPORTANT: Networking is about helping each other. It is a two-way street!

Before me stands someone who is desperate to get business - coming from fear - rather than take the time it takes to develop a long-lasting relationship.

Desperate, n.
1. One desperate or hopeless.

Another irritant is having an MLMer (multi-level or network marketer) try to recruit me into their fold without telling me hardly anything about their scheme where I can make $20,000 a month. It seems to me that it should be this way: help someone understand and like the product by being a user of the product and much later... introduce them to a way that they might make a few extra dollars in their spare time. I know how it works because at one point in my life I was a very successful MLMer. Networking events are not about recruiting. If you are someone who does this, you will soon get a reputation as a networking pest and your networking opportunities will soon evaporate.

Sometimes I want to scream, "Stop trying to sell me. I don't even know you and you certainly have no clue about what my motivation is for being here!"

My friend, Jim Rohn once said, "The more you know, the less you need to say." Sometimes is is wise to just keep your mouth shut and let the other person blab on about whatever it is they do. Then excuse yourself politely and move on to meet someone else.

Be clear. Networking is using your creative talents to help others achieve their goals as you cultivate a network of people strategically positioned to support you in your goals... expecting nothing in return! And if a business lead grows from conversation with another networker that is the bonus! Not the intent.

At a networking event what comes first?

1. Small Talk

No serious banter about "your" business. It is get acquainted time. Introduce yourself then ask, "What do you do?" Show an interest in others. Establish eye contact, then raise a non-threatening small-talk topic. The purpose of small talk is to break the ice, build rapport and gain trust. Do you both "click?" Without rapport, there is no foundation to develop a long-term relationship. Offer a firm handshake. Wear a name tag on the right side of your jacket or dress.

"You can make more friends in two months by becoming interested in other people, than you can in two years by trying to get other people interested in you." - Dale Carnegie

Observe and listen. Listening is the heart of communication. Target the person's interests. Be mentally engaged in what the other person is saying. Interact with positive observations and questions about how you might help them. Look for a keyword or phrase that is in some way related to the topic that you would like to discuss with this person. Ask relevant questions and avoid wasting his or her time. Determine what the person believes he or she needs related to you, then link yourself to their needs. Offer to help if you think you can contribute. Never be afraid to take initiative. Be pleasant, respectful and polite.

Avoid any type of sarcasm or negativity. Offer no, "Business is bad" talk. Keep the conversation positive. Insert positive reinforcement into the conversation. Make good eye contact. Be relaxed and confident. Respect their personal space. Easy on the business cards (see #2). Never be afraid to ask for help. Most people are flattered to be asked for assistance, tips and advice.

"Be careful of receiving counsel from unproductive or toxic people-they don't follow their own advice. Healthy people will not join in your sorrow-they will show you a brighter vision!" - Steven Connor

Maintain focus on the one you are talking with. It is rude to be looking over their shoulder to see who else would be your next likely victim. It should only take a few minutes of small talk to help you make the right choice about whether this is someone you want to follow-up with.

"People who listen well are so memorable because they make us feel special when we are face-to-face. These smart and savvy communicators do not allow themselves to be distracted by phones, buzzing text messages or Blackberrys. They don't walk into a party, a meeting or a memorial wearing a Bluetooth. They are "in the moment" not waiting for someone, anyone -- to call, text, IM or twitter in the next moment. And we love them for that." - Susan RoAne

Postpone further discussions if the person wants to get down to business right away and there are others present. Exchanges business cards and set an appointment to consider the matter in greater depth. You must carefully consider who you choose to connect with. For the people you do reject, show respect by offering alternatives. Perhaps someone else in your network could help them.

2. Exchange Business Cards... MAYBE!

I seldom offer my business card to someone I would rather not do business with. If they ask, I will oblige. Make business card exchanges meaningful. Only exchange cards with someone when it will be of benefit to both of you. "Hello, my name is Boring Bobby, have a card" doesn't work.

Demonstrate that you have common sense. Send the appropriate message to others in order to avoid misunderstandings and foster trust. If you want to pursue the relationship say so and follow up. If not say, "Please excuse me, I have enjoyed speaking with you." Smile and move on.

3. Don't butt in!

If you see several people talking and you would like to join them, approach with sensitivity. Stand quietly several feet away for a second or two. If there is a break in the conversation or if someone in the group happens to look your way -- use your good judgment -- and take a step forward and introduce yourself. If that doesn't happen, exit immediately with "excuse me." It should be clear that they choose not to invite anyone else into the conversation.

4. Butt Out!

There is always one Boring Bobby or Boring Betty at every large networking event. These are the people you want to get away from as soon as possible. Say, "I would like to grab a Pepsi. Feel free to mingle with others." Or... offer to introduce them to someone else, then make the introductions and as they begin to chat with each other, politely excuse yourself. People like this are a challenge. Never feel obliged to suffer through their monotony at a networking event.

5. Keep your word!

Follow through on your promises. Never, I repeat, never offer anything unless you plan to follow through.

6. Follow up! - Promptly

Think of creative ways to keep in touch. Thank people for leads, tips and ideas even if their suggestions don't work out; your contacts will appreciate the follow-up. E-mail and a phone call are okay but a face-to-face connection with someone you want to know better is best. Practice appropriate persistence and be sensitive to time constraints.

My guess would be that the biggest percentage of people who attend large networking events have had little, if any, training on how to network correctly. They are not even aware of the simple slip-ups that can cascade into full-blown avoidance by others in the network. They are thinking: "Sell, sell, sell." Wrong!

They mostly see it as an opportunity to collect business leads. By the way, working the room does not mean meeting as many people as you can and collecting the most business cards. A poor approach to networking can have a devastating effect however an effective approach using collaborative etiquette can open countless doors and opportunities.

At a recent networking event I stopped at the name tag table and asked to speak with the person who was hosting the event. The young women behind the table immediately looked around the room, spotted the host and said, "Come with me. I'll introduce you to her." That's class.

Why is effective networking so important? Because networking isn't just a great idea anymore; networking is an essential and long-term component of developing and maintaining long-term business relationships. The basics of effective networking are easy to learn, but as with most professional skills, they must be practiced and perfected in order to be effective.

So... are we clear? Networking is NOT about selling or collecting business cards. It's about building relationships. Always remember, successful networking is based on giving more than you take.

Never assume that those within your network share your religious, political, or social beliefs. It is best to stay away from these topics.

You would be wise to create a 5 to 10 second "elevator speech" for a large event. One that briefly describes what you do. At smaller events you will often be asked to introduce yourself and a 30-second connection (some call it an "elevator speech") would be more appropriate.

If you are unclear about what networking is about get help before you damage your reputation and become someone others avoid when they see you coming. (You know people like that, don't you?) Don't become one of them. Hire a coach. It is important to learn the ropes from someone who knows the ropes.

The proper application of collaborative etiquette in networking will empower you to build and nurture your own network. Make a commitment to put these powerful guidelines into action and you'll be attracting a vast number of new team members and business partners into your network. Put to use the guidelines of collaborative etiquette to your networking opportunities and before long the contacts will be coming to you, instead of the other way around.

Commitment, n.
1 an agreement or pledge to do something in the future; the state or an instance of being obligated or emotionally impelled

The quality of relationships you build in networking are far superior to the quantity of friends you make.

"These lasting, mutually beneficial business relationships begin with projecting an outstanding impression, but are sustained through trust and the investment of time and effort to help others." - Aviva Shiff, co-founder of Spark Training & Coaching Associates

Copyright 2010 -- Larry James. Larry James is a professional speaker, author of "Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections," and business relationship coach. Larry James began his speaking career in 1987 speaking about business networking. He's been called, "The Networking Guru." He shares his networking secrets shamelessly in articles, books, and personal coaching. He fully acknowledges his responsibility to practice what he teaches; inspiring others by example. He is a gifted teacher who shares his inspired insight with clarity, style and good taste.

By  Larry E. James

Networking Your Way Through Life!

Networking is one of the easiest and cost-effective ways to get the word out about your business. Social networking opportunities are limitless online and are very popular, but having some real-time interaction with other business professionals face to face is still very important for local exposure and profitability.

One of the most popular ways people do this is by joining associations and industry groups. Members attend networking events for the purpose of gathering in one place to exchange business cards and to talk to other executives about each other's business. This is a good place for person to person introductions to share information.

It is always good to start conversations with an introduction of yourself and then learn a bit about the other persons business needs so you have the ability to see if your products or services are a good fit. The importance of using that information with a prepared mini business pitch is critical in capturing an immediate interest in your business. By explaining the value and benefit of how your products and or services can improve their business, you create a need for further discussion. If this is done right, you will be able to book a follow-up appointment at the owner's place of business in order to build rapport further to then close the sale. If there really isn't a fit or business synergy, then you can move on quickly to meet someone else that would better suit your time.

Often, people go to these functions without any preparation or thought focus and miss all the opportunities that are before them by just handing out their business card and engaging in some general conversation about what they do. The most successful executives always work smart. They ask questions, have a brief business pitch that creates value, exchange business cards to prospective clients and make follow-up appointments right on the spot to maximize their efforts making these events profitable to attend.

Another way to network that is by far one of the most overlooked is to talk about what you do to everyone that crosses your path. There are many ways to engage with others socially in a passive, friendly way, that shares information about your business without sounding like an aggressive salesperson.

Each day you encounter people at places you frequent that might not know anything about what you do or the business you are in. All business owners use products and services not only to run their own company but also in their personal life as well which makes everywhere you go an opportunity. EVERYONE is a potential client when you mention to them what you do, and in doing so, they might also think of someone within their network of business contacts or family/friends that could use your services as well. The opportunities are endless when you start to expose your services to everyone you encounter. It's as simple as handing them a business card and saying, "If you ever need my services or know anyone that might need them please share my number or pass my card to them. I will take good care of anyone you send my way."

When you go to your dry cleaner, veterinarian, favorite restaurant, massage therapist, hair salon, doctor, gym or even to a wine tasting or art gallery, you can give the owner your business card for their reference. I am sure a lot of the places you frequent have been recommended to others in the past. Like telling people how delicious the food is at your favorite restaurant, how great your hair cutter is, how well the vet takes care of your pet, how great your trainer is at your gym and so on. This should be mentioned to the business person you are speaking to if applicable to show them that you refer their business to colleagues, friends and family as well. This plays into the old saying, "One hand washes the other!"

Diversifying your marketing efforts by stepping out of the box is the key to bringing in clients from all different venues. Today can be the day that you look at the world as the land of opportunity by...... Networking Your Way Through Life!

By Denise Dema

Secrets to Successful Networking: Set Your Business on Fire!

Networking isn't just for Realtors; it's a valuable tool for every savvy business leader. Meeting people in a variety of industries can lead to all kinds of alliances. Think about the people you know. How have those relationships enhanced your business?

No matter what kind of business you operate, whether you're an independent contractor, store owner, infopreneur, professional speaker or consultant, networking can cause your business soar to new heights.

Advantages of Networking

*Meet Potential Clients. No matter where you go, you have the chance to meet people who could become clients for your business.

*Create Strategic Alliances. As you get to know someone new, you may find that you have common interests or goals. If so, suggest a way to work together.

*Increased Word of Mouth. Some of the best advertising that money cannot buy is word of mouth. The more people who learn about you and your business, the more chance you have to spread the word about your offerings.

*Develop Six Degrees of Separation. You never know where a new alliance can lead. I've had friendly business contacts refer me to speaking engagements (which then led to other speaking engagements), media exposure (which led to a slew of new clients), new business opportunities (that generated exposure and income), and marketing campaigns (spreading my reach with little cost or effort). Your new client could introduce you to another associate, and that person could introduce you to yet another person, and so on.

*Learn Something New. Savvy business leaders know that in order to stay at the top of their game, they need to continually learn more about their industry. You have the opportunity to learn something from each person you meet. You could discover a new business process, a useful technology, an industry trend or a creative marketing strategy.

*Challenge Yourself. When you meet someone whose level of success is higher than your own, challenge yourself to take your business to the next level. Let that person's success inspire you to achieve more.

Twenty-five Steps to Successful Networking

1. Evaluate Your Handshake. This may seem like a no-brainer, but unfortunately a lot of people miss the ball on this one. Your handshake should be firm and confident without breaking bones. This is true for both women and men.

2. Watch Your Body Language. Nothing is more subtle than body language. Watch a roomful of people to see how each looks different. Confident people stand up tall, hold their heads high, and often talk with their hands. People who are shy or uncomfortable cross their arms in front of them, hang their heads low, and look disinterested. Who would you rather approach? Someone who looks miserable and closed off or someone who is confident and relaxed? Watch yourself in a mirror. See how much better you look when your posture is strong and your arms are at your side.

3. Maximize the Value of Your Business Card. Make sure the information on your card is up to date and accurate. There is nothing worse than someone who hands you a card and says, "Oh, but my phone number has changed. Let me write it in there for you." Even if you have new cards on order, you can purchase blank card stock at the office supply store and print some temporary cards so you always portray a professional image. You can also add value to your card by print something on the back side such as a calendar or a list of resources.

4. Prepare an Elevator Pitch. You should have a 30-second sound byte that you can give whenever you meet someone new. Your pitch should explain who you are and what you do and should be succinct and compelling.

5. Define Your Purpose. Attending networking events won't have much value if you don't know why you are there. Are you interested in finding clients? Locating new business partners? Define your goals clearly so you can make the most of your efforts.

6. Say Cheese. Smiling at someone instantly puts them at ease and it is human nature to "mirror" the other person. Notice how when you smile at someone, he/she automatically smiles back. The added benefit is that the act of smiling has a magical power to cause a person feel better. So if you encounter someone who is having a bad day, you smile and make them smile, you have subconsciously given reason for him/her to like you!

7. Crack 'em Up. Humor is a wonderful ice breaker. Avoid inappropriate jokes or comments, but do try to inject some humor into your conversations. People who are funny are naturally magnetic to others. You can still be a serious business person with a good sense of humor.

8. Use Small Talk. When meeting or introducing yourself to a new contact, start with small talk. Ask the contact what he/she does, where they live, how far they traveled to get to the event or what brought them to the event. Develop a standard list of questions you will use to start and maintain small talk with new people.

9. Keep Moving. Don't hold up the wall or stay in one place for too long. Make the most of your networking time by moving often and ending conversations that have reached their maximum value. If you want to move on from the person you are talking to, you could say, "It's been a pleasure talking with you. I have some other people I need to meet so I hope we can keep in touch."

10. Offer Your Business Card. The best time to exchange business cards is typically near the end of your conversation. Handing the contact your card will usually prompt him to give you his in exchange. If this doesn't happen automatically, simply ask.

11. Remember to Offer Value. Networking should be a two-way street. If you want someone to help you, you should offer something that helps them. Offer up interesting contacts or resources and keep the relationship reciprocal.

12. Never Monopolize a Conversation. There is nothing more unappealing than someone who does nothing but talk about himself. Make sure your interactions always go two ways.

13. Ask Questions. People love to talk about themselves. Ask questions that evoke more than a Yes or No answer. By asking questions and showing genuine interest in the answers, you automatically build a rapport with the person you are talking to. They will most likely leave the conversation remembering that they liked you.

14. Drop a Line. Send an email or better yet, a hand-written note, to let the person know that you enjoyed meeting them. Try to point out something specific that you talked about to jog their memory in case they met a lot of people and can't remember exactly who you are. For example, you could say, "It was a pleasure meeting you at the cocktail reception. I enjoyed our conversation about Minnesota. I hope we can keep in touch and find a way to work together in the future."

15. Follow Through. If you offered to send something, like an article or referral, make sure to follow through on your promises. Send any materials within a week of meeting.

16. Organize Your Contacts. New people you meet may not fill an immediate need in your networking strategy, but could be a good resource down the line. File every person you meet in a contacts database with a note about when and where you met and what your conversation was about.

17. Remember Details. I once had a Dentist that I actually enjoyed seeing because I always found it remarkable that he remembered details about me even if I hadn't seen him in two years. He would say, "How is your job going? The last time I saw you, you had just gotten promoted." I eventually realized that he made notes in my file after each visit, but even knowing this, I still appreciated that he personalized our interactions. You will meet a lot of people in your business life and aren't likely to remember all the details. Be sure to makes notes in your contacts database even if the items seem trivial. For example, for Joe Schmoe you could note: "Going to Hawaii in December, has two teenage daughters, Raider fan, likes vodka tonics." Check his card prior to your next meeting so you have a few conversation starters ready.

18. Refer Your Contacts. If someone mentions they are building a website, offer up the contact information for a great website designer that you know. If someone mentions that they are going on vacation, recommend your pet sitter. No matter how insignificant this may seem, it can earn you loyalty with both those you refer and the people you refer them to. Eventually this good karma will come back around.

19. Let Them Know. If you see one of your contacts mentioned in the media or notice a new glossy ad in a trade magazine, drop an e-mail and let them know. You could say, "Hey, I saw the article about you in Business Today magazine. Congratulations!"

20. Offer an Invitation to Lunch or Coffee. Though we all have busy schedules, we also have to take time out to eat. If you want to spend some extended time with your new contact, offer to buy lunch or coffee. Most people appreciate a free meal and a chance to interact with someone who is engaging.

21. Keep it Light. If you make plans to meet a business contact for a meal, avoid launching right into a business discussion. It's best to keep the conversation light and informal at least until the food arrives. Start by developing a rapport and talking about personal topics (not too personal!) and then work your way into a business discussion.

22. Hold a Networking Event. If you want to increase your business contacts on your own terms, host your own networking event. Invite local trade organizations, peers, clients, and business associates. Offer basic refreshments like coffee and inexpensive cookies or step it up a notch and cater in some food. Encourage people to mingle and trade business cards. This can be a wonderful way to showcase your business.

23. Join the Chamber of Commerce. Networking opportunities abound and you can make some great connections by getting in touch with your local business community. Make sure to attend events and participate in all chamber-sponsored programs.

24. Join Local Trade Organizations. Many organizations hold regular meetings and free seminars, providing you with another opportunity to make valuable contacts.

25. Join Everything. Even the PTA (Parent/Teacher's Association) can be a great place to network. Join book clubs, writer's groups, or any groups of interest to you, even if they don't directly relate to your business. Get known by everyone. They will associate you with your business as soon as they get to know you, your mere presence at functions could serve as a reminder and cause members to want to do business with you. Before long you will have an excellent database of contacts and will begin to weave a web of opportunities.

It takes time to develop a network of business alliances so the sooner you get started, the sooner you can reap the rewards. Treat every event that you attend as a chance to meet new and interesting people. Set a personal goal to attend at least two events each month and soon your business will flourish in new and wonderful ways.

By Stephanie Chandler

The Evolution of Business Networking

Business networking needs to evolve in order to retain its usefulness to business-to-business (B2B) salespeople. The biggest challenge facing business developers is finding the right types of opportunities within the right types of companies. The second biggest challenge is having the appropriate resources at hand to deliver the product or service once the deal is closed. Luckily, business networks are adapting to accommodate both of these problems.

When people think about business networking, two images typically come to mind: Chamber mixers and traditional leads groups that cater to people who sell to small businesses and individuals; or "old boy's clubs" known for closed-door meetings in smoky backrooms where "under the table" deals are made. Neither of these scenarios is very fruitful for the average entrepreneur, consultant or salesperson who is trying to sell to established businesses at senior decision making levels.

The other problem with these antiquated networking strategies is that they are dependent on a network being geographically-focused or controlled by a few powerful personalities within a specific industry. If a salesperson's territory is regional or national in scope, networks focused on specific zip codes or cities that work well for insurance, financial services, real estate and other community-based leads are relatively useless. And if they represent a smaller company, they can forget about penetrating the "old boy's club."

Some innovative companies such as LinkedIn.com, Xing.com, MySpace.com and other online social networks are allowing geographically dispersed-colleagues and long-forgotten friends or acquaintances to exchange ideas, leads and help stay connected. Other networks try to add value through online message boards or interest-specific email distribution lists. While these valuable tools help connect people technologically, their adoption hasn't been as rapid as some would expect, because people are hesitant to blindly trust technology as a replacement for face-to-face networking and relationships.

The solution is a hybrid approach that combines local face-to-face meetings with technology-enabled meetings that expand the reach of the individual so they can collaborate with other business developers interested in common geographies, industries and/or providing complementary products or services.

This new approach takes into account the fact that technology is an augmentation to interpersonal connections, not a replacement for them. It also allows people to form alliances nationally and internationally, so they can develop and deliver business on a scale that would have previously been nearly impossible.

A culture of collaboration is sweeping the business-to-business sales world. And new technology is coming into play to enable national and even international collaboration, so small and large companies alike can change the way they uncover, close and deliver new business opportunities. Business networking must continue to evolve in ways that enable this collaboration, and companies must understand networking is not a face-to-face or technology-enabled interaction alone, but requires both online and offline components working together to be truly effective.

By Chris Pareja