If you‘re coming away less than satisfied, doubting if it was worth your time, keep reading for some ideas to make the most of your networking efforts.

Remember the Boy Scout Motto - Be Prepared? Well, it works the same with attending a networking event. Preparation will make the all difference. Take these 2 easy steps to get ready and you’ll come away with more satisfaction AND great results from any networking event.
1. Make a List of what you can OFFER and what you NEED before you go.

Under the OFFER column write down things you want to share with others you meet:

• New resources you’ve discovered – allows you to engage in meaningful conversations that offer value.
• Problems you’ve solved or successes you’ve had - enhances your reply to the “so what do you do” question.
• Expertise you’ve developed or advances in your field – positions you as a credible expert.
• People or services you want to promote or refer – perhaps a client, supplier, referral partner or network member. This will position you as a hub or resource.

Under the NEED column think about what resources or contacts would make the greatest difference to you.

• Answers to challenges or problems you’re facing – it’s amazing what can happen when we stop working in a vacuum and start asking for help. By opening a dialogue you may find a perfect solution where and when you least expect it.
• Resources you need – this allows others to be a hub or resource and gives you access to people and resources beyond your reach.
• People you’d like to meet – think of suppliers, referral sources, prospects or individuals that you would like an introduction to.

2. Make a list of other’s NEEDS.

Take time to ask people in your close network what they need. Remember, networking is about being of service. Taking a list of what others need – people, resources or prospects – will make you a master networker. Especially when you can make an introduction, pass a referral or resource to someone in your network.

So the next time you’re registering for a networking event take a moment first to jot down some notes. Following these 2 simple steps will ensure you get the most from any networking event!

Now I’m sure it’s on the tip of your tongue – “but aren’t we supposed to build relationships and make friends?” Of course, the answer is yes, BUT there needs to be a balance between nurturing new relationships, socializing with friends and making new contacts.

You can talk with existing friends any time, so treat a networking event as your opportunity to discover or build on new relationships. Acknowledge your friends, catch up on the latest and then devote time to being with people you don’t already know well.

If you don’t want to strike out on your own, try doing some ‘tag team’ networking. Introducing your friend to a new person allows you to praise their business virtues while making the introduction – something that most of us don’t do for ourselves. “Have you met my friend Bob? He’s an amazing Chiropractor who works magic by quickly eliminating small back pain…” One tip – make sure you can adequately describe each other’s business in an engaging way.

Also, don’t sit with your friends at the same table. Or if you do, at least don’t sit beside each other. Sitting with a few chairs between you or across the table will help keep the focus on including others in your conversation.

If you’re more of an introvert or don’t know many in the room, going solo may be a bit uncomfortable. Here are some great places to casually met and engage in conversations with others:

1. in food or beverage lines – always a great opportunity to strike up a conversation
2. stand near the door, registration table or name tag table and greet people as they arrive – a great example of the “host” mentality in action
3. volunteer to sell prize draw tickets or help with name tags
4. if they have networking tables make sure to stop by and talk with the representative – they’ll be glad you did! Don’t worry if it’s not a product or service that you need because it might be a great referral to someone in your network instead.

And finally, remember to smile – it goes a long way in helping you feel comfortable and you’ll appear more approachable too. Because you just never know who’ll you meet!

Networking is in fact a life skill, not just something we do when we want something from a total stranger or even someone we know.

Most people waste the few precious moments they have to make an impression by focusing on themselves. When in fact great networkers are generally great listeners. They believe in having quality conversations, not quantity. They don’t try to talk to everyone in a crowded networking event. What’s the point? The conversations will be shallow, brief and more than likely not memorable for either party.

Quality conversations, on the other hand, allow you to get to know a little more about the other person, build rapport and hopefully develop the foundation of trust.

It’s better to spend most of the time asking questions and learning about the other person and their business. Here are some topics/questions to get you rolling.

• How did you get started in your business?
• What do you like best about it?
• What changes do you expect to see in your industry?
• What are some of your biggest business challenges?
• Who would be a good referral for you?

Remember, it shouldn’t feel like you’re grilling them for information or probing for a sales opportunity – keep it light and conversational. The goal is to try and find something you can help them with - an introduction, connection to a needed resource or pass a referral for business to them.

People choose to do business with people they know, like and trust. Without trust, business rarely happens. Learning about them will help build the bonds of your relationship and ultimately, your business.

Now is NOT the time to start selling unless they’ve indicated that they are interested in your product or service. Remember the purpose here, is to build a relationship – not land a client.

But don’t stop there! A few weeks after your first follow-up contact with someone, follow up again. Here are some reasons to make a second contact.

• Invite the contact to an event that’s of interest to them
• Send articles, news or information that may interest them
• Arrange a meeting or introduction with someone the contact wants to know
• Give them a referral or lead
• Follow up on a topic of conversation
• Send a thank you card or congratulations on a success
• Ask for help for something you need – a contact, some information etc.

TIPS to Master Your Follow-Up:

Nurture your network by staying in touch even when you don’t need anything. Make calls and send notes even when it is not directly business related. As you stay in touch with people, they will remember you.

Each week, call one person with whom you haven’t spoken for the past 90 days. Give that person an idea for his or her business, a thought, or a new promotion you might have. It’s a way of staying in touch and keeping the relationship going.

Devote at least 20 minutes to networking per day. Developing relationships is a process – one that takes time and contacts. Schedule time to write notes or make phone calls - just for the sole purpose of staying in touch.

Follow-up notes should have follow-up points. For example, thank people for something specific, introduce a new element to stimulate interest (such as an industry development), and conclude with a “next step,” such as, “I’ll call you again in a few weeks” or “I’ll see you at next month’s meeting”.

Mail out personal notes or cards. People don’t usually replay phone messages or re-read emails but a real card received in the mail is often kept and has a much longer ‘shelf-life’ not to mention a personal touch.

Follow up is one of the simplest and most powerful techniques to enhance your networking. But remember: the purpose of follow-up is to connect, NOT SELL!