Networking For Keeps: 5 Key Ingredients

1. Don't just hand out business cards like a Black Jack Dealer: What I mean here is that if there are 100 people in attendance at a Networking event it is not realistic to assume that you will meet all of them. Instead focus on establishing a connection with 5 individuals. The result is a more memorable encounter for both you and the contact, and a higher likelyhood that a professional relationship will develop.
2. Make it all about the other person: Rather then worrying what your sales script or pitch sounds like, simply introduce yourself and make it all about the other person. You feel the tempo of the conversation and if it is flowing well, ask a few specific questions. Example: What are your biggest challenges in your business? How could I help you? The last question usually blows people away, as they are not expecting it. If you ask the question, with the genuine intent of helping them, that has the potential for the start of something great.
3. Act as a "Connector": Do you have two contacts who could benefit from meeting one another? Provide an introduction! In my networking world, I have the great fortune of knowing many people from all disciplines, professions and industries. All professionals value referrals, and your introduction could contribute to their success. As with anything, they are likely to return the favor. A network is not just about who you know, it is also who your contacts are linked to.
4. Explore different avenues: Gone are the days of being limited to after-work mixers and formal networking events. Think outside the box when looking for networking opportunities. Social networking sites can be a great way to meet new people. I am personally a fan of linkedin. Also dont miss chances to network in everday situations like at the gym or at a social gathering. In these settings avoid a hard-sell and keep it light- just making people aware of who you are and what you do is enough.
5. Follow up is key: Reconnect while you are still fresh in the other person's mind. Establish a routine of sending short, personalized emails to the individuals you met the morning following the networking event. For example "It was great to meet you at _____ yesterday, I really enjoyed speaking with you about ______. I would welcome the opportunity to meet up for a coffee in the next few weeks and learn more about your business".

The list is based on an article I wrote for Salesopedia.
To read the full article click here: http://www.salesopedia.com/index.php/networking-articles2-10743/60-networking/2165-networking-for-keeps
To listen to the podcast I did on the same topic click here:  http://blog.salesopedia.com/?p=2796