Twenty Networking Tips That Work

By Karen Susman

Try to meet five to ten new people at every event you attend.

Don't sit down until the meeting or meal actually begins.

Don't sit with people you know.

Introduce yourself to everyone at the table or on each side of you at a meeting.

Smile. Sounds obvious, but some people's "at rest" look is off-putting.

Keep learning. This will give you more to talk about. It will make you more interesting and memorable. It will also put you into different venues so you can meet new people.

Make sure that people who can refer you really know what you do and how you're different from the pack.

Make sure that people who can refer you know what you're looking for.

Make sure that people who can refer you know exactly how you want to be introduced.

Make a list of people you'd like to meet and the colleagues who could introduce you to those people? Contact them and determine the best way to meet your wish list.

Host a brown bag lunch with a subject matter expert of interest to your contacts as your speaker. Have the expert invite his/her contacts and you invite yours. You both win, as do your contacts. If you don't have a venue that's suitable, use the library meeting room. Your bank may have a meeting room too.

Follow-up with people you meet without selling anything.

Offer a ride to a meeting or event to your contacts. You'll have a captive audience, a grateful contact and help the environment by carpooling.

Plan the message you'll leave on your contact's answering machine. Say your name, phone number (slowly) and your reason for calling. Slowly repeat your phone number at the end. Be brief and memorable.

Use the back of your business card for printing useful information. A free product, report or even a quote that's meaningful are good examples. You'll increase the shelf life of your card.

If you see a client or prospect's name in the paper, cut out the article and send it to him inside a card that reads something like "great job!" Add that youthought he'd like an extra copy. Don't sell. Just serve.

If your name could be used for a man or woman (Chris, Dana, etc.), put Ms. or Mr. on your letterhead, business cards and e-mail signature.

Use the name of a referral to get past the gatekeeper or to get your contact to return your call. For instance, "Mary Smith suggested I contact you." Obviously, Mary Smith has to have really suggested this or else you're in deep - uh - quicksand.

Write notes to congratulate your contacts, cite their achievements, celebrate their birthdays and anniversaries, or acknowledge acquisitions or moves. Write to welcome them to town. Write to say bu-bye when they are leaving town. Write to thank them for personal service, hospitality, being a customer, referrals and more. Write to give good news, a head's up, confirm, share upcoming announcements, ask a favor and to invite.

Hit your alumni web site. Networking opportunities and benefits abound. At the University of Denver alumni site, for instance, an alum can attend free networking functions, hear speakers, hire students, get reduced rates at the university health club, get career help, connect with other alums and more.

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Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com.. www.KarenSusman.com.

Published in Networking Today, March, 2007