Rules of Networking
Remember the first rule of networking is that you are selling yourself, not your business. In the end, people will do business with you because they trust and know you. The only way for that to happen is to get to know them and to allow them to know you and trust you.

Get Them Talking
So how do you do that? It’s easy. Show interest in new acquaintances by asking questions about them. What kind of questions? Most people will talk at length about their business or job. They also love to talk about themselves. A few well-phrased inquiries will mean that you do most of the listening. An example might be, “What do you do?” Or, “Where else have you lived besides here?” If you are asked a similar question, give an answer and then immediately be ready to keep the conversation ball rolling by asking another question in return. It can be as easy as, “And you?”

The Approach
If you’re shy about even approaching a stranger, practice this with your friends first. Go up to an unknown person and initiate a handshake. At the same time smile and say, “I don’t think I’ve met you before. I’m first name, last name and you are..?” Even better, pretend that you are the host or hostess of the event and your job is to make others feel welcomed and comfortable.

Business Cards
Some people (shudder) are trained by their managers to do what I call the 52-card deal.  They are told to just go to an event and pass out as many cards as possible.  You'll find oh so many of those cards on the floor, under plates, and left behind.   Instead ask for the other person’s card first, so you can touch base with them later. Don’t lose such valuable information. Have one pocket set aside for new cards separate from your business cards. Those phone numbers and addresses are like gold. The more you collect the richer and more powerful you become.  If they don't ask for your card, you can send it to them when you send a note after the event, telling them that you appreciated meeting them.

Make It Measurable
Set a goal for yourself of how many people you want to meet at a formal networking meeting. Usually meeting one or two people in depth is better than going home with a whole fistful of business cards. Make plans to call those two people to meet with them later when you can talk more and develop that relationship further. Send a note to them to tell them why you enjoyed getting to know them. Mention what it is that you have in common. Networking is an easy, fun way to gain new friends and as a result, to also expand your business prospects.

Taking Networking to a Higher Level

The above suggestions, will get you started down the networking trail.  We all have begun at the same place.  But now, with some success, you may want to develop this networking "thing" even more.  The Certified Networker Program is a training that can do just that!  This 12 module series will help you to determine who your target market is, select the referral sources for that market, and give you many, many ways to measure and systemize your networking so that you're not wasting time.  This training may be presented in a location near you.  Check by going to www.certifiednetworker.com. In the Toledo area, there are new classes beginning every month.  Debby can tell you all about it and also register you for the next series.

Books to Read
Go to Books – see Masters of Networking, The Tipping Factor, Business by Referral and Love is the Killer App.