Ten Commandments For Better Networking

Do you suffer from Butterfly-itis at the very mention of "networking" at business functions? If you answered yes, you are not alone! Networking can be very productive when done correctly and disastrous if not done correctly. Many shy away from networking for fear that they will be thought of as having ulterior motives. But networking doesn't have to be traumatic or scary. With the right approach, you can use it to build a wealth of resources, so that when you need something, be it a financial backer or a even a new job, chances are good you'll be able to fill the niche.

Use the following Ten Commandments to help you get through your next business networking event:

1. Have the tools to network with you at all times.
These include an informative name badge, business cards, brochures about your business, and a pocket-sized business card file containing cards of other professionals whom you can refer.

2. Set a goal for the number of people you'll meet.
Identify a reachable goal based on attendance and the type of group. Don't leave until you've met your goal.

3. Act like a host, not a guest.
A host is expected to do things for others, while a guest sits back and relaxes. Volunteer to help greet people. If you see visitors sitting, introduce yourself and ask if they would like to meet others. Act as a conduit.

4. Listen and ask questions.
Remember that a good networker has two ears and one mouth and uses them proportionately. After you've learned what another person does, tell them what you do. Be specific, but brief. Don't assume they know your business.

5. Don't try to close a deal.
These events are not meant to be a vehicle to "hit on" business people to buy your products or services. Networking is about developing relationships with other professionals. Meeting people at events should be the beginning of that process, not the end of it.

6. Give leads or referrals whenever possible.
The best networkers believe in the "givers gain" philosophy (what goes around, comes around). If you don't genuinely attempt to help the people you meet, then you are not networking effectively. If you can't give someone a bona fide lead or referral, try to offer some information that might be of interest to them (such as details about an upcoming event).

7. Exchange business cards.
Ask each person you meet for two cards - one to pass on to someone else and one to keep. This sets the stage for networking to happen.

8. Manage your time efficiently.
Spend ten minutes or less with each person you meet and don't linger with friends or associates. If your goal is to meet a given number of people, be careful not to spend too much time with any one person. When you meet someone interesting with whom you'd like to speak further, set up an appointment for a later date.

9. Write notes on the backs of business cards you collect.
Record anything you think may be useful in remembering each person more clearly. This will come in handy when you follow up on each contact.

10. Follow up!
You can obey the previous nine commandments religiously, but if you don't follow up effectively, you will have wasted your time. Drop a note or give a call to each person you've met. Be sure to fulfill any promises you've made.

Dr. Ivan Misner is the author of The World's Best Known Marketing Secret (Bard Press), and co-author of Business by Referral (Bard Press). He is also Founder & CEO of BNI (Business Network Int'l.) the world's largest referral organization with over 1,600 chapters in almost a dozen countries around the world. He is a professor of Business Management at the University of La Verne where he resides with his wife and three children.