Networking Event Tips

-- Get business cards - and write notes on the back to help you recall details of your conversation with the contact.

-- Don't try to sell them then and there! Dial back your “elevator speech” and get them talking about themselves.

-- Ask questions - keep the focus on your new contact (not what you do). “What is your biggest challenge in today's economy?” “What changes are impacting the way you do business?” “What did you take away from the conference?” This is all good ammunition for selling later.

-- Circulate; don't monopolize one person or allow yourself to be monopolized. Networking experts suggest that you spend a maximum of 10 minutes with each person. Make an easy exit by saying, “Please excuse me, I've enjoyed speaking with you.”

-- Follow up immediately and in a memorable way. This is where your notes come in. If you promised them a report, white paper or product sample, get it to them! Didn't promise them anything? Send a newspaper or magazine clipping on a topic you know to be of interest to them, a brief handwritten note, even a referral to help with a problem outside your field. A prompt follow-up shows your professionalism and is the key to capitalizing on your contact.