By Marvin Ng

Many entrepreneurs know that networking is an important form of personal marketing that if properly executed, can result in business opportunities.  It is especially important if you want to develop a prosperous word-of-mouth-based business.  Networking events like business functions are great opportunities for us to make ourselves known to potential clients, referrals or vendors.  Even so, some of us are still uncomfortable when it comes to attending these events.

Networking does not have to be a traumatic or frightening experience, here are some tips to help you overcome your shyness and improve the effectiveness of your networking efforts during a business function:

Act the Host
Forget that you are a guest and pretend that you are the host of the function.  The host plays an active role and is expected to do things for the guests.  For example, you are more likely to introduce yourself to people that you do not know, to let them know where the refreshments are, to make small talks and to introduce the guests to one another.  Bring along a cheerful attitude and smile, it makes the networking experience more pleasant.  Forcing yourself to playing this active role will help you overcome the initial inertia and kick you into action.

Set Goals
Set a realistic goal for the number of people that you will meet during the function.  Make sure that you get the business cards of people that you meet.  Do not allow yourself to leave until your goal has been met. 

Name Cards
You can write notes on the back of the business cards you collect.  Jot down information that are useful in helping you remember each person or make notes of things that you have to follow up with the person. 

Manage Your Time
Time is always limited, so spend no more than 10 minutes with each person you meet.  If you find someone especially interesting, you can always set up an appointment at a later date. 

Avoid ‘Hard Selling’, Be Helpful
Do not try and ‘hard sell’ to people that you meet.  These events are seldom meant for you to market your services or products to potential clients.  Instead, treat your encounters as starting points for new relationships and follow up with these potential clients after the function at a later time.  On the other hand, if the people you meet ask for your help, you should provide leads or referrals whenever possible.  Effective networking involves helping others. 

Follow Up!
Following up is the most important part of networking.  If you do not follow up, you will have wasted the time you spent at the function.  You should therefore drop an email or call each person you have met and fulfil any promises that you have made.  Your follow-up efforts will help you generate business leads.

As an entrepreneur, you should take every opportunity to network.  Do not limit yourself to business functions.  Opportunities may present themselves while you are waiting in a queue at a supermarket, taking an elevator, or chatting at a party.  Take the leap, network for success! 

COPYRIGHT(C) 2002 By Marvin Ng

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ABOUT THE AUTHOR:

Marvin Ng provides how-to advice on start-up and business issues.  Visit http://www.startupcafe.com to get useful start-up advice and interesting business ideas.  Become a subscriber of our online e-zine and draw inspiration and ideas from the stories of other seasoned entreprenurs.  mailto:subscribe@startupcafe.com