NETWORKING IS NOT JUST A SOCIAL SOIREE - THERE CERTAINLY IS A PURPOSE AND NATURAL NETWORKERS REALLY ENJOY THE BUZZ THAT NETWORKING CAN BRING. HOWEVER, FOR OTHERS, THE MERE THOUGHT OF WORKING A ROOM IS ABOUT AS DAUNTING AS PERFORMING ON STAGE BEFORE AN AUDIENCE OF THOUSANDS.

In today's competitive climate, networking is a fundamental tool to success - being great at what you do is no longer enough, people do business with people they like. Exchanging a business card at an event does not constitute networking, nor is it about free food, drinks or schmoozing. While a couple of these activities are part of the process, unfortunately people's misunderstanding of the term causes them to network ineffectively. Remember, building a relationship takes time, effort, refined people skills and the ability to stay in touch. Savvy networkers understand that the trick is to have a strong relationship in place with your contact before you require assistance, information or that all-important referral.

The next time you attend a networking function, keep these 10 tips in mind in order to offer the most value to others.
1 Master a positive first impression - you never get a second chance! Consider your personal presentation, grooming and body language. Be sure to send accurate messages regarding your level of professionalism.

2 Arrive early and be prepared - ensure you have sufficient, clean business cards that will support your professional message. At a networking event, these are generally exchanged following conversation or when requested.

3 Introductions - assume the role of business host and attempt to introduce others. Handshakes should be firm and professional and be sure to avoid the wet fish, bone-cruncher or dominant shake.

4 Focus on quality contacts not quantity - most people have experienced the networking shark who likes to distribute 200 business cards in 30 minutes! This person is obviously more interested in passing out and collecting cards than developing a genuine relationship. Remember, less is more.

5 Approach people who are alone - they will appreciate your friendly gesture and you may find this easier than disrupting a larger group.

6 Try to remember people's names - following introduction, try to use the other person's name 2-3 times in the conversation to etch it into your memory. Maintain a contact data that records details such as likes, dislikes and other relevant information.

7 Don't over-indulge in the alcohol stakes - you may want to leave an impression, however, some memories are best recalled than others!

8 Remember to build and maintain the relationship - after an event, follow up with a thank you within 24-48 hours. Keep it genuine, short and relevant to them. Continue to follow up regularly with newsletters, points of interest and articles that may be of interest.

9 Develop an exit strategy - when the going gets tough (and believe me, on occasion it will) or if you get waylaid in a long, boring conversation, have a way out that is both polite and professional. It could be as simple as "I've really enjoyed meeting you, excuse me and I hope you enjoy the rest of the
evening".

10 Finally, networking should be enjoyable and fun - use the opportunity to meet new people and learn new things.

Nikki Heald is a corporate trainer, author, presenter and businesswoman and the Managing Director of Corptraining, established to provide dynamic and modern training solutions appropriate to the business needs of today. Her programs focus on maximising professional and personal visibility through consistency in presentation, protocol and communication techniques. For more information visit www.corptraining.com.au.