That is, people are expecting you to talk about yourself and your and hand them your card. You must, of course, return the favor, and allow them to do the same. In that regard, here's a tip that will make it easier for you to work the room: talk less, listen more. Most people will assume you are interested in them and think better of you for being so, and most people will assume you are interesting and intelligent until you prove otherwise.

If you are not involved in an industry or professional organization, tear yourself away from this lesson and join one or even two or three, now. I'll wait. OK, good. Not only is it a great thing to join such a group in terms of keeping up with your business, it is a fantastic way to generate business. The better known you are in your industry, the more likely you are to get the that someone else is conflicted out of or doesn't have time or the ability to do. Further, people who are ancillary to your industry, but crucial for getting are likely to attend these things. For instance, an estate planning attorney might be part of the Southern Arizona Estate Planning Council, an industry group that meets once a month for a dinner lecture. At dinner, that attorney will probably sit with other attorneys, CPAs, life insurance professionals, and financial advisors. All those people are sources of for the attorney and vice versa.

Industry and professional groups, to be effective, usually require a little more than the average networking lunch. If you want anyone to take your card, and actually do something with it besides throw it away, you need to make yourself known, and trusted, to the group. Volunteer for something. Speak at a lunch, write an article for the newsletter, donate meeting space. Do something besides just attend (though that's better than nothing). When you do those things, you won't have to worry about trying to talk to people; they'll be clamoring to talk to you. A correlation to joining industry and professional groups and attending their events is participating in their online activities. Almost every group has a listserv or a message board; contribute to it. This is probably actually the easiest single way to meet referral sources -- even easier than the networking lunch.

Once you meet someone and decide you want to start a relationship with them, follow up right away. The next day is best, but within three days is crucial. Nothing elaborate is needed here, just a quick e-mail or phone call mentioning that it was nice talking to them and you'd like to meet again. Be sure to ask to meet again. If you promised some sort of information, be sure to deliver it. After the quick call or e-mail, send a note card with your card inside, repeating yourself. It's a good sign if they follow up with you too, mentioning that they were just about to call or e-mail you, but if you don't hear anything, don't freak out. Relationship building is a slow process, give it time. Move on to the next contact.

Read our other courses on: What to Do at a Meeting with a Potential Client and How To Follow Up on the Meeting; How Best to Remain in Contact with Your Client and How to Keep Your Client Happy in the Relationship at http://www.responsesynergy.com

All the best, Wolf Krammel
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