You can make networking effective and fun! Here’s how: think about being helpful to other people first. Find out as much as you can about other people and how you can help them do their jobs better. Get to know them and let them get to know you. Introduce people to one another. Provide helpful information and contacts. Of course, you also want to let them know the value of your services. But the key is for you to be helpful first.

Be ready for several types of networking opportunities.

Spontaneous networking happens when interactions occur unexpectedly. For that reason, always:

• Have extra business cards with you.
• Have something to take notes with.
• Be attentive to your appearance and other people.
• Use breath mints. (Sorry if that’s too personal!)
• Be able to succinctly state what you do and who your ideal clients are.

Make planned networking events fun by learning about other people instead of just worrying about the business you need to generate. When you start by listening and learning about other people’s needs, people are more likely to call you when they can use services you offer. That beats cold-calling or hard-selling any day!

Here are suggestions for planned networking events:

• Triple-check your appearance and attitude before you go.
• Bring a Sharpie™ for your name badge.
• Split up immediately if you’re with friends or co-workers.
• Circulate and sit with people you don’t know.
• Engage and disengage; spend 10 minutes max with any one person.
• Be aware of what your facial expressions and body language are saying.
• Smile and be pleasant.
• Ask questions and listen more than you talk.
• Be earnest, brief, and memorable with your value proposition.
• Follow through with everything you promise to do.

Strategic networking involves setting up appointments with a company’s key staffers.

Suggestions for these events include the following:

• Get introduced by a mutual acquaintance.
• Schedule phone calls or meetings at the key staffer’s most convenient time.
• Learn about the person’s business needs and personal interests.
• Be brief if you’re making any type of proposal.• Always send a "thank you" card or other follow-up.
• Always find a way to help them somehow.

Make networking fun and productive by making it about building the business community, learning about other people, and being helpful without obliging a returned favor. Do these things, and people will be happy to call you when they need you.

Ben Cairns is a corporate coach and trainer, specializing in business communication skills. He has 17 years of experience working with individuals and groups. Cairns received his B.A. degree in psychology from the University of Tennessee at Knoxville and his M.A. degree in speech communication from the University of Georgia at Athens. The services he offers include coaching, training, speaking, facilitating, writing and editing. He may be contacted at 423-517-0050, ben@bencairns.com, or www.bencairns.com.