Face-to-face networking is one of the primary ways we connect with potential customers. Social networking websites are great, but remember that the ultimate goal of these websites, in a sales context, is to allow us to meet people  face-to-face.

Here are six simple sales tips for better face-to-face networking.

1. Know What You Want
Stephen Covey implores us to start with the end in mind. What do you want to achieve at the networking event you plan to attend? Select events that will support your networking
goals. Not every networking opportunity will have a good ROI (Return On Investment). Be selective.

2. Have Your Message Ready
Never “wing it.” Prepare in advance the message you want to convey to the people you meet. Customize your message to the particular event and your goals.

3. You’ve Got Two Ears And One Mouth
Be interested in others. This is probably the most important rule of face-to-face networking. Don’t bore people with your unabridged autobiography; show interest in them first.

4. It’s More Than Just What You Say
While our words carry the bulk of our message, be aware that people are watching your behavior too. Do you dress appropriately? Do you visit the bar a little too frequently? Do you have a confident posture?

5. Double Team
If you know someone who is familiar with the group you are visiting, ask him or her to introduce you. This can be powerful. “Melinda, I’d like to introduce you to Bill. He is one of the most knowledgeable people I know in the area of…”

6. Never Forget To Follow-Up
You will normally meet many people at any given networking event. Discretely make notes on the back of business cards so you can later recall the most relevant potential connections.

And there is a place for social networking websites in this process. You can research and follow-up with your best contacts on LinkedIn, Facebook and Twitter after the event.

If you remember nothing else from this article, keep in mind that your focus is to be interested in others when networking. People like people who are interested in them. When people like you, they help you.

©2010 Scott R. Sheaffer

Related posts:

1. Tips for Sales: The Business Social Networking Landscape is Changing Radically
2. The 7 Basics of 21st Century Prospecting, Part 4 of 4
3. How “Connectors” Help You Develop New Business

Tags: listening, posture, Prospecting, prospects

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