96 Great Business Networking Tips
1) If you are trying to find someone to talk to in a room full of people you don’t know, look for someone standing alone. Odds are, that person doesn’t know anybody either, and will be grateful to you for introducing yourself.
Don Cooper
3) You will typically forget almost everyone you meet within 24 hours. To avoid this, take notes on the back of people’s business cards. Write down what you talked about, what they were wearing, where you met, or anything else that will help you remember them.
4) Refer business to people whenever possible. People will remember you and pay you back by giving YOU referrals.
5) If you are new to networking, or uncomfortable with it, read How to Work a Room by Susan RoAne. It is an excellent primer that is entertaining, informative and easy to read. You should be able to find it in any bookstore or library.
6) At business events where alcohol is served, don’t overindulge. One or two is okay, but set a limit and stick to it. Being drunk does not enhance your professional reputation.
7) When talking to someone, don’t stand face-to-face. You have to get too close for comfort to be heard and you look unapproachable to others. Instead, stand at an angle to the other person. You’ll each have more personal space, you can easily hear each other, and you’ll appear more inviting to people who would like to join your conversation.
8) Good eye contact is critical to building rapport. When you are conversing with someone, you should be looking at them 70 to 80 percent of the time.
9) There are many different types of groups in which you can network, including trade associations, chambers of commerce, service clubs, referral groups, recreational clubs, interest groups and more. They each fill different personal and professional needs. Try out a variety of them.
10) To get the most out of your financial investment in a business or professional group, attend its events regularly. The real value of any organization is not the directory, but the people.
11) Arrive as early as you can to networking events and stay as late as possible. Some of the best networking occurs at the beginning and end of an event when the crowd is smaller and the noise level is lower.
12) To help stimulate conversation, wear some kind of pin on your clothing. It can be purely ornamental, it can be something with a motivational phrase, or it can be a membership pin from an organization such as Toastmasters, Rotary or your local chamber of commerce.
13) In most organizations, the majority of the work (and the majority of the networking) occurs in committees. Get involved at the committee level and you will increase your visibility, your credibility, and your results.
14) When telling someone who you are and what you do, don’t just give your title or your profession. Talk in terms of how you help people or what results you create for them. People don’t really want to know what we do—they want to know what we can do for THEM.
15) People are naturally attracted to a person who is positive. Conversely, a negative individual drives people away. Be sure you have a positive attitude whenever you enter a networking situation. (Do a smile check in the mirror—it works!)
16) When talking to someone you’ve just met, asking questions is more important than telling information. If you’re going to figure out how you can help someone, or how they can help you, you need to know more about them. You already know all about you.
17) Make an effort to read at least one newspaper a day. (Or at least, part of one.) Keeping abreast of what is happening nationally and locally will help you make conversation with the people you meet. It also improves your credibility and your perceived intelligence.
18) The biggest networking sin is running out of business cards. It smacks of poor planning, bad judgment, or a lack of caring--not the way you want to be remembered. Make it a habit to always carry plenty of business cards with you.
19) Did you receive a colorful or whimsical tie or scarf for the holidays? It can be a great conversation piece. Note the comments you get when you wear certain accessories and wear those more often.
20) Use facial expressions to give feedback to people when they are speaking to you. When your face reflects the tone of what they are saying (happiness, sadness, disgust, etc.) they receive visual evidence that you are really hearing them.
21) You can use verbal reactions to give feedback to people who are speaking to you. Words and phrases such as, “right,” “uh-huh,” “wow,” “definitely,” “you’re kidding,” “what a shame,” “yeah” and “really,” let them know that you are following along.
22) Use your “real” name on your business card. People will be more likely to remember your name if your card and your name tag reinforce your verbal introduction rather than conflict with it. So if your full name is Timothy Fitzpatrick Xavier Callahan IV, but everybody calls you “Pat”, then put “Pat Callahan” on your business card.
23) Need to make small talk, but too busy to read the papers? Listen to radio news and/or talk radio. You will get the headlines and top stories quickly and conveniently.
24) No matter how nice, flamboyant or good-looking you are, most people will completely forget meeting you within 72 hours. For this reason, it is important to quickly follow up in some way with people you meet. Give them a phone call, send them an e-mail or write them a thank-you note. If you have a newsletter, send them an issue and put them on your mailing list.
25) Hold your drink in your left hand. That way you won’t have to awkwardly switch your drink from one hand to the other when shaking hands with someone. Also, the hand that you shake with won’t be cold and wet.
26) You can get free exposure for yourself and your product or service by donating door prizes for events. For maximum effect and goodwill, make sure the prize is an outright gift rather than a “discount.”
27) Whenever you choose a seat in a “theater-style” room (rows of chairs lined up one behind another) sit as close to the front as possible. When you stand up to introduce yourself, everybody else in the room will be able to see you easily. If you sit in back, most people won’t turn their heads.
28) Nothing builds rapport and trust as much as a warm, genuine smile.
29) Different types of groups have different priorities. In some groups, networking itself is a primary goal, while in others, networking is secondary to some other stated purpose of the organization. Focus always on the group’s primary goal and network appropriately.
30) Want to get more and better referrals? Read Unlimited Referrals by Bill Cates. (That’s “Cates,” not “Gates.”) It’s arguably the best book on the subject.
31) A cheap, flimsy business card says, “cheap, flimsy company,” so avoid “do-it-yourself” cards that are designed to be run through a laser printer. Use the thickest, nicest paper you can afford and have your cards professionally typeset, printed and cut at a printshop. It doesn’t cost that much more and it is worth every penny.
32) Anytime you learn someone’s birthday, write it down and put it in your contact manager or planner. People LOVE receiving birthday cards and your thoughtfulness will be remembered.
33) Networking is about meeting people and building relationships with them. It is not selling. Don’t sell when you should be networking. (But remember that effective networking will make your selling easier.)
34) Don’t tell people your problems. You know the old saying: “80% of people don’t care and the other 20% are happy you have them.”
35) Even if you are not a sports fan, make an effort to follow your local teams. Sports are always an easy way to make conversation and a local team can create camaraderie among strangers.
36) A great way to showcase your business is to host a networking event. For several hours people will see your facility, employees, products and/or services. You can even take guests on guided tours and give away samples or coupons to increase your impact
37) To reduce the cost, time and effort involved in hosting a networking event, consider sharing the event with a caterer or restaurant. You provide the location, they provide the food and you both get the credit. (And the exposure!)
38) To help put you in a positive mood for networking, listen to some up tempo music on the way to the event. (This is not the time play the blues or listen to a tragic opera.)
39) Unless you are attending a sit-down meal, eat something before you go to a networking event. While it is okay to nibble a bit, it is awkward trying balance food, drink and business cards all at the same time.
40) Whether you are meeting an individual or standing up to introduce yourself to a group, always use a greeting before stating your name. Not only is it a courtesy, it also subtly prepares people to hear your name. If somebody is not fully paying attention, they will miss most of the first thing you say. Better the greeting than your name.
41) Networking takes time. Building trust takes time. Selling takes time. Pretty much anything important takes time. Be patient. Be persistent. Be positive.
42) Consider joining a Lead Share group. In these groups, which go by various names (referral groups, tip clubs, resource groups), members are expected to regularly generate leads for one another. Membership is limited to one company per industry, i.e. one lawyer, one printer, one florist, one insurance agent, etc. Meetings are typically weekly or bi-weekly over breakfast.
43) Develop a “tagline” for your networking introductions. This is a sentence that helps people remember who you are and what you do in a creative way. Examples: A photographer friend of mine says, “I make positives out of negatives.” Another friend who works for a trash and recycling company says “Our business stinks, but it’s picking up.”
44) Walking around a room handing out your cards to people doesn’t count as networking. (Don’t laugh, I’ve seen it done.) You have to actually TALK to people in order to meet them.
45) When someone introduces themselves to you, repeat their name to yourself several times immediately. If you didn’t hear or understand the name, ask the person to repeat it, then say it back to them to insure that you got it right.
46) Treat everyone you meet with kindness, courtesy and respect. You never know who might become a valuable contact.
47) Think of networking as an opportunity. Nothing is guaranteed. What you get out of it is based largely on what you put in to it.
48) Don’t use off-color humor with people until you know they enjoy it. If someone tells you a dirty joke, THEN AND ONLY THEN is it all right for you to reciprocate. By the same token, don’t tell lawyer jokes to lawyers or doctor jokes to doctors unless they start.
49) How can you keep in touch with people in a way that is not only not annoying, but will cause them to thank you? Call occasionally to alert them to upcoming networking events.
50) Consider putting your picture on your business card. You will be remembered more frequently, since we all recall faces better than names.
51) Whenever you meet someone, always ask for their card. Even if you give them your card, you can’t guarantee they will call you. But if you have their card, then you can get in touch with them when you need to.
52) People judge us on our appearance. So be sure to dress appropriately for the networking situation you will be in. If you want people to take you seriously as a professional, you need to dress professionally.
53) When conversing with someone, be sure to listen more than you talk. People appreciate a good listener. This is one of the factors that helps you build rapport.
54) Endless Referrals by Bob Burg is a great book on networking, prospecting and network marketing.
55) Whenever possible, introduce people to each other. Both parties will be grateful to you for helping them meet people. And you will build your image as someone who knows a lot of people, and is, therefore, important.
56) Everyone in your organization should have their own card. When a person hands out a card that does not have their name on it, or lists more than one name, it devalues the individual and the organization in the eyes of the recipient. It also makes it difficult for the person to be remembered.
57) Most of the people we meet will forget us within a few days. So after you’ve met someone, find some way to follow up with them. Send them a letter, an e-mail, a postcard or a newsletter. Give them a call to invite them to another event or to ask them more about their business.
58) Always wear your nametag on your right side. When you shake hands with someone, each person’s line of sight travels up the right arm. When your nametag is on your right, people will see it more easily.
59) One of the best things you can do in an organization is to volunteer. You can dramatically increase your visibility and credibility. You also get a chance to showcase your talents and learn new skills.
60) Whenever you are at an event where everyone in the room has an opportunity to introduce themselves to the entire group, be sure to stand up. You will be more easily seen by everyone, increasing your chances of being remembered. If nobody before you has stood up, it may feel uncomfortable to be the first, but almost every person who goes after you will also stand. Being a trendsetter means you are a person of influence, and thus, worth knowing.
61) Don’t expect instant results from networking. Building trust takes time, effort and consistency. Be patient. And keep up your efforts.
62) Whenever you notice an article that would be of interest to someone you know, clip it out and send it to them with a short note. If more than one person would benefit, photocopy the article and mail it to each of them.
63) A great way to meet a lot of people in an organization is to deliver a short presentation for them. Service clubs, like Rotary, Lions, Kiwanis, Optimists and others, are constantly in need of speakers for their meetings. And everyone wants to meet the speaker!
64) There are many different networking situations, so you should prepare introductions of different lengths. The most common are 10 seconds, 30 seconds, 60 seconds, and 5 minutes (often called a “spotlight”). Write out and memorize the shorter ones, and have an outline ready for spotlight opportunities.
65) If the back of your business card is blank, you’re missing out on a great marketing opportunity. Put something of value on the back, such as a calendar, a list of available services, some easy-to-use tips, a few testimonials, some positive quotations or a frequent customer-tracking system..
66) You never know when or where you might meet someone who could be very important to you, so always carry business cards with you everywhere. A chance meeting in a bank line, on an airplane, or at a yard sale could lead to something great if you are prepared for it.
67) Wish you had more charisma? You can. Read the book, Charisma: Seven Keys to Developing the Magnetism that Leads to Success by Tony Alessandra, Ph.D. You should also check out his book The Platinum Rule.
68) As tempting as it is to interrupt someone who is speaking to you, don’t do it. If you can restrain yourself and give the person your undivided attention, they will feel more relaxed around you and begin to trust you. You will also stand out in their mind, because you will likely be the only person to put them at ease this way.
69) Not all networking events are equal. The best ones for you are where your best prospects are. Which organizations do they belong to? What type of events do they attend? You need to answer these questions to get the most from your time, money and effort.
70) Join your trade association and get to know your competitors. Make them your friends. That way you can refer business that isn’t right for you, or that you can’t handle, to them. In return, they will do the same for you.
71) Men: Women HATE to be hit on at business events, so don’t do it. (Even if she IS gorgeous.) Keep it business-like until you know each other better.
Women: Men LOVE to be hit on at business events. (Heck, we love to be hit on anywhere.) And men may think you’re hitting on them even when you’re not. Be very aware of what signals you’re sending.
72) Whenever you attend a networking function with a colleague or spouse, spend as much time as possible apart. It doubles the number of people you can meet.
73) Bad breath will ruin a first impression. Always keep some mints or breath strips handy, so you can pop one before a networking event. Don’t chew gum at an event, however. Chewing gum while talking makes a person seem immature and unprofessional.
74) Ideal ways to follow up with people after an event include a postcard, an e-mail or a short, handwritten note. Don’t send a sales letter or a brochure to someone unless they specifically asked for it.
75) Bring your digital camera with you to events. Taking pictures gives you a great excuse to follow up with people afterward. And if you’re in the photo, they’ll remember you better as well.
76) Make sure all your contact information is on your business card: address, phone, fax, e-mail and website. Depending on how important it is for you to be reachable, you may also want to include your cell phone and/or your home phone.
77) Don’t put two addresses on your business card. It confuses people who meet you. Make it easy for them by just listing one address. They can find your other addresses on your website or by calling you.
78) Hate writing your name on an adhesive name tag? Have a name tag professionally made to your specifications and carry it with you.
79) Don’t spend the entire event talking to just one or two people. You’re there to meet as many people as you can, so as a general rule, don’t spend more than about ten minutes with any one person.
80) Want to meet every single person who attends an event? Work the registration table. You’ll be able to greet everyone as they enter and when your duties are over, you can seek out those who you most want to talk to.
81) Is the person you’re talking to wearing an interesting piece of clothing or jewelry? Ask about it. Odds are, there’s story behind it the wearer is dying to tell. And that will create powerful rapport between the two of you.
82) Be sincere. People can spot a fake easily. And we avoid them.
83) Need a graceful way to end a conversation? Try this: “Well, I don’t want to monopolize your time. I know you want to meet other people here.”
84) If the person you’re talking to doesn’t have a card with them, give them one of yours to write their information on.
85) Don’t waste a perfectly good networking event by spending all your time with people you already know. It’s okay to spend a few minutes socializing with your friends, but devote most of your time to meeting NEW people. That’s what you’re there for.
86) Have you ever read How to Win Friends and Influence People by Dale Carnegie? If not, you should, and soon. If you have, reread it. It’s a classic for a reason.
87) One of the best questions you can ask people at a networking event is, “Where else do you go to network?”
88) According to the Centers for Disease Control, only 20.9% of Americans smoke regularly. Which means if you smoke, the smell is permeating your breath, skin, hair and clothes, resulting in an odor that turns off the vast majority of people you meet. Quitting is not just good for your health, it’s good for your career.
89) Before you leave for an event, double-check the address, directions and parking information. Better to spend a few minutes before you take off than to waste a half-hour or more driving around in frustration.
90) At networking events, never be rude, even if someone else is. Actually, this rule applies to pretty much all of life.
91) Friendship cannot be bought. It must be earned. And the best way to earn it is to give it.
92) Stash extra business cards everywhere. Consider your briefcase, purse, glove compartment, diaper bag, gym bag, backpack, etc. You never know when you’ll need one.
93) If you do business internationally, reprint the information from the front of your business card on the back in the appropriate language. Or print a list of the languages in which you do business.
94) Go easy on the perfume or cologne. A hint of fragrance is fine. Marinating in it is not.
95) Ask your clients where they go to network. Odds are, those are great places to find more prospects like them.
96) Never, never, NEVER insult or complain about the host, the food, the music, the facility, etc. Murphy’s Law dictates that the person you make the insulting remark to will either be the person responsible or will know them personally.
Don Cooper—“America’s Networking Guru”—is a sales and marketing expert who speaks, writes and consults on how to attract and keep more customers. He is a contributing author of Confessions of Shameless Self Promoters with Debbie Allen and Jay Conrad Levinson. You can contact Don at 303-885-1182 or
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