To make networking more about you -- work like it isn't about you at all.

Approach the opportunity as if you're focused on what you can do for other people. After all, helping another business person creates goodwill; creating goodwill can be one of the best ROI techniques in your toolkit.

Learn to speak right and give more than you get, and you'll be pleasantly surprised at how much you actually earn in return.

Give Of Yourself

To be a great networker, you have to be comfortable giving of yourself. It is simple, painless and quite rewarding. Be gracious and make introductions. Never hesitate to provide referrals. Take time to counsel someone new in town. Invite a colleague as your guest at the next networking event. Ask others what kind of referral she would like.

I attend my fair share of networking events. More importantly, I make it my business to get involved as a committee member, chairperson or officer. In doing so, I meet many people I may not have had the opportunity to meet during a luncheon. And it pays off.

My newest client is a company I never would have found on my own. I certainly wouldn't have run into the company owner at my "typical" networking functions. Instead, someone I've known for years from attending many different events and programs referred a company president to me. My colleague felt comfortable making the recommendation because I've helped him with referrals on numerous occasions. The rest is
history.

Don't Forget To Follow Up

History shows referrals aren't a slam-dunk. Mine is a success story because I adhered to another networking cardinal rule: I followed up.

Seems obvious, right? But you'd be amazed how many people meet, greet and drop the ball. It may be hard to believe, but busy sales people sometimes get back to the office, drop the cards on their desks and go back to their "real jobs." They forget networking is a marketing tactic that helps them cultivate business relationships -- which leads to sales.

Follow up need not be elaborate to be effective. If you meet someone and agree to call for coffee -- do it. Within 24 hours. It only takes a few minutes to drop an e-mail or make a phone call and set a date. Time is of the essence when you're dealing with busy professionals. The longer you wait, the smaller your chances of scoring the all-important sales call -- or being one-upped by a competitor.

Source: Roger A. Shapiro is founder and president of Mitchell Rose, LLC, A Communications Consultancy. He is a speaker and the author of Write Right, 26 Tips to Improve Your Writing. Dramatically.