*Ask for letters of recommendation - Always ask existing customers for some comments you can use on sales letters, your web site or brochure.

*Listen for referrals - Keep your ears open for referrals. Often a customer will make a throwaway remark - "My brother- in- law suffers from same problems in his business as I do." You then, ask politely about brother-in-law's business and if it would be okay to contact him. (This seems so simple but many people don't pick up these remarks or do anything about them.)

*Thank people for referrals - When new customers contact you, ask them how they heard about you. (You should always do this so that you can evaluate your advertising or promotional activity) If they tell you that they've been referred by someone else - send a thank you note to referrer. It'll encourage them to refer more people.

*You refer business to them - It's old "I'll scratch your back if you scratch mine story" Tell people about businesses you'd recommend. If you think they'll do something about it - phone your contact at business you've recommended. Tell them - "Watch out for so and so who's going to phone or come and see you." Pass on any details you have and hopefully they'll do same for you one day.

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#6 Personal hygiene - Brush your teeth or use a breath freshener. I've met people at networking events whose breath would bring down a rhino at fifty feet. Avoid drinking wine or coffee; they can make your breath sour. Stick to mineral water or a soft drink.

#7 Watch out for perfume - Both men and women, strong scents can be overpowering.

#8 Name badges - They'll probably hand these out at event, however consider having your own produced. They're not expensive to produce and it means you can ensure that what's on badge is what you want. (Conference organisers often get details wrong on name badges) Pin badge on your right lapel - it's easier for people to read. The majority of people shake hands with their right hand. As you lean forward to shake hands, it means that other person can read your badge easier.

#9 Go with a partner - Take a friend or one of your team to a networking event. While you're there, alternately separate and come together. When you see your partner with someone or a group, walk up and let your partner introduce you. Your partner will introduce you using a pre-agreed benefit statement. Something like - "This is my friend Mary Smith - she helps business people find more customers by improving their networking skills." It's then easier for you to make more contacts.