Networking is about making connections with people and building a network of meaningful relationships.

Having good relationships means - these people will either do business with you and/or recommend you to others. These people are your unpaid sales-force and you've got to ensure that they do a good job.

Here are 9 steps to successful networking:

#1 Be prepared - Particularly if you're attending a formal networking event like Chamber of Commerce -

#2 Think about whom you'll be meeting - Consider what your opening remarks or questions will be. And think about what you're going to say when they question you.

#3 Make sure you have lots of business cards, a small notebook and a pen - These should be easily accessible and not involve a rummage through pockets or a bag to find them.

Reminder - NEVER go anywhere without business cards

#4 You don't necessarily need brochures - These can be sent when you follow up later. A networking event is not a place to sell you product or service. (This is not understood by people who have bored pants off me over years)

Personalise - Using person's name in a sales letter will give you greatest success. It's feasible to address sales letters to - "Dear Transport Manager" or "Dear Friend" or "Dear Sir or Madam" or no salutation at all. However this lessens your chances of getting a response.

You must have a good headline - You've got to grab reader's attention as quickly as possible. There must be a reason for them to read on. The same rules apply that you'd use in your advertising or your brochure; you need to start with words such as - "How to" or "Discover" or "The Secrets of"

Start with an anecdote - Introduce your message with a short relevant story. For example, you might use something like this if you were introducing a management training program - "Seventy percent of employees don't leave their job they leave their manager" You'd then provide supportive statistics and give details on cost of staff turnover. You would then go on to show how you could reduce these costs and improve productivity through your training program

Lots of "You" and no "I" or "We" - Make each letter sound like you're speaking to that individual rather than to a group of people

It needs to tell reader what's in it for them - Tell them how they will personally benefit, how their business will benefit and/or how their problem will be resolved

Be believable - Don't make "fantastic" claims for your product or service - your letter has to be credible