So, don't sell. Meet and greet. Ask people about their businesses. Be friendly and relaxed. Enjoy yourself. Get to know people. If and when someone appears to meet your target criteria, ask for their business card. Then follow up with them later to see if there might be a fit.

Here are some ideas to help you get most from your time spent networking:

1. Set a time budget each week or month for your networking. Plan to attend a specific number of meetings or events at which you can network. Make sure your other tasks and responsibilities fit around these meetings. It's best to balance networking with your other lead generating activities. This way you can measure value of your networking leads against time spent acquiring them.

2. Pick networking oportunities that put you face to face with people most likely to need what you offer. Or try to meet people who can connect you with people who need what you offer. Both are good prospects.

3. Understand why you're there - to begin relationships - not to sell. Networking is first step in a long dance. Don't rush.

4. Don't give your cards to everyone. Save your money and some trees. Only hand out your card to people who ask for it.

*It can be handed to customer or used for direct mailing *It gives customer much more detail *Confirms what you've discussed *Gives your business credibility and status *Can help break ice before you meet customer

The elements of a successful brochure:

#1 It must have a call to action - You must ask customer to do something after reading your brochure (particularly if you use it for mailing) - place an order - request more information - arrange an appointment.

Make them an offer they can't refuse - an early-bird discount - a special price - a never to be repeated offer. It needs to have a Free-phone number or a tear off coupon or an enclosed order form.

Remember - this is a sales document, its purpose is to get you more orders not just to fill peoples head with information.

#2 Think about customer - Your brochure must talk in terms of customer's interests - not yours. (Don't let your ego run away with you) It must explain how it solves customer's problems and has benefits for him or her.

#3 Testimonials and endorsements - Include all statements that other people have said about your product or service. They must be real statements giving persons name and their organisation. People wont believe statements such as - "This service is second to none" - Sales Director

#4 Specialise - If you're targeting a particular market, your brochure needs to reassure customer that you understand and have expertise in that market. You then need to give examples of how you've solved specific problems in that market.

#5 Make them want to read more - The front of your brochure must have a headline that grabs customer and encourages them to read more. It needs to include a strong benefit or a way to solve a problem. For example - I might produce a headline for one of my brochures that says - "Customer Service Training for Retail Industry" It would be far better if I went to heart of problem and used headline - "How to stop customers walking out of your store and buying from one of your competitors."