Invited guests and their business associates have arrived at the business networking event and are enjoying an evening of meeting and greeting. Below are tips to help you network with your ideal client and become the "go to" resource for attendees.

Decide in advance whom you want to meet. Define your ideal customer or contact. Be very specific and clear. Recognize the opportunity and help others bring opportunity to you. Your objective then becomes meeting individuals who can move you closer to your ideal client. When you are in conversation with someone new, ask questions that will help you learn about what that other person is looking for and then match his or her responses against what you have to offer. Be prepared to tell your audio logo (elevator speech) in 30 seconds or less. What you do is not your job title but the solutions you offer.

Practice listening. Pay attention to the other person's conversation. Do not interrupt. Listen to what they are saying and not saying. Listen for opportunities where both of you may benefit.

Create a tag line for your name badge that will stimulate curiosity and conversation. For example, a coach may use --"Will coach for chocolate" as her tag line. Think of an interesting word or phrase that best describes what you do. My tag line is, "The 24 Hour Secretary, we give busy and sometimes overwhelmed executives and entrepreneurs the gift of time." Prospects usually respond with, "I wish I'd met you last week!" The conversation continues from that point on and we discuss how we can mutually benefit from developing a relationship.

Ask for help meeting people. If you don't know anyone, ask someone at the registration desk to suggest a member or attendee who can introduce you to your "ideal" prospects.

Plan an opening statement or question to start a conversation. It could be something as simple as, "Why did you come to this event tonight?" or, something totally unrelated such as, "What's your favorite color?" Don't approach the person with a sales pitch or attempt to hog all their time. Remember, they want to mingle and meet potential clients, too.

Bring your business cards! Be prepared. Have a ready stock in your pocket (right pocket for your cards and left pocket for cards you receive). If a networker asks for your card and you reply, "I ran out" or "forgot them", it WILL leave a very bad impression. However, when you meet people who are good prospects for your product or service and they say they "just ran out" of cards, show them how you make it easy for people to work with you. Pass them your card with a pencil and ask them to fill out their contact information on the back. Make notes on the back of the cards you collect to remind yourself later about the people that you've met and what you want to remember about them.

Keep moving! Don't settle into one place with one person. Politely extricate yourself from a conversation, and then move to others in the room. Plan to meet up with your associates at the end of the event.

Build your own network of relationships. Identify who you would like to be a part of your network, to refer business to, to partner with, and those who would increase your value to your customers. Then seek out those individuals or groups.

Become memorable. Develop a follow-up system for keeping in touch with the people you meet and communicate with them on a regular basis. Send them tips or notes regarding information that may be of interest to them. (The information doesn't always have to be business-oriented. It could be an interesting article about a hobby or trend the person mentioned.) Before you know it, you will become a trusted source, business associate and become their "go-to" person.

You're on your way to developing relationships that may lead to future business. So, if you are the "planner" or the "attendee", there's something for everyone at a networking event if you know how to get the most bang from attending.

Sharon B Williams

Sharon Williams is president and CEO of The 24 Hour Secretary, an administrative, marketing and internet-based business support services firm open 24 hours a day, every day. We work with busy and often overwhelmed executives and entrepreneurs. Subscribe to her ezine Smart Business = Success stocked with tips for busy professionals and visit her blog for marketing strategies and other business success tips.

Ms. Williams is also a published author and coach. Her list of publications include: Racism in State Government, which was commissioned by the Maryland Legislative Black Caucus; Marketing Your VA Practice: It's Not About Money, It's About Having the Right Strategy (Vol 1 and 2); and, The Nuts & Bolts of Branding: How to Identify Your Brand Promise in a Niche Market.

Ms. Williams enjoys working with clients who appreciate her dedication to their success. She believes that when clients are successful, she is too.