We have a guest author today. Marty Eerhart is an Inquisix member and manages a nationwide mortgage broker and lender business based in Rhode Island. He previously owned a sales and management training company providing networking training sessions coast-to-coast.
Marty’s Top 7 Rules Of Networking
1. Don’t sell at networking meetings. Your goal is to meet people. You don’t have time to do a good sales presentation. Besides, there will be too many distractions.
2. The best way to get something from networking is to give something. Don’t expect to get leads when you never give others leads. Networking is like marriage: You get out of it what you put in it.
3. Remember me? When someone asks you what you do, say something memorable. This way it is easier for the other person to think of you when they meet someone who needs your product or service.
4. Qualify the people you meet into three categories: Potential clients, source of referrals, interesting-but-nothing-more. Realize that not everyone will be a prospect. Networking is more then prospecting. It is also finding people who could lead you to potential new customers.
5. Networking is more like farming then hunting. It takes time to cultivate and harvest. But once the harvest season starts, you will be well compensated.
6. Did you miss me or am I just another number? Remember the first date you went on? You waxed the car. You put on your best clothing, shaved or put make-up on. You opened the door for the other person. You paid him or her a compliment. But after you see them a few times, the extra efforts are gone. Keep all your meetings like the first one!
7. Remember, it is net*work*, not net*eat* or net*play.* It takes energy and effort to make network work for you.
All About Referral Selling 
Great points, Marty.
All good points, and I would add another: After a networking meeting, it’s helpful to follow up with contacts you’ve met within 2-3 business days. A few lines in a well-worded email, summarizing what you do and reiterating an offer to make a referral or provide other assistance, can make a lasting impression.