How do we go about following up a meeting or contact with someone we would like to add to our network of contacts?

My key networking tips:

· Remember faces rather than names by placing a face in your memory bank. Attach a face to a business card by association to a distinguishing feature on the card.

· Always jot down the details while they are still fresh in your mind. Or, you can usually get the details later by calling the receptionist at the person's place of business and simply asking for assistance.

· After the occasion, jot details on the back of the card, such as where and what it was, and their partner's name. People are impressed if you pay attention to their partner and remember the partner may have a strong influence with regard to business contacts.

· Record the contact details. Either file the cards in an alphabetical holder or, use an Excel spreadsheet database. The benefit of the database is that you can sort them by first name, surname or company which is simpler to trace later on.

Suggested fields: first name, surname, title, company, address, p/code, telephone (direct), fax, mobile, code type of contact (personal, business, charity, sponsorship), interests (golf, footy, basketball, live shows), spouse name, personal assistant name.

You may not record every detail on the first meeting, but persist and you will acquire a most valuable business tool.

· Create an opportunity to meet again. Find an opportunity to meet about your business. Or, create a social situation where you can meet, to develop a stronger bond before taking the business line. Many people are uncomfortable with the direct approach.

· Don't consider everyone you meet will give you direct business. However, they may know people who can. People I helped many years ago now help me in my current business.

· Be genuine. To be a successful networker, you should not always seek a direct return. Approach any situation to add value for the other person. You might know someone who can help them or give them business. It is this genuine approach which brings long-term results. You can be hard-nosed and only go for the quick hit, but you will be more successful in the long term if you take a gentler approach.

· Have the courage to approach people you have met before and reintroduce yourself. Some people may take a few times before they remember who you are.

· Have the stamina to develop new contacts. Attend anything where you may meet new people, even when you can't quite see how they may fit in with your business needs.

Finally, have fun. Don't take networking or yourself too seriously, enjoy what you do, and success will come naturally.

By Eric Granger