Other than business cards, what one thing do you consider a must-have for in-person networking?

This answser may seem a little off the wall considering what has been written so far, but the most important aspect to networking that is seldom considered is a database in which you can keep track of your contacts, when you last saw them, what promises they may have made to you, keep track of business prospects if you are a consultant and otherwise manage your contacts. Just meeting people is useless if you cannot remember where, what you may have offered them, such as lunch or an email with some business contacts. The database can also have the correct contact information such as email address, business name, address and the like. I use a product called Act by Sage for my database and it is essential to any networking that I do.

It is very important to record the results of all networking in your database including the date met, nature of discussions, any commitments made (such as to introduce you to someone else) and when you plan to meet again.

All of the suggestions above are excellent and valid. But they all focus on the literal and "technical" aspects of networking. There's one thing that no one mentioned (though Andrew almost touched on it): Be *real.*

I believe in the power of networking, though I am admittedly not a fan of formal events set up for the purpose. What I do believe in is personality, genuineness and good chemistry.

I have a very sensitive BS detector and I am instantly turned off by people who don't strike me as being real, down-to-earth and straightforward. When I'm spoken to in buzzwords, when someone is blatantly making an aggressive business play right off the bat, or when someone is phony or smarmy (using my name too many times, making me his instant back-slapping "pal" way beyond normal just-met-you friendliness, etc.) I want to either laugh or run, or both.

On the other hand, when I meet a "regular guy" (or woman) who speaks to me in normal words and sentences, and is clearly genuine, grounded and professionally/socially mature, I'm likely to want to get to know him and his business better.

I'm not a pompous jerk by any means, or a Scrooge, or a fun-sponge. I understand that in the end networking is about doing business... I get it. But every good business relationship I've ever had was based on quality personalities and good chemistry.

If you've ever done business in Asia, then you know exactly what I mean. Relationship, understanding and trust-building first, business second.

Don't be a walking business-card dispenser. Be yourself.

Well said, Michael.

I guess I overlooked authenticity as an attribute to discuss in this thread because it seems so core to successful networking. However, your post highlights one of the major problems that we have had in the past 2-3 years when it comes to networking and social media in general. There's too much coaching, and scripting, and construction involved.

Networking is about relationships. Yes, there should be a strategy or approach -- and possibly even a framework within which one can operate -- but the goal is to interact with people in a mutually useful way. Sad to say, with the economic situation the way it has been, and the general trend towards extreme capitalism, almost everyone is trying to sell something to someone in 20 seconds or less.

Being a real networker is about being a real person who is genuinely interested in other people and would be happy to help them and be helped by them.

Thanks for the reminder. (I also hate buzzword dependency, my use of "authenticity" notwithstanding )

Have something to offer them - an at-no-charge white paper, mini-session, newsletter, a follow up with info on an upcoming free teleclass - anything that will connect you more directly with real prospects that will open the door for follow up after the networking event.

As a time liberation agent, I ususally have a couple of time liberating tips that I can customize or a new time liberating app I share.

I learned this from Patti Keating, Business Coach - Thanks Patty!

Look good - dress for success.
A positive, can do attitude.
Be prepared to ask a lot of questions about other people and their business.

In addition to Chad and Candyce's solid advice, also come prepared with a list of three specific and meaningful ways others can assist you. Know your audience and target your request(s) to their expertise/knowledge.

A gun...and "an offer they can't refuse".

Be sociable, genuinely interested in what other people have to say, and ready to give more than you receive. Being a great listener will open many more doors than having the right catch phrase.

And, don't be so quick to look only for contacts that can help you right now. You never know who is connected to the people you are connecting to, or how your needs (or theirs) might change in the next few weeks or months.

All great ideas so far...

I always strive to communicate the W.I.I.F.T. (What's In It For Them) principle. If someone brings me business from a networking event I make sure to let them know I will reward them in some meaningful way. It could be a referral fee, I reciprocal lead, a nice dinner or something else that is appropriate.

If I am talking to a potential customer at a networking event, I will usually have something of value that I can give them (usually a free report or an informative guide) that can help them with a specific marketing related issue in their business.

I will ask the person if they have their cell phone handy. Then I ask if they ever use text messaging. If yes, I will ask them to text a certain keyword to my mobile text marketing system and it immediately sends them all my contact information plus a link to get the report or guide. They get the free information, I get their contact information to follow-up with them and I just demonstrated the power of one of the my services to them.

The main thing is to find a way to make you, and your business, memorable.

Great answers all around - I would suggest that you where you network is as important as how you network. It may seem obvious, but go where your target (ideal) customer is going to be. As to what else to have - A pen, to take notes on the back of cards of people you talk with; Curiosity and a good handshake.

In person networking,
you know I tweeted that to my 7000 followers ,asked my 2000 friends on facebook,
asked my linkedin network and nobody knew what that meant.
So I hosted a webinar and friends from San fran to Ireland to Hong Kong joined in and we were all still stumped.
Still had a great time and picked up several new contacts and leads and gained 4 more clients so thanks for the great question
http://budurl.com//twitdvd

Knowledge! When we know our Industry, our Company and our Competition we have confidence. This confidence is then shared naturally through enthusiasm, professionalism and clear communication.

I encourage my audiences to participate in continuing education programs of their own design. The wealth of information available for learning more about your industry and business in general, is abundant. Books, webinars, seminars, workshops, conferences, meet-up groups, the internet... these are excellent resources for expanding knowledge. Many are free or low cost. The greater your knowledge base, the more comfortable you are discussing your business and your area of expertise with your connections, prospects and existing customers. Added bonus: Knowledge makes you a better boss.

Thanks, Andrew.

I love your quote:

"Sad to say, with the economic situation the way it has been, and the general trend towards extreme capitalism, almost everyone is trying to sell something to someone in 20 seconds or less.

Hits the nail on the head.

And I don't count "authenticity" as a real buzzword... at least not when the person saying it is authentic ;)

- Your business card should say something about who you are. See http://www.state.gov/documents/organization/75156.doc for "best practices."
- Create your own name tag. It will stand out from the name tags given at the meeting. Add your focus, e.g., "IT Project Manager." Add something to the name tag that will have others want to start a conversation with you, e.g., "Ask me about my dog." Then have an engaging story to tell.
- Bring your marketing profile (See example http://tinyurl.com/3t98fv3.) Give your marketing plan to others along with your business card. (Self promotion: Here's mine with a different spin--prints front-to-back http://grey-consulting.com/files/MaureneCaplanGrey_MarketingProfile_Tri-Fold.pdf.)
- If the registration list is available before the event, review it. Decide whom you wish to chat with and find those folk at the meeting. See "How to Work a Room" http://blog.simplyhired.com/2009/12/how-to-work-a-room.html?utm_source=newsle....
- After the meeting, schedule 1:1 meetings over coffee with the people with whom you "clicked." Nurture those relationships.
- If there is a presentation at the meeting, chat with the speaker. Network meeting presenters genuinely want to help others.
- If the networking group has a Yahoo board, Web site, etc., post a "thanks to the organizers" message on it.
- Networking is not a "give and take." Sometimes it is only a "give." Be prepared to give.