Connecting: Tips offer ways to get the most from networking

When you enter the networking mixer do you feel like you have a two-foot perimeter of open space surrounding you? Everyone seems to be comfortably settled into clusters as they socialize, unaware of your presence. You try to make eye contact but you don't recognize anyone. You search for the bar. Even though you're not thirsty, having something in your hand might make you appear to be festive and casual.

Time stands still. You make idle chat with the bartender, waiting to be rescued from this miserable time warp. Even though you were hoping to make business contacts, you're not sure about the approach.

Whether you are just out of college, in career transition or building a successful business, networking is a necessity to form lasting business relationships that lead to referrals. Here are some tips to make your networking pay off.

Do your research

Before you go to a networking function, decide whom you want to meet in advance and why you want to meet them. If the people you want to meet have a Web site, visit it and when you meet them, you now have something to comment on.

Act like a host

By calling new members of your organization before the mixer and inviting them to meet you there, you accomplish several things: You help them become acclimated into the club, you have someone to introduce around and you make a new business acquaintance that will be grateful for your leadership.

Play matchmaker

Become a resource person by thinking ahead of how you can help others get leads and referrals. Make a mental note of how to get these contacts together. Go one step further by making a few phone calls before the meeting.

Take your business cards

I have been to so many functions where someone could have had my business or a good lead, but they didn't have a card. The excuses range from running out to being in a career transition all the more reason to have at least a generic model. If you are in transition or a graduating college student, chances are you are looking for a position. Have a plain card with your name, phone number and e-mail address.

Get their card

Novices at networking regularly fail to ask others for their card. A rule of thumb: if they ask for your card it means that they are interested. Return the request immediately by asking for theirs and jot down any information on the back of the card that might jog your memory later.

Focus on the relationship

Even though it's important to exchange business cards, the purpose of networking isn't a competition to collect business cards, nor is it to conduct business.

Let others join in

There is nothing more miserable than to be standing outside a circle of people who are so engrossed in conversation that you feel ignored. Become observant to those who seem lost and invite them into the conversation by saying, "Join us we were just talking about " Then at an appropriate time introduce yourself to them and introduce them to the group.

Get out of your comfort zone

Visit briefly with old friends but don't cling to them. Instead look for ways to introduce each other to new acquaintances. Recognize that the more people you meet the more comfortable and fun it will be in the future and the more people you know, the more business opportunities you create.

(Marlene Chism is president of ICARE Consulting in Springfield.)