Networking events can be great for building your business, but only if you use the right strategy.

“If you go into a networking event and you don’t have a plan, says Donald Robichaud, president of FloodLight Consulting in Kelowna, B.C., “you’re just wasting your time,”

Here are five mistakes to avoid the next time you attend an event at which you hope to make valuable contacts:

1. Attending the wrong event
Make the most of your efforts by being selective about the networking events you attend.

First, identify your target market, says Robichaud. Next, find events or locations at which you will be most likely to meet those people.

Finding the perfect event can be difficult, especially when you are just starting out, Robichaud admits. To get a better sense of where to go, reach out to someone who fits your ideal client profile and ask him or her for some direction.

2. Arriving late
Get to the networking event early to figure out your plan.

Find out who will be there by checking out the badge board if there is one, Robichaud says, and decide who is a priority for you to meet.

As well, take note of the layout of the room and find a place to stand where you are most likely to meet key people passing by, he says.

3. Thinking like a guest
Guests at events generally take a relatively passive role; the host, on the other hand, is actively mingling and greeting people. At your next networking event, pretend you’re the host.

You will make a stronger effort to meet new people, Robichaud says. As well, you can create connections by introducing people to others you already know at the event, which is something a host would do.

4. Being “stand-offish”
Look for the right moment to join a conversation and meet the people you need to speak with.

Stand close to the group and acknowledge what is being said through your body language, says Robichaud. During a break in the conversation, make eye contact with someone and say “hello.”

5. Letting a prospect forget you
Follow up quickly with leads you met at the networking event.

If you meet someone you think you can work with, send the person an email within 24 hours, says Robichaud. In the message, give your name and where you met. Also mention a comment the prospect made or a problem he or she brought up during your conversation, and how you can help.

IE