Networking is one of the most powerful means of generating sales leads and enquiries. Prismea management networks extensively and generates most business through this methodology. The keys are (i) use networking time effectively, (ii) use both real and virtual networking, (iii) focus on two or three networks for optimum use of time, (iv) in the case of real networking, plan the event, do not get distracted from the objectives and follow up religiously.

Networking improves with practice and so you have to work at it. Read about it, go on training seminars and get practical experience.

A few tips and techniques:

• Get a list of attendees before the event or at the start
• Identify the attendees you wish to meet, ask the host for introductions
• Limit each meeting to 5 minutes
• Do not hand over your business card until you are asked for one
• Ask what the other person is trying to achieve both at the event and in business, listen attentively
• Do not circulate a room with a colleague
• Have your introduction 'Elevator' speech well prepared, make it interesting, amusing or provocative
• Try to help if you can with introductions at the event or over the next week or so - on the principal 'give and ye will receive'

This is just a flavour of the subject. Networking and Working a Room are topics covered on the Prismea Sales Training Seminars. Networking events run by the following can be productive - Institute of Directors, British American Business Inc (BABi), Chambers of Commerce, Embassies, Business Link, Development Agencies, International Trade Forum, NRG, Business Network International and Business Referral Exchange. However there will be specialist networking groups relevant to different industries, trade associations, geographies and interests.

Virtual networking sites include LinkedIn, Ecademy, Ryze and OpenBC. Again it is vital to plan your objectives, how much time you can allocate to virtual networking and focus on the 1 or 2 that are most productive.