Prospecting is simply finding new people who will buy from you. There are only five ways you can get on somebody's radar:

1. face to face
2. email/internet
3. literature/correspondence
4. phone
5. reputation/word of mouth.

Of these, the face to face is one of the most powerful. And the best way to do that is by networking. Let's continue Part 1 of this series by looking at generating more prospects by nailing the remaining five keys to networking>>

Networking is a phenomenal way to generate new prospects. But few people do it right, and as a result, few people are really comfortable with it. Let's continue from Part 1 of this series by looking at a further five keys to productive and effective prospecting through networking:

 3. The Right Impressions

First impressions are like a jelly – they set very fast! When you meet people, they decide two things pretty quickly: whether they like you and whether they rate you. There are three steps to making a favourable impresssion:

1. Be confident and expectant when you approach people. They don't go there for solitude – they want to talk to people just like you!

2. Spotlight or floodlight network. Spotlighting is looking at a delegate list, deciding which people you would like to talk to and asking the host to introduce you. This is my preferred method of networking. I look for companies or individuals I'd like to build a relationship with and simply broker an introduction! Floodlighting is simply looking for people stood alone or in open twos and threes. These are always the most welcoming, among a networking crowd.

3. Be polite and warm. A smile, good eye contact, a simple, "Do you mind if I join you?" and a good handshake makes it almost impossible to make a bad impression!

4. The Right Conversations

Small talk is big business. It builds rapport and gives you permission to take things to the next level. You can then move onto what I call BPQs (Business Personal Questions) such as what they do, their role in the company, their personal goals and challenges. Finally you can ask BBQs (Business Business Questions) such as their business challenges, their customers, their needs and their projects. That way you can find out where they’re hurting and how you might be able to help.

5. The Right Strategy

If you want to fully utilise your time there, you must move around the room and disengage appropriately. Many people struggle with this, which stops them from networking. Simply use food, drink or a third party to either excuse yourself or take them with you. Keeping things fluid means you’ll bump into others and ensure things don’t go stale with the conversation.

6. The Right Close

When you spot an opportunity, it's both reasonable and expected to ask for two things - their business card and permission to call them. It's important not to 'hard sell' here. Remember they have chatted with you for a few minutes, they like you and are probably going to be happy you phoning them.

7. The Right Follow Up

Remember you're still not selling. You want a meeting from that call, some quality one- to-one time. At the very least you want a good ten mins on the phone to find out more. That's when you can think about presenting and closing. Bear in mind that you could be the right idea at the wrong time – they might want you but not yet. They could have existing providers/advisers in place. They might not be the decision maker.

Whatever happens, if you feel you could help them, if you feel they're better off having your product or service than not and if you feel your product or service is fairly-priced, then you have a moral obligation to get it into their hands! So keep in touch throughout the next few weeks and months, turning that business card into a sale.

Things change in business, and when the wheel falls off their wagon, you want to be the spare wheel that fits just right. You want to be in prime position to help. You want to be front of mind. If you’ve built up a 'giving relationship' outside the transaction, naturally they're going to think of you first!