For the corporate executive and business owner who wants the key essentials of purposeful networking. Mervin presents 8 networking tips to get you started on a powerful marketing tool.

1. O p p o r t u n i t y b e y o n d h a n d s h a k e
NETWORKING
for NOVICES

2. O p p o r t u n i t y b e y o n d h a n d s h a k e
Networking is a Necessity
"More business decisions occur over lunch and dinner than at any other
time, yet no MBA courses are given on the subject.“ Peter Drucker
“If you want to go somewhere, it is best to find someone who has
already been there.” Robert Kiyosaki
“It isn’t just what you know, and it isn’t just who you know. It’s actually who
you know, who knows you, and what you do for a living.” Bob Burg
These giants of the business world agree on one thing
– networking is not a luxury but a necessity.

3. O p p o r t u n i t y b e y o n d h a n d s h a k e
Successful people are hardwired to network with the
movers and shakers within their niche areas;
they are always on the
lookout for opportunities to
connect, consult and collaborate.
Look Out for Opportunities
8 NETWORKING TIPS…

4. O p p o r t u n i t y b e y o n d h a n d s h a k e
1. Be Purposeful
For every event that you attend,
define your purpose clearly.
- What are your immediate needs?
- Who can you help?
- Are you looking to expand your
network of contacts?
- Is there someone whom you
intend to recommend?

5. O p p o r t u n i t y b e y o n d h a n d s h a k e
2. Keep an Open Mind
The world is more connected than most people
think. If you’re a marketer of luxury products, do not limit
your networking contacts to the socialites and millionaires.
By referring plumbers and dry cleaners to
your contacts and generally being helpful,
your highflying clients will have more
contact with you and form a better
impression of you.

6. O p p o r t u n i t y b e y o n d h a n d s h a k e
3. Look the Part
You can make a great impression on whomever you meet
by looking the part.
It pays to be well-groomed and conservatively dressed.
Choose simple, understated accessories to complete
your look.
I recommend picking out every item of
your attire a day or two before.

7. O p p o r t u n i t y b e y o n d h a n d s h a k e
4. Name Cards
Networking opportunities are everywhere, so be prepared. Place your name
cards in a handy card holder instead of rummaging through your bag for
them.
The name card is an extension of the person who presents it. When
presented with a card, accept it respectfully with both hands and study it
thoughtfully.
Use this opportunity to ask questions pertaining to the prospect’s job.
Make notes on the back of the cards to anchor your
memory of the person you just met.

8. O p p o r t u n i t y b e y o n d h a n d s h a k e
5. Meaningful Conversations
The trick to getting the conversation going is to be interested in
the other person. Good conversationalists do not talk very much;
they get others to talk about everybody’s favorite subject—
themselves.
Spend enough time with each person such that you are able to
establish a trusting bond.
Be open-minded, genuine and helpful.
Try to see how you can add value to the people
you connect with.

9. O p p o r t u n i t y b e y o n d h a n d s h a k e
6. Self-Introduce with Panache
“What do you do?”
Generally, this is an invitation to introduce your profession in 15 to
30 seconds. Some business books term it “the elevator pitch”.
Briefly mention what you do, who you help and the key benefits of
your product or service. It is useful to
practice this before a networking event and
fine-tune it afterwards based on the
feedback you received.

10. O p p o r t u n i t y b e y o n d h a n d s h a k e
7. Exit With Grace
Networking differs from making friends in that you have to
circulate - Susan RoAnne terms it “Working The Room”.
This can be executed politely and smoothly.
Some lines I like to use:
“It’s been nice talking to you.”
“If you’ll excuse me, there’s someone I’d like to
say Hi to”.
“Shall we catch up over coffee soon?”
“Is this your email? I will drop you a note.”

11. O p p o r t u n i t y b e y o n d h a n d s h a k e
8. Follow Up is Essential
Amateurs think that the networking process ends when the
last name card has been exchanged. Far from it! Make it a
point to schedule an hour the morning after the networking
event to follow up with all my contacts. Email is easy.
Where appropriate, initiate further contact,
such as scheduling a second meeting over
coffee or lunch. It reflects professionalism
and sincerity.
This is how meaningful relationships are
formed and strengthened over time.

12. O p p o r t u n i t y b e y o n d h a n d s h a k e
Conclusion
Networking is a marketing activity that emphasises long-term,
mutually-beneficial relationships.
In business, as in life, it is imperative to follow the golden rule –
do unto others as you would have them do unto you.
Being positive and helpful will earn you
much mileage in terms of people power.

13. O p p o r t u n i t y b e y o n d h a n d s h a k e
Networking Evangelist, Speaker, Author
Mervin Yeo, a contributing author in New York Times
best-seller Masters of Networking, provides training,
consulting, coaching and facilitation to business
professionals and organisations Singapore and the region
on purposeful networking and strategic referral
marketing. He lives and breathes, speaks and teaches the
language of referrals and is author of “Purposeful
Networking For Introverts” and
co-author of “Turning Ideas Into Profit”.
Website: http://mervinyeo.com