The best way to make a lasting impression at networking events is by letting prospects and centres of influence get to know you.

Networking has always been a key to building your business, says Sara Gilbert, founder of Strategist in Montreal. That is true now more than ever as the industry shifts from a focus on products to relationships.

Here are some steps you can take to help you make a memorable impression and plant the seeds for successful relationships at your next networking event:

1. Master the basics
You have only a few seconds to make a really good first impression, Gilbert says, so you need to perfect these key elements:

  • a positive attitude;
  • a genuine smile;
  • a firm handshake;
  • listening skills;
  • and eye contact.

2. Name names
Make your prospect feel special by using his or her name during a conversation.

“People like hearing the sound of their name,” Gilbert says. “It makes the conversation personal and it helps you remember the person’s name.”

When you end the conversation, she says, remember to say ‘thank you’ and to repeat the person’s name one more time.

3. Look at business cards
Show a prospect that you are interested in him or her, Gilbert says, by using the person’s business card as a conversation starter.

When someone hands you their card, don’t just tuck it in your pocket. Look at it and make a comment, Gilbert says, or ask a question about his or her role or business.

4. Make connections
Help others at the event to make valuable contacts.

Introduce people whom you know have something in common, Gilbert says. For example, if you know two people who share a hobby or have complementary expertise, introduce them.

By helping people making these connections, she says, you show people that you are interested in helping others. You also give people a reason to remember you.

5. Be choosy
You don’t have to introduce yourself to everyone in the room.

The networking event is not simply a place for you to go around distributing your business card to as many people as possible, Gilbert says. What’s important is the quality of the people you meet, not the quantity.

Instead of planning to introduce yourself to 30 or 40 people, she says, set a goal of meeting a few excellent prospective clients.

6. Always follow up
Your networking activity is not over when the event ends.

Afterwards, Gilbert says, send thank-you notes to prospects you met there. Connect with them on social media sites such as LinkedIn. Ask if you can add them to your newsletter distribution list or if they are available to meet for coffee.

After you’ve made an impression, Gilbert says, prospects will be more willing to give you 15 to 30 minutes of their time to speak with you.