Networking to drum up new business - HOW?

[potplant]

I have been a freelancer for a couple of years by accident really. I have been very fortunate to have secured a 12 month contract (albeit daily rate) so I've never really been out and about drumming up new work.

anyhoo - I had a bit of a wobble when it came to contract renewal this year so I've made my mind up that I need to start getting some new clients in so that come next contract renewal I have other options if they don't renew.

Through my local chamber I have my first networking meeting next week and I'm terrified.

I need to know how do you network to pick up new business? How do you approach people and sell yourself over breakfast without coming over all Apprentice like? How do you give them your business card without looking like a complete plank? How do you make them buy from you!!!!

Any tips gratefully received.

Oh and another question, what do you wear for these sorts of things? Been working from home for sooo long that my iea of smart is a t-shirt without tea stains on it.

ime, wear something smart (smart trousers, jacket) with something to brighten it up and help you to stand out.

Rehearse what you do / what is unusual / unique about your business. Can you get the key information across in one minute.

Be genuine.

Listen. Find out what the other person does and think whether there is any common ground between you. Especially listen to other conversations as you pass then you can say " I heard you say you ran a small hotel, can you tell me more about that" then pitch in with "that's fascinating, I make specialist marmalade, perhaps you would be interested in trying some for your breakfast customers."

On business cards, it is more important to get the card of someone you think could be a useful contact, than to give them yours. If you get theirs then you are in control of being able to follow up the discussion by phone or email later. You don't want to wait for them to call you.

Have a strategy for getting away from the room bore.

Look at the whole experience as an opportunity to meet new contacts, learn new things, hear about some unusual businesses, rather than expecting anyone to sign you up for a contract.

Thanks for the response - some interesting points, never really thought about asking for business cards rather than giving mine out. Much easier for me to follow up rather than waiting for someone to call me (a big revelation on my teenage years )

I've only ever been to these type of things when I worked for a biggish company when I wasn't trying to sell anything. So I was usually the target for the smooth talking sales people.

I know how I don't want to come over (pushy sales type scanning the room for a hotter prospect) but just don't know how to make that initial approach and how to move on when the conversation is done. Is it OK to say, 'lovely chatting, I'll be in touch, must move on...'?

I having been trying to think of this one as my practice run and not expect anything so I don't get too stressed about it, but I'm starting to panic a bit now!!