1. Be authentic
Come prepared with a sales or elevator pitch, but abandon it if you see the person tuning out; instead, talk honestly and openly.

2. Establish trust
Nowadays, people are interested in your ‘why’ – the reason you do what you do. Your ‘why’ will reveal what is important to you and how you plan to make a difference.

3. Do research
Get the guest list before an event and decide who you want to meet. Read up on them and ask your existing network what is unique about them and what their fields of interest are. People love talking about themselves so give them an opportunity.

4. Take photos
This is the advice no-one ever tells you but images make an immediate connection. Bring along a photo to jog the person’s memory about a previous meeting or a connection they were unaware of (perhaps your fathers attended the same school). A photograph will also help to close the loop. (See point 9.)

5. Make LinkedIn your friend
LinkedIn (LI) is a powerful social-media platform with over 700 million users from 55 million registered companies, and since most people no longer use business cards, think of your LI profile as your virtual calling card. Make sure it is complete, up to date and optimised for maximum exposure.

6. Listen more, talk less
You gain so much more when you’re fully present in a conversation. If you pause to receive information instead of giving it, you will start to spot opportunities, establish a rapport and see where you could fit in and how your unique skills can be utilised.

7. Give before you get
When you listen intently, you will sometimes discover that the person isn’t relevant to your business, but may be a perfect fit for someone else. Giving a referral is business capital that shows that you are generous with information, which further establishes trust.

8. Be time smart
Manage your time so as to see as many people on your ‘hit list’ as possible. If you spend too much time with people you already know, you will have gained nothing by the end of the event. Work your way around the room and try to reach at least 75% of the people on your list.

9. Follow up
Remember that photo you took or shared with that new connection? This is when it comes in really handy. Email new contacts within two days after the event and attach a photograph to jog their memory. Closing the loop in this way establishes trust, keeps you relevant and demonstrates your enthusiasm to do business.

Learn more about Old Mutual’s funding and support for SMEs here.