Are you looking for events where you can meet people who might be interested in your products and services?

If yes, then you're looking for "prospecting" -- not "networking" -- opportunities.

I make this distinction because networking and prospecting are two different things. And attending networking events may or may not be the best way to *meet* prospects. However, networking events can help you *find* the right prospects or prospecting events.

Here's what I mean:

If your objective is to find prospective clients or customers, you can do this either directly or indirectly.

If you knew exactly where to find your prospects, you would go there and meet them and talk with them directly. This is prospecting.

If you didn't know where to find your prospects, or needed help connecting with them, you could use the help of other people to reach them. This indirect approach is otherwise known as networking!

So here are 3 steps to finding "real" prospects through networking:

1. Be very clear in your mind about your ideal prospect. Why is this important? Because you need to be able to explain this succinctly to others who may be in a position to help you.
2. Identify the kinds of people who might be able to help you -- these are people who may either know or have "access to" your prospective clients or customers. Then find out where you can meet such people.
3. Ask these people for their help, when you meet them. Describe the kind of prospects you're looking for; ask them to introduce you to prospects when appropriate; and ask about events and opportunities where you might have a chance to meet your prospects directly.

So what exactly are you doing here?

You are asking people -- and only those who are in a position to help you -- for very specific kinds of help.

You are asking them to find and send you qualified leads and referrals. And you're asking them to help you identify good prospecting events and opportunities, given your target market.

Do you see how networking and prospecting are not the same thing? And do you see how networking can help you with prospecting?

For more on networking easily and successfully, take a look at the Effortless Networking program and website.

(c) Copyright 2006, Srirupa Dasgupta

Sri Dasgupta helps business professionals get better results from their business networking efforts through focused and relevant conversations. She is the author of the Effortless Networking, and writes regular articles offering business networking tips and related resources.