Business Networking Doesn't Work

Business networking doesn't work--at least not if you do it the way most people do.

Have a USP (Unique Selling Proposition)?
Shove your business cards into the hands of everyone you see?
Believe small talk leads to big business?
Have a clever way of getting people to remember your name?

People care mostly about themselves, and their needs. These typical networking approaches are all about you, so they are doomed to fail.

Try networking approaches that put the other person first. Ask:
What's their product or service?
Why do their customers like them?
What's the biggest challenge in their business today?

Don't be perceived as an interrogator. Be prepared to respond with conversational follow on comments such as: "that's interesting, what else happened?" or "I'm curious how that came about."

You also should not talk with any one person too long. Networking is designed for quick meetings with numerous people.

When you think there's a reason to continue getting to know another person, say "it's been great learning (something they said) about you. Why don't I call you tomorrow, and we can decide if we want to get together for coffee?"

If you're talking with someone you don't really want to follow up with, say "it's been great learning (something they said) about you. When I meet someone else who might be a good contact for you, I'll send them your way." Then you move on.