Everyone knows that networking is one of the best ways to build relationships that can benefit your business. But it’s most effective when it strategically leverages your time and money.

Studies show that people usually have to meet you 6-8 times before they really know who you are and understand what you do enough to share it with others. In the meantime, they are assessing your character and competence, according to Lynne Waymon and Anne Baber in their book, Make Your Contacts Count. So how do you show them yours?

• Choosy networkers choose…Narrow your memberships to groups that are truly useful to your goals - and go to their events regularly.
• Bring good things to life…Take an active role in the group. It doesn’t even have to be anything related to your work — people automatically assume if you do a good job with one thing, you’ll do a good job with another.
• Remember the Boy Scout motto…Decide ahead of time what you want to get out of the event — such as meeting a certain type of person or learning more about a particular company. And have a great answer prepared for the inevitable “So, what do you do?” One method Baber & Waymon suggest is called “best/test” — in one or two sentences describe what you do best, and give an example of your success with it.
• Be interested instead of interesting…Instead of thinking about what you’ll say next, really listen to what the other person is saying and what they’re looking for.
• Givers gain. Zig Ziglar said it best, “You can have everything in life you want, if you help enough other people get what they want.” So even if they just need the name of a good plumber right now, most people will appreciate your help and will want to return the favor.
• Exit with grace. Sum up what you discussed and any next steps you agreed to. Then, introduce them to someone else or ask them to introduce you to someone they know.
• Be good on the follow through. Make notes on the back of their card about what you discussed. If you promise to do something, do it promptly. If you don’t have a reason to contact them again, look for one - such as an article or resource you came across that may be useful or invite them to another event you’re attending that they may be interested in.

Finally, realize that the best networking can happen when you are doing something you enjoy. Get to know other people in the art classes you take, the club you hike with or the group you volunteer with. You already have something in common with them and — unlike many professional meetings — you may be the only person there who does what you do. And of course, you’re naturally demonstrating those essential qualities of character and competence.