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Cocktail parties and professional meetings provide a great way to make valuable business contacts. The trick is to make the most of these situations without appearing to be a mercenary networker.

If you receive an invitation to an event, go! Business roundtables, professional-association meetings and cocktail parties all are invaluable forums for feeling out the competition, creating business allies, drumming up new business and strengthening bonds with existing clients. So try to attend as many functions as you can.

Whether you can attend or not, you should always R.S.V.P., because it helps the host or hostess and increases your chances of being invited back. In addition, it’s smart to speak with your host or hostess before the party. By telephoning ahead, you have the advantage of arriving at the party already knowing someone.

If you did not telephone beforehand, be sure to introduce yourself to the host as soon as possible. Remember, it his party, and it in his best interest to make that you have a good time and mingle. An “in” with the host can provide you with needed introductions to other guests, as well as future invitations. Your host may know other guests in your field and will “insist” that you meet them.

Once you are at the party, there are as many different strategies for circulating with the other guests as there are people at the party. Here are five successful circulation strategies I advise my clients to use:

1. Arrive early. By arriving early you can chat with the person who is checking in the guests while at the same time checking out the name tags. Often, the tags include people’s titles or company names. That way, you can target potential customers before the party starts.

2. Stay near the food. Everyone gets hungry, and eventually people will end up near the food. This is preferable to standing near the bar, where you could get a bad reputation.

3. Arrange an introduction. For example you could approach someone you know and say, “I hear that Ms. So-and-So is here; I have always admired her. Would you introduce me?” Your friend won’t mind doing this for you, and your new acquaintance will be flattered.

4. Introduce yourself. Another technique is to stand on the periphery of a conversation. When the conversation turns to a subject you know about, smile and say, “I couldn’t help but overhear.” A common experience can often make best friends out of complete strangers.

5. Be bold. If you want to meet someone, walk right up to her and say something like, “Hello, Ms. Smith, my name is John Doe, and I have admired you for a long time.” Ms. Smith is certain to be flattered and may even be grateful for a break from her current conversation. When meeting someone always remember to give him or her a firm handshake, smile and look him or her straight in the eye. This projects confidence and sincerity.

To place yourself firmly in the minds of your new acquaintances, be sure to follow-up in some way.

For starters, when you are preparing to leave the event, say good-bye to all the people you have met. This is important if you hope to have them remember you. Stop by and for say something like, “Sally, I’m on my way out, but I wanted to say it was a pleasure speaking with you.”

With your host or hostess, one of the best tools for following up is a thank-you note. Emails are fine, but a handwritten one is more personable. The art of the well-written thank-you note is a dying one. Your host or hostess will no doubt be impressed with your thoughtfulness. You can send a note also to any new acquaintances you have made. Forward an article of interest or some other piece of information that follows up on the conversation you had.

If you want to follow-up with a telephone call, keep in mind that you shouldn’t telephone someone unless you have warned him or her in advance, or unless you have a legitimate reason for doing so, such as an upcoming event he or she might want to attend. If you know you want to speak with someone again, you can close your conversation at the party by saying, “I would like to talk with you further. Perhaps we can get together for lunch.” The rule with phone calls is: If you don’t have to call, don’t.

The more parties and professional meetings you attend, the easier it will become to introduce yourself to strangers and begin conversation. And once you master the art of mingle, you will find your professional opportunities skyrocketing.

Copyright 2008 by Joe Love and JLM & Associates, Inc. All rights reserved worldwide.