Networking is typically the best way to learn about new opportunities, whether it is work related or otherwise. But random efforts produce random results. If you are not getting the results you had hoped for by attending events or “hanging out” with friends, then perhaps your preparation for those meetings needs a little work.



Being open and available to meet new contacts is a large part of what it takes to become aware of new opportunities, although your encounters may be unplanned or unexpected. In order to capitalize on every situation that might spring up, it is important to map out a plan, be clear about your expectations in advance and prepare questions that will actually produce helpful and appropriate information. The following steps are likely to result in more fruitful exchanges.



Have a clear goal. If you are going into conversation or meetings with people with the idea that they will “hit on” a solution for you or read your mind, you are probably not coming away with much. Setting clear goals, then identifying the objectives needed to achieve those goals, will provide you with much clearer information to help you determine what you actually need to know or learn from someone.



Prepare in advance for new connections. When using Linkedin or other social networking sites with intent beyond connecting to as many people as possible, you will be much more likely to produce favorable results. Having hundreds of new connections won’t make things happen for you unless you are clear about what you need and what you can offer. Being prepared with a specific request for information or expressing a sincere interest in meeting someone is much more likely to get a favorable response when asking for an introduction to a new contact.



Know what you don’t know. While that sounds like a contradiction, it isn’t really. If you set out to identify a solution without thinking through what it might require, then you will be all over the map. You could pot shot potential options and end up missing the mark entirely. Develop targets first (companies, customers or projects) and identify what you would need to know to be able to have a successful exchange with anyone connected with your target. By knowing what you need to learn, you are in a better position to solicit helpful inside information that can contribute to the development of a strategy to proceed on track.



Strategize. Developing a strategy and working through a carefully thought out plan typically produces a better outcome than wishing and hoping. Sure, miracles can happen. Great timing can look like a miracle. But if you haven’t had your miracle happen yet, then maybe it is time to develop a plan. Information is power, and the more you know about your target, the more you will know about how to position yourself to get where you want to be. Just ‘knowing’ someone or ‘being acquainted with’ someone isn’t enough to turn into a hot lead. Be clear about what your contacts need to know about you. Be clear about what you need to know about your contacts so your communications are appropriate and relevant.



Set the stage. Introduce yourself with a prepared statement that gives people enough information to act on your behalf without putting them to sleep. Memorize it. Know what you need to convey, in words that communicate what you would want someone to remember. Too much info will result in them forgetting most of what you said. Funny, cute and clever may get someone’s attention, but unless they have more time to learn the rest, they won’t know what they need to remember to be able to help you.



Prepare thoughtful questions. Take the time to prepare thoughtful questions of the people you encounter. Practice them enough to ensure they are on the tip of your tongue, so that you are not blurting out “do you know of any openings” or “can you refer a customer to me” before the person even knows anything about you.



Follow up. Meeting new people, but dropping the ball by failing to follow up, can end up wasting everyone’s time and energy. Make sure you take the time to follow up after every meeting or conversation in a professional and timely way, even if it was a casual or social event. Leaving a lasting impression through genuine interest and responsiveness is a good way to develop productive relationships.