One of the most important unwritten rules of business is that people buy from people they like, know and trust. This is very true in networking. The contacts you make and relationships you establish through networking that lead to business only happen when the relationship is mutually beneficial. Networking is all about giving and receiving. For example, if one party does all the giving, then the relationship will not last and the networking is over.

You should target your networking events with the same type of research you do when you're establishing your target market. In other words you need to strategically choose the networking events that leverage and manage your time to the optimum. For example, if you rely on decision makers for business, then, you need to attend networking events where decision makers will be in attendance.

Choosing the right networking event depends on what your goals are. If your goal is to continue and further already existing relationships then going to a social networking function such as an after-hours chamber of commerce affair where you will know a lot of people is a good function to attend. On the other hand if your goal is to make new business contacts it would not be.

Once you've chosen the right networking event to attend your goal shouldn't be to pass out as many business cards as you can, rather, your goal should be to receive as many business cards as you can. Remember, networking is about obtaining information and making new contacts that will lead to increased business. Then, after the networking event you can set up a follow-up visit and meet one-on-one with your new contact. The people whom you want to target at networking events are those businesses that have the same types of prospects and the same common interests that you do; firms or businesses that compliment your products and services. For example, if you're a photographer, then, someone who is a wedding planner or a caterer would be a good contact for you.