Last week, a friend shared a funny story about trying to open a Master lock. She jiggled and wiggled and redialed the combination five times. Eventually it dawned on her that she didn’t know the right combination. Surprise!

Sometimes networking is like that. Action alone doesn’t guarantee success. You’ve got to have the right combination of action and strategy. Pass on these tips to ensure that your sales pros are networking full throttle:

JOIN THREE DIFFERENT TYPES OF NETWORKING ASSOCIATIONS.

You might choose a casual-contact network, like the Chamber of Commerce; a leads group; a business association; a professional association; a single-occupation association; a charitable or civic organization; an athletic alliance; a church group; the PTSA, or any of the 12 other types of associations. If the structure and the members feel comfortable to you when you visit, don’t hesitate – join.

ARRIVE EARLY AND STAY LATE.

Networking is about meeting people. The irony is that you don’t actually meet anyone during an event. You meet them before or after. People who slide in as the event starts and rush out as it adjourns aren’t networking – they’re just attending.

Plan to arrive at least half an hour early. Greet people as they arrive, introduce first-time attendees to experienced members, act like a host, and make yourself memorable because you help other people feel comfortable. After the meeting, re-connect with established friends and your new acquaintances.

Remember that your reason for being there is to meet people you don’t know. Sit by someone new, volunteer to help with registration, make it a point to introduce yourself to new members.

MAKE CONNECTIONS.

Handing out business cards to people who didn’t ask for them isn’t networking. Neither is collecting business cards. Networking is being a people connector – not a people collector.

Create reasons to re-connect with the people you meet. Susan Nolan invites me to parties, Lesley High mails magazine articles she knows I’ll enjoy, and Judy Mecham has left me a calling- to-see-how-you’re-doing voice mail every three months for three years. Today, we work together.

Arrange a three-way lunch to introduce new friends. Email interesting and relevant web addresses to contacts. Forward photos, recommend books, pass on newsletters. Once a month I host a dinner party with a mix of people who don’t know each other. There are a million ways to be a connector.