Tip #1: You must know what you want.

Tip #2. What do you have to give?

What you give is more important than what you want. If you attend a Convention with the goal of taking everything you can from everyone you meet, you won't be able to develop long-term working relationships that are mutually beneficial. A more productive way to view this tremendous opportunity is to think of yourself as an Ambassador of Goodwill, a host who is there to make sure everyone has a good time and gets what they came for. Share yourself with the people you meet and share the wealth of information you have gathered during your career in the business. If you have ideas for other people, share them. Give. Give. Give. I guarantee that your efforts will come back to you in ways that are far more valuable and profitable in the long run. You will develop business relationships with people you meet at the convention because you are doing something for them first. They will remember you when you call on them after the show closes - which brings me to tip #3...

Tip #3. It's not what you know, it's who knows you.

How visible are you in terms of your business and personal appearance? It's important to wear comfortable shoes when working the Convention, but it's also important to wear good-looking shoes and to dress appropriately. Know your business and know it well. Don't' waste time trying to tell someone you've just met your life story and your business history. There will be time for that later. Instead, be able to describe what you do in a few clear sentences. Make eye contact and be clear and concise. Shake hands with warmth and confidence. Speak in a warm and firm tone of voice. Listen with care and enthusiasm. Remember, ask what you can do for them. This is a terrific way to be remembered-you are the person who offered to help. What a concept. Visibility is also important in terms of your promotional or marketing materials. In addition to your business cards, this is an opportunity to give out such marketing materials as press clippings on successful events that you have held at your store, to show publishers that you know what you're doing when you host an author appearance.

Tip #4. Don't wait to be approached.

Go up and introduce yourself. Remember, you have a lot to give.

Tip #5. Don't get stuck.

Someone latches on to you and you end up talking to him or her for an hour. Unless you are making an important contact, you probably shouldn't spend more than five to 10 minutes with any one person. A Goodwill Ambassador talks to everyone and makes everyone feel important.

Tip #6. The follow-up.

Okay, the Convention is over. Your bags are stuffed with business cards and promotional literature. Your notepads are full of reminders of all the things you need to do. Good. Meeting people is only step one of effective networking. Unless you follow-up, very little is likely to happen. Start thinking about follow-up the moment you establish a contact with someone. It can range from a phone call, a meeting, a brief handwritten note, or a formal letter on company stationery. Regardless of the form, be ready to supply a reminder of who you are and what you do. (If you're writing, include promotional materials with the letter.) Make sure to offer something-an idea, information, a referral or resource of interest to the other person. Ask questions. Listen and make suggestions. Remember, the meeting doesn't have to be about you. In the long run, nurturing your network by looking for opportunities to help other people benefits everyone.

Tip #7. "Thank you."

If someone meets with you or makes an effort of any kind on your behalf, saying "thank you" is essential.

Tip #8. Don't Keep Score.

The rewards of networking don't happen overnight. Don't always expect something in return and don't keep score.

Tip #9. Have Fun. Smile.

Be the best you can be so that you attract the kind of people you want in your life and in your business.

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