Networking Not Working? Here's a Clue... It's YOU!

I have two networking events to attend tonight, so I thought this subject quite relevant today.

from Jeffrey Gitomer and his AMAZING book, "Little Black Book of Connections"

11.5 Steps to Win Prospects and Contacts at a Networking Event:

1. Target the people you want to meet
2. Talk to them (wow! I actually have to write this!)
3. Get information from them that pertains to you
4. Get them interested in what you do
5. Categorize them (mentally) on the back of their biz card as soon as you get it-- A. wants my product B. knows someone who may want my product C. valuable contact D. professional contact E. useless contact
6. Qualify the contact (if they're a candidate to buy, are they likely to buy?)
7. Establish more rapport and find some common ground (make nice)
8. Remember the information they've given you (write it on the back of their card as soon as you finish the conversation)
9. Make the next appointment to meet (i.e. "We should get together and have a coffee some time."
10. Write the commitment made on the back of YOUR card-- the one you hand to the prospect. (write it also on the back of their card you keep)
11. (this is key!!!!) MOVE ON to the next person (no, you haven't made a best friend for life and most sales people blow a sale by just being "there" too much)
11.5 Follow up in less than twenty-four hours after the event to confirm the next meeting