Never pitch on the first meeting. So often, people are eager to get in there and sell, which tends to turn off more folks than it turns on. You're there to establish rapport and learn about the other person. If you both see value in further developing the relationship, set the appointment for the next meeting.

Additional info: Your number one goal at a networking event is to leave a positive impression on everyone you meet. Networking is about building relationships, not making an immediate sale. Don't take the time to try and close a deal at a networking event. Arrange a follow-up and close the deal in a more comfortable environment, at a more comfortable pace.

~Idea submitted by Chuck Gifford, president of Local Business Network (LBN), the southeastern Michigan-based business referral organization, and co-author of "Network Your Way to $100,000 and Beyond!" LBN is dedicated to helping its members grow their businesses through "Power Networking", a dynamic new marketing technique that is transforming the way small to medium-sized businesses market themselves. For more information, visit www.locbusnet.com.