Think of the last time you attended a networking event. What happened? Did you go home with your appointment book overflowing with appointments, or with a pile of new cards in your pocket? Most people leave a networking event with a pile of cards rather than appointments set for the upcoming weeks. There are some simple steps you can take to turn warm contacts into closed sales.

Before I share those steps with you, I’d like to share some thoughts on what not to do at a networking event. First, remember that you are not selling. Instead, you are making new connections to determine whether or not you can help them. Second, don’t just hand your card to everyone you meet and take theirs. Instead, have a meaningful conversation first and then decide whether or not to take it further.

The following steps will help you move from a warm connection at a networking event to a closed sale: