Trade shows provide huge potential to not only grow your contact list, but to also visit with current customers. Keeping current customers happy can go a long way because if they are happy, then you have the advantage of word of mouth to help you sell more to new customers. It's important to have a list of people you need to talk to first. These people will have the qualifications to be a new customer because you know for a fact thet they could use your sevices. From there move to making new contacts. The parties thrown at Internext offer fantastic oppurtunities to meet new people and start a dialogue. Below are a few tips to help you make the most of networking.

Focus on quality contacts. Most people have experienced the person who, while talking to you, keeps his eyes roving around the room, seeking his next victim. This individual is more interested in passing out and collecting business cards than establishing a relationship. Focus on the quality of the connection and people will become much more trusting of you.

Make a positive first impression. You have EXACTLY one opportunity to make a great first impression. Factors that influence this initial impact are your handshake, facial expressions, eye contact, interest in the other person and your overall attentiveness. Develop a great handshake, approach people with a natural, genuine smile and make good eye contact. Notice the colour of the other person’s eyes as you introduce yourself. Listen carefully to their name. If you don’t hear them or understand exactly what they say, ask them to repeat it. Many people do not speak clearly or loudly enough and others are very nervous at networking events. Make a powerful impression by asking them what they do before talking about yourself or your business. Comment on their business, ask them to elaborate, or have them explain something in more detail. As they continue, make sure you listen intently to what they tell you. Once you have demonstrated interest in someone else, they will become more interested in you.

Be able to clearly state what you do. Develop a ten second introduction as well as a thirty second presentation. The introduction explains what you do and for whom. For example; “I help affiliates of Siccash to increase their sales.” This introduction should encourage the other person to ask for more information. When they do, you recite your thirty second presentation. “Webmaster Joe was promoting Siccash and was not satisfied with his conversions. After looking over his website, I made some suggestions which lead to him increasing his conversion ratio.” As you can see, this gives an example of your work and the typical results you have help your clients achieve. Each of these introductions needs to be well-rehearsed so you can recite them at any time and under any circumstance.

Follow up after the event. In my experience, most people drop the ball here. Yet the follow-up is the most important aspect of networking.

Immediately after the event – typically the next working day – you should send an email to the people you met. Mention something from your conversation and express your interest to keep in contact.

Networking does produce results. The more people know about you and your business, and the more they trust you, the greater the likelihood they will either work with you or refer someone else to you.

worked up through articles at About.com