Networking events don’t create opportunities.

People do.

Yet most people walk into networking events with the wrong mindset.

They’re thinking:

“Who can I sell to tonight?”

That’s why so many people leave events with:

• a handful of business cards

• a few new LinkedIn connections

• and zero real opportunities

he best salespeople I know approach networking very differently.

Before they walk into the room, they set a few simple criteria.

I’m sure there are more, but here are 6 I’ve found incredibly useful:

1. Target Profile

Who do you actually want to meet?

Industry

Company size

Role or seniority

Without this clarity you'll meet lots of people… but very few potential customers.

2. A Problem You Can Solve

Great networkers listen more than they talk.

When someone says:

"We're struggling with…"

That’s where the real conversation begins.

3. Influence Matters

Not everyone you meet needs to be the buyer.

Some people provide:

• introductions

• referrals

• insight

• access to decision makers

In frameworks like MEDDPICC these people often become your Champion.

4. Be Open To Being Sold To

This one surprises people.

If you attend networking events open to learning from others — and potentially buying something yourself — the quality of conversations improves dramatically.

5. Create The Next Step

The biggest networking mistake is finishing with:

"Great to meet you."

Instead try:

"Would it make sense to grab a coffee next week?"

Opportunities live in the follow-up.

6. Look For Human Connection

Deals rarely start with a pitch.

They start with trust.

Shared experiences.

Mutual contacts.

Common interests.

Some of the best deals I’ve ever been involved in started with a simple conversation at an event.

Not because someone tried to sell.

But because a relationship started first.

Curious…

When you attend networking events, what are you actually hoping to walk away with?

• Leads

• Partnerships

• Referrals

• Learning

Something else?