Attending networking events on a regular basis should be part of your customer development strategy relating to increasing sales.
I see two different ways people network at local business events.

1. Scan the entire room and skim, touching base quickly with 50%-70% of the attendees.

2. Pre-plan and focus on connecting with one or two professionals that fit the profile of your ideal customer. Spend 50%-70% of your time with one or two people, who you feel are influential in your market and know several local decision makers that you can get introduced to. Be authentic and transparent on why you are there and share your strategy for networking. Ask the person you’re talking to if they would be willing to set a meeting for you with a third person. Now you’re networking with two people that you can make a difference for. Strategize to serve them first. Find out what you can do for them. Then deliver.