When attending a networking meeting, avoid the temptation to issue open-ended requests for referrals.

"I'm interested in anyone who wants to buy a new car," or "I'm interested in referrals to people who are going to sell their home."

Instead, go back to your business and marketing plans and structure your referrals around specific clients you want to penetrate.

"I'm interested in an introduction to the Marketing Manager of Heidelberg-Harris," or "the individual in charge of HR or employee training."

You'll get a much higher response to your requests. Often, in fact, others in the room may already know the individual. In other cases, they know others at the firm, and will find out for you. In still other cases, they might not know the HR person at Heidelberg-Harris, but they DO know the HR person at another, similar, firm in the area.