Have a memorized 10 second description of what you do. If you try to see 20 people you won't be able to listen to each of them long enough to see if you can help them. Come early, eat early, stay late. Stand by the door at the beginning and end of the function and mingle during it. Come prepared to listen.
People like to associate with winners.
Don't get me wrong, a pleasant greeting is necessary with them, but then it's time to move on to new prospects. Bring a positive attitude. So far in this series we have made a marketing plan, worked on promoting ourselves and gotten into the networking groove. Now we need a referral system to round out the marketing of our business. I call it an art because for some, getting referrals is easy.