If you don't know the person

When you engage a prospect, try to find out their personal interests. After the traditional exchange of business information, try to find out what the prospect does after work, or what's he/she doing next weekend. You might even try out a couple of interest items if an event is near or just passed, like a ball game, car race, concert, play or business function.

After you have gotten to know a little about this person, you can now begin the "lets get together later to finish this discussion" part that will solidify the all important appointment.

You must be careful not to spend too much time on subjects of mutual interest. It's tempting to spend 30–minutes talking about things you like. Don't. Your opportunity to meet others awaits you. You can expand the conversation at a lunch next week. Move on to other prospects.

NOTE: Write furiously on the back of their business card. Be sure to include anything personal you spoke about, so you can begin the appointment where you left off at the networking event.