It's essential to approach networking events with the right mind-set. Too often I see professionals treat them as sales events rather than as the business development events they're intended to be.

For example, many business owners go to these events, talk about themselves and their company, hand out as many cards as they can--then leave without sales and feel disappointed. Instead of looking for the immediate sale, treat this event as a long-term investment of your time. View it as an opportunity to build relationships that may someday help you--whether that translates into a sale of your service or product or the chance to build a strategic partnership down the road.

Here are six tips to help you make the most of networking events:

1. Remember that you are not the only uncomfortable person in the room. Many people are uncomfortable meeting new people. In fact, you're probably doing other attendees a favor by approaching them, because many probably feel as awkward as you do. Take a deep breath to ease your nerves. Then walk up to someone and say, "Hi, I'm _________. What do you do?" Make a point to talk with at least five people you've never met, even if that's hard for you to do. Talking only with people you know won't open any new doors for you.

2. Listen before you speak. Instead of trying to sell your product or service, ask questions and listen to what others are saying. There's no greater form of flattery than allowing someone to speak about his or her company, and thoughtful questions can prompt meaningful conversations that can lead to opportunities. Ask yourself, "How can I help him or her?" You may not be able to help immediately, but down the road there may be a chance to offer your product or service, or create a strategic partnership--especially if you've made an effort to build rapport and mutual respect over time.

For example, more than three years ago I met someone at a networking event, and over the years we've kept each other updated on our businesses via e-mail. Recently it made sense for us to begin working collaboratively on a project that will benefit both our businesses. Three years ago, neither of us was ready for that.

3. Think quality, not quantity. Instead of "working the room"--always looking over someone's shoulder for the next person to talk to--focus on the person in front of you. Try to make a good impression and a meaningful connection with a select few rather than engage in a lot of "drive-by" conversations. It's better to be remembered by a few than forgotten by many.

4. Prepare your elevator pitch. While you're attempting to make good connections with a select few, try not to hold them hostage. Prepare a 30-second elevator pitch that succinctly explains your company, product or service and what you are hoping to achieve. Follow up and expand your story when given the opportunity.

5. Go early and stay late. It can be nerve-wracking to enter a room in which you know nobody. Arriving late and leaving immediately after the speaker or the lunch can seem a comforting alternative. However, you'll forfeit valuable chances to meet and build relationships. Arriving early can make it easier to mingle and break into small groups.

6. Follow up immediately. If you've had some good conversations and met quality contacts, be sure to follow up. Don't toss their business cards on your desk and try to remember weeks later who they are and what you talked about. Instead, send a quick e-mail. It can be as simple as "I enjoyed speaking with you today." If you stay on each other's radar, you'll be more likely to help one another in the future.