One of the secrets to being successful in sales is to create an authentic connection with people. This is what we call rapport, which basically means being in sync with someone. At a networking event, building that connection will help you a lot when following up later to schedule a meeting or close a sale.Tips for building that connection:If you already know the person:After discussing work-related topics, try asking about their personal interests. Ask what they do outside of work or what they have planned for the weekend. You can mention recent events, like a game, a concert, or a play.If you don't know the person:Introduce yourself briefly and simply, then ask them about their work. Avoid trying to sell anything right away. Let the other person talk about themselves first to find something in common.Tips to make the most of networking:Write a note on the back of their business card about any personal topics you discussed. This will help you bring them up again when you follow up.If a personal topic comes up, take advantage of it to deepen the conversation.