After your small business marketing and networking function is over, that’s when the real work begins. You should have spent your time trying to gather as many cards as you could from potential clients. That’s more important than seeing how many of your own cards you can unload. When you meet with someone, use your time together to gather as much information from them as you can. You want to identify the primary concerns they have about their business and what problems they need solved. Identify the solutions you can provide to overlap with their unique needs. Obviously, you’ll also get their business card so you’ll have their contact information. When you make a new connection, don’t forget to ask for referrals to other prospects. When you have all of this information, and names of any potential leads enter it all in your database or contact database.