Last week I attended the American Society for Environmental History’s annual conference: the yearly opportunity for professionals in my field to convene, connect, and build camaraderie. Like any networking venue, it was an event for newbies and veterans to mix and mingle, present new information, forge the buds that sprout productive collaborations–and spend considerable time at the hotel bar. After all, this is where the real business happens. Right?

In all seriousness, it is generally recognized that negotiation and networking happens during conferences–but not during conference sessions. The real action takes place between conference sessions, when you a number of important stars align for you and That Person You Want to Meet:

1. You and That Person have both just attended a panel on a topic, let’s say oranges.
2. That panel has just ended.
3. You and That Person may now have something in common to talk about (oranges, for example).
4. There is a planned 15 minute break between sessions.
5. That Person has just stood up from their chair and has not yet decided whether they want to leave, stay, or hide.

You have now found yourself in what we can call The First Networking Date. Let’s be honest–to network with That Person for the first time is sorta like flirting: in both the personal and the professional relationship games, you have to put out a certain vibe. Below, I offer a few tips for harnessing your networking mojo.

Get a Business card.

You gotta have ‘em. Got. To. Have. Them. Even if you don’t consider what you do a “business”, this is the one physical item you can have to enhance your professional status. A business card makes an emphatic statement that you take yourself seriously–and that others should, too. It also makes follow through–another component of networking–more seamless.

When to whip it out: Of course, we are talking about business cards here. To know when to reach for your card, wait for that moment in the conversation when That Person is getting a tad antsy, as if they need to immediately leave for the restroom. Make sure you’ve gotten your point across by this point. Offer the card into the space between you and say, “Here’s my card. Let’s stay in touch.” Snazz it up by jotting tag words from your particular conversation with That Person on your card.

Do your research.

Much of the work in networking happens before you step in that room, hotel lobby, or board meeting. It happens in conversation and in front of the computer screen when you actively search for details about That Person. This isn’t a huge secret. And it isn’t manipulative. It shows interest in seeking out the spaces of synergy that connect you to That Person. What is it that they do that excites you? And what is it that you do that will excite them? If you can answer these questions, your foot is already in their door.

Have confidence and a smile.

This comes as no big surprise either. But it is easy to let confidence drain from your body as you approach That Person for your first interaction. Especially if they also happen to be your man crush.

Even worse: you are forced to hover near That Person because they are engaged in a conversation with someone else. You want to try not to appear as if you’ve got nothing better to do with your time than to wait on hand like a bus-boy. You also want to avoid butting in on that conversation. If you can stay confident, and remember why you are where you are (because you want to meet That Person, darnit!), you are much better off when they become available. Once you get the eyes that say: “You’ve been waiting to talk to me?”, you’ve been shown your chance to shine. Take it.

And don’t forget to flash your smile. If networking really is like dating, you want to but your best foot tooth forward. Give ‘em that grin that charms the Grandmas.

Remember names.

If you have lined up people to meet ahead of time and sought them out during the gathering, it should be a piece of cake to remember That Person’s name. But what about the folks you did not expect to meet but had stimulating conversation with? It is imperative that you commit names to memory. This will set you apart as genuine and a good listener. It will also set you up for easy follow through for your networking speed dating.

I find remembering names a challenge and I’ve not quite mastered how to do it. By far, the best way for me to ingrain a name into my brain is to use that name as I’m talking to New Person. For instance, after I’ve learned New Person’s name is Joan, I’ll work “So, Joan,” into our chat a few times. If this doesn’t help it stick, and I forget Joan’s name, I’ve learned it is good practice to be polite and honest: “I’m sorry. I’ve forgotten your name. What is it again?”

Be forewarned: if you tell someone “I won’t forget your name again, I promise.“ You better not forget again. Never break a promise. That goes for both personal and professional business.

Follow through.

Like doing your research ahead of time, following through is a component of networking that doesn’t happen when you meet someone. This should take some of the pressure of that initial meeting off your shoulders. And it should remind you that you are one of potentially hundreds of people That Person has met. If you want to be cemented into their memory, follow through on your conversation with an email or phone call.

Even if you have nothing unique to say, send a simple message anyway: “It was nice meeting you. I hope we can stay in touch.” Put some icing on this cake by inserting a sentence or two reminding That Person about your specific conversation: “I’m glad we had a chance to chat about oranges.” Or something.

Following through is your key to transforming That Person from acquaintance to ally. In the end, this is the point of networking–to build meaningful relationships that enhance your professional and personal lives. By following through, you make that all-important transition from first encounter to second date–or meeting, if you prefer.

Who knows, That Person could turn out to be The Contact of Your Dreams.