In today’s highly competitive world, it’s often who you know that can make all the difference in your success. That’s why networking is key.

For some, networking comes natural. They love to meet new people and mingle with colleagues. But for many of us, networking can be stressful. The idea of introducing ourselves to a successful person can be intimidating, and we don’t want to misrepresent ourselves to a valuable business contact. Even when we successfully network—have great conversations, exchange business cards—how do we maintain those business connections afterwards?

We’ve pulled together six strategies to help you network effectively, from getting started to maintaining long-term business connections.

Get Yourself Out There

1. Ease Into It

Approaching people you don’t know can be intimidating. Build your confidence by networking with familiar faces first—family, friends, neighbors, and local business owners. It’s easier to talk to people you know and they’re more likely to give you helpful advice for improving your networking skills. They may even connect you with their friends and business contacts.

Another place to start is with your fellow college alumni. Alumni groups basically exist for the purpose of networking, and it’s easy to start conversations with others when you have something in common—like your alma mater. So make the most of the connections you already have.

2. Do Your Research Before You Go

Networking is more likely to go wrong when you aren’t prepared. You don’t want to look uninformed or unprepared in front of potential business connections if you want to be taken seriously. After all, first impressions are everything.

Make sure to inform yourself about the networking group or event industry before heading out. Read up on the industry statistics, competitors, and your target market. Prepare a few interesting, relevant talking points to use if a conversation lulls.

3. Keep It Local At First

Attending workshops, seminars, and conferences in your area is a great way to meet like-minded people. It’s often comforting knowing that everyone is there to network—you’re all in the same, mildly uncomfortable, boat.

Plus, being on your own turf can boost your confidence. Local networking events are usually more relaxed and give you the opportunity to connect with people who will be easy to meet up with again in the future.

Making Lasting Business Connections

Okay, you’ve taken the networking plunge, met some people in the business world, and exchanged business cards—now what? All your efforts will be for nothing if you don’t nurture these newly established connections.

1. Follow Up Fast

Reality check! You’re probably not the only one who exchanged details with that person, so the sooner you follow up, the better. Send them a brief email thanking them for their time and mention how much you enjoyed talking to them. You might recall a specific talking point from your conversation to remind them who you are and illustrate that you were paying attention.

Which brings up an important point: pay attention while networking so you can bring up conversation specifics later. If you need to, enter some notes in your phone right after a conversation while it’s still fresh in your mind.

2. What’s In It For Them?

Successful people are asked for things all the time. Their time is precious, so you need to give them a reason why they should choose to spend their time with you.

Perhaps you have a specific product, service, or deal that you know they have a current need for (maybe they even mentioned it during your conversation). Maybe you see the potential for a partnership to support each other with business referrals. Think creatively about how you can be an asset to your business contacts so that they’ll want to help you in return.

3. Stay in Touch

The hardest part about building business connections is making them last. Regularly attending networking events and getting a stack of business cards is all well and good, but you likely won’t see results if you don’t have a long-term follow-up plan in place.

Like any good relationship, a business relationship requires maintenance. Not only do you want to remain on your new contact’s radar, but you want them to regard you as an expert in your field—and you want to demonstrate your value to them.

Staying in touch long-term doesn’t have to be difficult, keep it straightforward. If you don’t have a customer relationship management system (CRM), create a simple Excel spreadsheet where you enter each contact’s info., what event you met them at, any notes on their needs or interests, and then schedule out follow-ups for the next few months. If you have an email newsletter, include an option in your first follow-up email to be added to your email list, enabling you to automate the follow-up process as much as possible.

Touching base at least once a month is a good rule of thumb—you don’t want to bombard them with annoying emails, but you also don’t want them to forget about you next time they need the product or service you offer.

Networking Fundamentals: Stay Visible

To make lasting business connections, you need to be seen. Networking—and business—is a contact sport. If no one knows who you are, no one will know what you have to offer, and you could miss out on great opportunities.

Remember that networking isn’t just about meeting people, it’s also about cultivating lasting business relationships. The better your business relationships, the more both parties will get out of them.

So get out there!