WORKING THE FLOOR I explained is ok, if you do it the right way. Problem is, if you do it the right way, you won’t have time to work the floor.
THE RIGHT WAY is to nurture relationships. Don’t go around the room looking for the people who will write you a check on the spot. It just won’t happen. What you should do is see how YOU can help others.
ASK people how you can help them. What projects are they working on? What problems do they need solved. Yes, it takes time. Time to have these discussions. Time to follow up. Time to get to enough events to reach that critical mass that will allow you to connect OTHERS with THEIR solutions.
Once you start doing that, the reciprocity starts to happen. One thing to keep in mind though. Be sure to do it with integrity and NOT as a strategy.