The primary purpose of a CRM is to increase sales. To increase sales you need to build relationships, and that is what a CRM, if used correctly should facilitate.
All strangers are potential customers, suppliers, partners or introducers. You job is to follow-up, arrange One2Ones, and then, at the One2One, listen to what the stranger is saying. At this point, within your CRM, the stranger has gone from “Lead”, to “Engaged”.
Where they go next is down to the conversation you have. The first thing you should discover is whether they will buy from you. This is not to say that you should sell to them, more find out if there is a need for your product or service.
If they are not buying, then what can you help them with? How can you improve the results of their business? Do you share the same clients or event types of client. You are looking to work together, as partners, you really do need to get on with each other. If not partners, then maybe you can be “introducers” for each other. There does not need to be payments or commissions involved, just helping each other maybe enough.
Finally we come to supplier, the stranger may not need your product or service, but you maybe in need of theirs. If you do a lot of One2One’s then eventually you will know two strangers that can help each other, but they have never met, that’s when networking becomes great. When you can “introduce” two strangers and know that you have helped both.
What you should not do at a networking event is ignore or decide that someone should not go into your CRM. People are different depending on their situation. Someone who does not talk or explain their business well in a networking meeting, might be just the person you or your associates need. Do not discredit any “stranger” until you have had at least one One2One with them. At that One2One you may be surprised who they know, who they are related to, and who their clients are!