The paradoxical thing about people who are really great at networking is that they're not trying to make sales, but they make a lot of sales through their networking. You sincerely must be interested in the relationship and not the sale ... but if you do that, you'll probably get the sale.
How do Great Networkers G.A.I.N. (tm)? Here's a great way to remember the key points:
G - Give first of yourself, your time, information, experience - give something of value
A - Ask questions about the other person, their life, their experiences, their dreams
I - Introduce them to someone else who is interested in their service or who would otherwise be helpful or even another great networker like yourself
N - Nurture the relationship by continuing to give, ask questions, and introduce them to others