So you’ve secured a plum opportunity to present at a seminar or conference. You have prepared your speech and rehearsed your elevator pitch (30-second message that states who you are and what you do). Now what?

Remember to keep your listening ears on before, during, and after your presentation. If there is a pre-event mixer, try to tune in to the concerns and challenges of the participants. Make a note of them, and then make sure to follow up with some insight into possible solutions or provide leads to colleagues know that may be able to help.

During your presentation, make note of who is asking follow-up questions. Afterward, exchange business cards so that you can follow up in the upcoming weeks.

Finally, hone in on your strongest, most promising leads. Have patience and persevere. At this juncture your goal is networking and developing relationships; this dance is a long one. Keep up the momentum until you see them again in the Red Zone.

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Author Bio: Allan Colman is a seasoned legal marketing expert who helps firms with business generation, closing skills, and client retention strategies through leveraging speaking and presentation opportunities.