One area that often gets overlooked in building businesses are the business development techniques in the actual face to face networking.   Organizations like BNI and the Chamber of Commerce and Association Events work extremely well deploying business development strategies.  There is a simple reason for this.  It has to do with meeting the other person face to face and looking them in the eye and spending time with them.  You are able to read their body language during the meeting.  The non verbal communication is telling and weighs in more than  the written word and the voice.  The reason face to face works is because you are able to develop TRUST.  Check out this interview with Ivan Misner of BNI.

Interview With Dr. Ivan Misner

Another couple of people who have business development technique training down are Blair Singer of Sales Dogs and Ari Galper of Unlock the Game.