Trying to succeed in the workforce has evolved a lot over the years but there is one thing that still holds true—success is just as much about who you know as what you know. Hard work and education are important but so many success stories start with happenstance that you need to keep your networking skills strong. You can have strong social media profiles and attend all of the events but it takes more than just showing up to get a chance. Whether you’re meeting new professionals or trying to get your foot in the door at a different organization, there are a few critical mistakes you need to watch out for.

Having a Self-Centered Attitude

It’s easy to misunderstand the function of networking. Because it’s a tool to further your career, it seems logical that you would want to spend a lot of time talking about yourself and what’s marketable about you. This is a short-sighted vision that won’t serve you well when trying to make connections with new people. Networking skills aren’t just about fulfilling your end game.

When you meet people, you can’t make it all about yourself. You may have had friends or relatives in your life before who only seemed to call you when they needed something. It may have frustrated you tremendously and left you feeling like your value was only limited to what you could offer. In a networking environment, there will always be people who are in it just for themselves. You can make yourself stand out by keeping your mind on forging relationships and helping other people. It doesn’t have to be all about the person you’re meeting but make sure that you’re providing value in your conversations and not focusing exclusively on your own goals.

Not Actively Listening

Most people tend to talk about themselves too much. This is especially true for entrepreneurs, who are used to trying to constantly find a better angle and sell their product. However, if you’re preparing your next sentence, you aren’t truly listening.  Active listening is one of the most important networking skills to hone. When you’re engaging with someone else, don’t just nod along. Ask questions! Dig deeper! Try to find places where your affinities overlap and you can connect. Listening well makes people feel more comfortable sharing with you and you can pick up a ton of useful information from others that you might have otherwise missed. You may also have the chance to help them resolve tricky issues that you’ve faced in the past. There’s a world of possibility open when you engage yourself in listening to someone new.

Being Disingenuous

It may seem simple and straightforward to get away with but most people—especially working professionals—can spot fakers from miles away. Misrepresenting yourself or your intentions is guaranteed to cause you trouble. Sometimes, it takes a while for the repercussions of your actions to become apparent. More often, people will see right through the guise. Everyone has spent time with someone who was all smiles and handshakes as long as their agenda was being fulfilled only to reverse their demeanor entirely when the tables started to turn. Don’t be that person. Keep your mind and your agenda when you approach new people. You’ll find much more genuine connections that foster openness. You want to inspire constructive and fruitful relationships when networking and not just serve yourself.

Going for the Hard Sell

This is an even less tactful move than being disingenuous because of how presumptuous it feels. Someone approaches you out of the blue with an idea and immediately insists that you invest in it. Most people feel pretty uncomfortable with that line of negotiation. Going right for the target may appear to be a good strategy but it often leaves people feeling unsatisfied with your meeting. It’s another self-centric conversation starter.

Think of it like going to a car dealership. Even if you come in with the fullest intention of buying a car that day, the horror stories of sales representatives abound. The extremely aggressive approach or the insistence on theirs as the best option. Sometimes, they try to put you in a car that isn’t right for you no matter what you try to tell them. It doesn’t feel like they’re interested in helping you find the right car, just in meeting their own goals.

When you go straight for a hard sell in a networking environment, you’re becoming that car sales rep. Don’t let bad selling tactics interfere with your potential for success. It can be difficult but pump the brakes on your first meeting. You should talk about what you’re working on but don’t go straight for the ask. Wait until after you’ve established contact and started to build that relationship. During a follow-up conversation, you can throw out a light pitch. Even if they reject you, consider keeping the relationship going. You never know who will be important to know or what relationships will ultimately make you the happiest. Be sure to establish a system of give and takes that makes the other person feel appreciated (and hopefully, they’re doing the same for you).

Networking skills are an extension of sales presentation skills. When you network, you aren’t just trying to sell them on your product, brand, or services. You’re trying to sell someone on you and what you can do to add value to their lives. There’s no “one size fits all” approach to interpersonal relationships. Avoiding these major pitfalls will sharpen your technique and make your next meeting a much more successful endeavor.