This week, we’ll start with networking events. Networking is obviously supposed to occur at networking events; however, many of our missed connections happen at receptions, corporate mixers, happy hours, and other functions that are created for the express purpose of networking.
I hope this point is also clear… at one of these events, everyone is (or should) be in attendance to meet others. So, in case no one has told you yet, if you are attending a networking event, you are supposed to go out and meet people. I realize this may sound difficult (don’t worry, you’re not alone: few people, especially c-/v-level executives, are self proclaimed “experts” at networking) but today I’m going to help you make it feel a little easier.
With your opening, you really don’t need to get too creative. “Hi, I’m Robyn…” works well. Or you could try asking permission (“Excuse me, do you mind if I sit with you?”), stating the obvious (“Hi – I just wanted to introduce myself… you know, take advantage of the opportunity to mix and mingle.”), or making a comment about the atmosphere (“Hey, this band is great/unexpected/fun, don’t you think?”). In keeping this phrasing simple and straightforward, you will appear confident and no one will wonder if you prepared by memorizing pick up lines out of a book.
The next part, your second line, is easy.
“What do you do?” “How did you hear about this event/organization?” “How long have you been affiliated with [the company hosting the event]?” The key is to ask something relevant that opens up the conversation and gets the other person talking, then listen closely to what they tell you. It’s also beneficial to ask a follow up question or two so you can better understand with whom you’re speaking. Once the other person has explained their situation, they’re likely to return to you with a similar question (even if it’s just to be polite) but, if they don’t (cue awkward silence), you can continue the conversation anyway.
Tailor your self-introduction according to their response.
“I/my company help(s) professionals like you to…” “I tend to work with companies like [others they’d recognize – perhaps their clients or vendors], we help them…” This should get the conversation started (consider what you might say beforehand and practice a few times based on the kinds of people you expect to meet). Continue asking and answering questions, but don’t feel like you have to force anything (you should plan for a short conversation), after all, you’re both there to network, remember?
Then, within about 3-7 minutes, close the conversation.
This part is also easy; basically you want to (1) trade business cards, (2) determine your next step, and (3) finish with something nice. Here’s an example of what you can say:
(2) “I should probably check in with my company/let you get back to [tie into opening line]… Let’s set up a time to chat more next week – I’ll call/e-mail you [specific time within two days] about the article/restaurant/contact we discussed.”
(3) “It was so nice to meet you, [contact's name]; enjoy the rest of [the event]!”
Finally, after the event, follow up as you said you would.
- this step is essential -
When you get home (or back to your hotel) after the event, go through the cards you collected, sort them, and schedule your follow up time (according to what you had discussed). Actually calling, e-mailing, or writing as you said you would contributes to your image with that contact because you will be seen as reliable and that’s a great first step towards becoming trustworthy (which is important because trust is essential to building a solid relationship).
Following the above steps will help you to miss fewer connections at networking events.
Still not convinced you can do this? Remember, few people feel like they are networking experts. When you take the lead on introducing yourself to someone else, you are helping them, not bothering them, especially if you are introducing yourself to someone who is also attending a networking event. Next week, we’ll talk about missed connections in a different category of situations, but before we do, share your thoughts about networking events in the comments section below. Do you have any relevant tips, tricks, or stories?
Robyn Davis - Owner, When I Need Help (WINH)
Robyn helps exhibitors improve their results at conventions and trade shows by providing on-site sales and marketing support, pre-/post-event consulting services, and convenient products. Contact Robyn to discuss your situation today!
