Jul 8, 2006
Author: Helen Blocker-Adams
There are networking meetings all over the CSRA. Some of those meetings are held early in the morning, some at lunchtime and still others in the evening. Each may bring a different flair, scope and agenda, but the ultimate reason for you, the small business owner, to attend these type of functions is to ‘network’ for new business contacts which can lead to new relationships and ultimately new clients. Unfortunately, more people than you may realize don’t ‘function’ well at networking events. There are some do’s and don’ts. Let’s talk about working the room.
You may notice that some people can walk through a room full of people with grace and style, moving comfortably through the crowd, chatting with business owners, and picking up one valuable contact after another. On the other hand, another individual may attend that same event, go to the office the next day and say something like “attending that event was a waste of my time;” “I didn’t make any contacts;” or “I’m not going to one of their networking functions again.” Sound familiar. Of course it wasn’t YOU who said that, right?
Here are some ideas and techniques you might find useful. Before you even go to the event, have some people in mind you’d like to see there. Perhaps there’s a potential client you think may be in attendance. Maybe there’s someone you’ve been trying to contact by phone that may have a need for your services and/or products.
Dress appropriately for the event. Have a firm handshake. Good eye contact. And most of all, don’t forget your business cards. (Make sure to keep your business cards in one pocket, whichever one works for you. As you’re gathering cards from other business people, put those in your OTHER pocket). It’s annoying to me, and I’ve done it before, to go into your pocket and pull someone else’s out instead of your own.
Don’t work the room with a ‘what’s in it for me’ attitude. Think about the other person instead. It’s about sharing. Be an attentive listener. When you walk up to a group and there’s someone already talking, be respectful. Wait until that person has stopped talking and then join in to the conversation. A conversation starter can be on why you’ve attended that event or anything else that might arouse interest. (You may be able to add something to the conversation from what you heard previously).
Don’t pretend to know something you don’t. But don’t stand there with an obnoxious look on your face that clearly indicates you don’t know what in the world they’re talking about either. Avoid staying in one conversation too long. Remember you came to network. Use these networking events to tell colleagues what you have to offer. Don’t be afraid to walk up to someone who’s different from you. Meet a variety of people. For those of you who might find that difficult, practice what you’d say to them before you enter the situation
Working the room requires skill and confidence that takes time. But it’s worth it. Stay tuned for one of my upcoming seminars on “How to Become a Master Networker.”
