Networking Know-How: Connecting and Engaging at Conferences
Attending Events and Conferences offers invaluable opportunities to network, learn about emerging trends, and connect with potential clients and collaborators.
While some individuals naturally excel at networking, it can be a daunting and intimidating experience for many. Becoming adept at networking isn't an overnight achievement, but you will gradually gain confidence with practice and preparation. Remember, most people in the room likely feel like you do.
Knowledge is power
Know thyself
The services your firm offers and their significance
Your role within the company
Operational details, including office locations, staff numbers, disciplines, and project range
The firm's vision and goals
Know about events, the conference theme, and attendees
Familiarize yourself with the event's objectives, themes, and agenda to tailor your interactions and focus on relevant topics.
Research the key participants, including industry leaders, potential clients, and decision-makers. Understanding their roles and interests can help you engage more effectively.
Consider the attendees' needs and expectations, which can vary based on their roles and the event's focus. This insight allows you to address their specific interests and provide valuable information.
Breaking the Ice
If you’re new to networking, consider shadowing a more experienced colleague.
Have a co-worker or industry friend introduce you to others to help break the ice.
Start conversations with individuals who are alone to warm up and make connections.
Brief But Effective - At events and conferences, where everyone is vying for attention from potential clients, approaching individuals during transitional moments can be more effective. Quickly introduce yourself and acknowledge that they might need more time, but express your interest in following up after the event. Mentioning a mutual contact or a name they recognize can enhance your credibility and make the introduction more impactful. This approach helps establish a connection without adding pressure.
Tips
Avoid overt bragging about your firm. Focus on learning about others and their work. Shift the conversation towards yourself only when asked. Ideally, keep your answers to questions under 45 seconds, then turn the conversation towards your listener. If your response requires more time, watch for non-verbal cues to ensure you aren't losing their attention.
Look for commonalities and aim to connect the dots whenever possible. Engage in dialogues that build rapport.
When engaged in group networking, remember to introduce colleagues who may have a connection with or provide value to the individuals you're conversing with.
Make introductions as new people join your group.
If you forget a name, don't panic. You have several options: be honest and ask, introduce the person to someone else you remember, or ask questions that could jog your memory.
In traditional networking events or situations where there are numerous people to connect with, aim to spend about 10 minutes with each person. Introduce them to another attendee before you move on.
Exchange business cards. Make notes about critical details on the back of business cards as you go, so you remember who folks are and why they are important.
If someone seems distracted, end the conversation in a friendly manner. Politely state that it was nice to meet them, ask for their business card, and suggest a potential follow-up after the event. This maintains the prospect of future interactions without making the conversation seem forced.
After the event
Make a list of who to follow up with and choose the best method(s) to do so.
Consult with your marketing team or a company principal about follow-up actions (invitations, emails, calls, qualification packages, etc…) and who should send them. Send out reminders if needed.
Enter relevant contacts into the company’s CRM.
