Professional Networking Techniques
How to Meet and Greet Contacts and Work a Room at an Industry Event
Working a room at an industry event can be intimidating. Here are some tips to help start relationship building at a networking event.
Building business contacts from networking at industry events requires some careful planning and strategically working the room.
Preparation
Do as much research as possible when preparing to go to a networking event. If it is possible to get the guest list; google the important guests so that you know their histories and background. Create a fact sheet to summarize your research and review it the day of the event.
Handshakes
When you shake hands with participants, make sure your handshake is firm but not bone crushing. Join hands palm to palm with your thumb griping the web between their thumb and pointer finger. Limp handshakes can send a signal that you lack confidence and are afraid, bone crushing handshakes can come across as too aggressive.
Food First
If you arrive and food is being served, start there. It is easier to create small talk when food is around as you can comment on the variety of food, the presentation or the flavours. Are there tables and chairs to sit at and eat? Are there stand-up tables? This will help you select food from a buffet that will be easy to eat while you talk to your table mates.
Scope Out The Room
Do a quick scan of the room to see who has arrived and what the set-up is like. Depending on the size of the venue, there may be a presentation area, tradeshow of vendor booths, food area and/or break out rooms for workshops.
Bring Business Cards
Remember that the point of networking is to build relationships and to do that, you need to exchange contact information. If you do not have business cards, either have inexpensive cards made or print them on your printer that simply have your contact information. The more professional you can make them, the better. Professional business cards may cost you around $50-$100, but the expense is well worth the first impression you make when making new contacts.
Approaching Important People
If you enjoyed a talk or keynote speech, approach the speaker at the end of the session or during a break. Discuss a key message he delivered or simply let him know what you liked about the presentation. Remember that important people are people. They want to hear feedback and be validated as much as anyone.
Ask Open-ended Questions
When conversing with new contacts, ask them questions that require more than a yes or no answer. For example, ask what they thought of the keynote address or what workshops they plan to attend. Ask them how long they have been in the industry and what advice they have for someone who is new to the industry (if that is your situation).
If you can master the art of networking to build business contacts, you will improve your odds of career success.
