Be Conference Warriors: Rules for Networking Like a Pro
Conference Warriors: Rules for Networking the Right Way
In a few days I will be traveling out to Palm Springs for the TED Conference, which is the satellite offshoot not the “real deal“, but TED is TED. As I’m starting to game plan for the event, I’m reminded of the times I’ve been asked for advice on how to network successfully at one of these conferences.
So I’ve put together a list of rules that I follow and have helped many of my friends become Conference Warriors. The rules are kind of like the Sisterhood of the Travelling Pants…only without the sisterhood or the pants.
The first step, which is also the most important, is to set an intention. Ask yourself: Why am I here? It seems simple enough, but if you’re vision is not perfectly clear you will not do well. How can you find helpful connections if you don’t know what you are looking for?
Failing to prepare, is preparing to fail. Yes, I just made this up. John Wooden= Carlos Mencia
Ok. So once you are actually at the conference, you must…
Position
If movies and television have taught us anything it’s that nothing good or interesting ever happens to people in the background. Get in the frame. Don’t be an extra.
- Study the speakers
- Scout out some prospects beforehand
- Go where people eat and drink
- Sit in front and ask good questions
Study the speakers prior to the conferences and if they seem interesting to you, “ping” them before you get there. Ask the conference organizer where your best prospects are sitting and…well… sit by them.
Position yourself in all the high traffic areas, like the buffet line, bars, etc. You’ll find that this is where your constituents are the most human. Avoid the small talk and business pitches and crack a couple jokes. People want to work with those they like and trust, not strangers who interrupt their Mac and Cheese.
Sit in the front row. Often times the VIPs or the friends of VIPs are assigned to sit up front. Ask succinct and intelligent questions during the presentation and try to be a friendly face for the speaker. Reciprocate their eye-contact and give them an encouraging smile.
Style
Remember, at the conference what you do and what you say = who you are and how you will be remembered.
What you don’t want to do is to pass out your business card like it’s a flyer. It’s less than impressive. You might as well be saying: “Here, I don’t want this piece of paper anymore. Can you throw it away for me?”
Regretfully, this suggestion is made from experience. Thinking back, it just seems amateurish. Gutsy, sure, but it’s not an effective approach.
Be patient. Most people just can’t wait to tell others what they’ve been working on. Selfish, no?
So instead…
Be curious. Networking is about how you can be helpful to others. And, trust me, people will be more impressed by your authentic curiosity. Keep track of their “I need-,” “I want-,” “I don’t know-” statements. Spend a few minutes listening then ask how you might be able to help them. For example, how would we know an ideal client if we met one?
Also, you want to play the host. After you make a few of these contacts, you could introduce them to each other at the event. And when appropriate, useful connections in your network. This is important to establishing your credibility as a valued-add connection.
Repu-tition
A la Andy Bernard’s transcendent Dunder Mifflinity, repu-tition, is establishing a reputation through repetition.
Follow up. Don’t be pushy, but you want to be impactful. Wait about a day or so and send something personable to them. Most people send emails, so don’t be most people.
Try a handwritten note. Keep it short and sweet, something to the effect of: “Hey. Great meeting __________, if I can introduce someone/thing of interest/ value to you I certainly will.”
Take a picture. A friend of mine took a picture with me at CES and also included a hand written note. It’s the most memorable thing I have ever received from one of these events. So take a lot of pictures. If you end up with one that you think would be particularly interesting or funny to a new contact, pass it on.
A picture is worth a thousand words… and this one’s got their name written all over it.
In the end you want to be a value-adding connection. Needy people are annoying, so try to be a help to them instead. Send them follow up emails or newspaper clippings if you come across something interesting.
Most people don’t keep their key contacts warm. My recent interview with Randy Churchill, a Super-connector with PricewaterhouseCoopers, shows us the value in keeping in touch with your key contacts.
Remember, networking is a long term investment. You can’t expect to close the deal on the first shot. So you shouldn’t stress yourself out about every step of the process.
Which brings us to my last rule…
Have fun!
Networking is a people business. I approach it like how I’d make friends. People enjoy others who look like they are having a good time. All too often I see people, important people, standing/acting/looking awkward at a conference, as if they are back at their high school prom.
If you can help them be at ease, they’ll thank you for it. Would thy remember you? More likely than not.
