NetworkingFebruary 13, 2012

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Types of Events

• Known/Planned Audience– Attendee list– Assigned Seating– Friends

• Unknown But Friendly– No specific table assignment– You’ll know folks, but not sure who– Likely good prospects

• ‘See and Be Seen’ Events– Not sure who will be there– Get your brand out– New introductions

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Planning

• Set A Goal– Review attendee list. Identify attendees you

want to meet, introduce to someone else, re-connect with, etc.

– Do your homework. Look them up on LinkedIn, send a pre-event email, know what you may have in common to discuss.

– If a ‘see and be seen’ event, goals may be in terms of making 3 new contacts, etc.

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Planning

• Know the venue.– If hosting, be prepared to direct folks to coat check,

restrooms, bar, etc.– Know if accommodations are open seating,

assigned, etc. so that you may be strategic in your position.

• Come prepared.– Put business cards in your pocket (not purse or

folder). Have them readily available to hand out.– Put a pen in your pocket (not purse or folder) so

that you can easily write notes on the back of cards.

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At-event

• Do not sit at a table and visit with co-workers, eat your dinner, etc. Rather, remain standing, mingle, move about the room.

• Name tags on your right shoulder.• Hold drinks in your left hand. (Avoid ‘cold,

clammy hand syndrome.)• Approach and introduce yourself to individuals

who are alone. • Don’t: Talk politics, religion, scandals, negatively

of groups, etc.• What do you want them to remember about you?

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At-event

• How to exit from a conversation:– Do not spend more than 5 minutes in a non-productive

conversation.– Do not just leave them standing alone or move on.– Escort them to another group of folks an introduce them to

that group. Once they are engaged, you can move on.

Make every contact feel important.– Eye contact, physical contact– Genuine question/answer

• Sales Tax• Client pass throughs, such as Vocus

• How to exit from a conversation:– Do not spend more than 5 minutes in a non-

productive conversation.– Do not just leave them standing alone or move

on.– Escort them to another group of folks an

introduce them to that group. Once they are engaged, you can move on.

• Make every contact feel important.– Eye contact, physical contact– Genuine question/answer

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Post-event

• Review your goals• Follow up with any action items• Send thank you’s• Add contact to HighRise

– Client– Prospect– Strategic Partner– Vendor– Other

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Conversation Starters:

• How are you connected to this organization?

• Have you been to these events before?• We really appreciate your being here with

us. Do you know many folks here?• Ask about their lapel pin, company name,

etc.

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Best Practices:

• Recognize that everyone you meet is a potential, useful network contact.

• Create “win, win” opportunities to give and receive favors.

• Practicing the “give without expectation” philosophy of great networkers.

• Operate with complete integrity.