Guide to Making the Most of Networking Events and Working a Room

I'm going to a networking event soon and have been doing some research of how I can make the most of the evening. Here is what I've concluded as my guide to preparing for a networking event and working a room.

Before the evening even begins, do some prep work. Prepare by researching the group of expected attendees, and pre-contact some of the attendees. Make business cards and have your self-introduction ready. Lastly, before you head out the door, make it clear as to what your are trying to accomplish. That will help you determine your actions for the evening.

You're at the event, there will be a ton going on and you may not know where to start. Don't be afraid! Here's all you need to do:

1. Be memorable, in a good way. I'm sure you've attended an event, gotten someone's card and when you look at it later you can't remember who that person was? The more memorable you are, the more effectively you will be able to follow up with those you've talked to.
2. Collect information. Giving out your business cards isn't nearly as important as collecting others' and making notes, either written or mentally, that will allow you to follow up effectively.
3. Create value for others. This is the essence of networking. Look for opportunities to be of service and you'll benefit in the long run as well.

This may sound like a lot, but if you take these action steps, you'll be ok, and get what you want done.

There are three people that you always want to be sure to network with at an event: The speaker, the event host/organizer, and the person doing registration and sign-in. The person at the front door sees everybody, including heir name, and also is usually aware where the host is and can point you in their direction. Plus it just starts you off on a positive note as you enter the room. You're not a movie star hitting the red carpet. Your goal isn't to make a grand entrance, but to leave a wake of happy people behind you.

Idea: Talk with the registrar. Ask them about the organization, the agenda for the event, get their card, etc. Ask the name of the host, if you don't already know, and have them point you in their direction. Sometimes the hardest part of an event is just walking in, especially if you don't know a soul. So, take a deep breath, start tall and walk into the center of the room, rather than stopping just inside the door to clog traffic or bee-lining for a dark corner. If the host isn't available, or once you've talked with them, scan the room for people you already know to start mingling. Don't just head straight for the bar, the buffet or your seat. If you don't know anyone, find a high-traffic area or place where people seem to be congregating and make your way there.

Introduce yourself. Introducing yourself to an individual and introducing yourself to the group are two totally different things. If you have the opportunity to introduce yourself to the whole group, or even a large dinner table, then you'll want to use your "pitch": a concise (25 words or less) and memorable introduction that describes both what you do and how it benefits others. But one-on-one, that can get in the way of natural conversation. You want to describe what you do in a memorable way, but don't go off into the benefits - you'll sound like a bad salesman, rather than someone that is there to learn from the program and build relationships with the other attendees.

Idea: For some guidance on putting together your group introduction, see Introduce Yourself with a Personal Commercial. You can also use the Pitch Wizard to help you tie it together. For one-on-one introductions, Roger Willcocks has a more conversational approach to how to introduce yourself professionally.

Make conversations. Small talk is highly under-rated. In this kind of setting, it is how you build rapport and discover common ground. Some networking gurus recommend asking questions that get the other person doing all the talking. It's true that people do love to talk about themselves, but good conversation is a two-way street. But, if all you do is ask questions, what do you bring to the table? You want to create value and contribute from your experience as well.

Idea: Be fully engaged and fully award of the people you interact with. You can break this down into smaller, somewhat mechanical pieces -- listen well, respond promptly, maintain eye contact, etc. But, if you are truly present in the moment, those things will naturally happen.

Collect card and make notes. The cards you give out aren't nearly as important as the ones you take in. Sure, give out cards if people ask for one, or if you want to reinforce your conversation, but more importantly, get cards from the people you want to follow up with.

Idea: I recommend getting a two-compartment business card holder or an organizer if you're so inclined. This way your cards won't get damaged and you can store other's cards easily. Also, carry a pen with you so you can easily take note about someone on the back of their card.

Say goodbye. Your exit if as important as your entrance. Don't just disappear. Thank the host and speaker. Touch base with the people you spoke to earlier in the event and briefly reaffirm any commitments you've made.

Idea: In case you get bored of the same old "goodbye", you can learn how to say good bye in over 450 languages, plus some other alternatives in English. (However, "I'm outie" isn't probably the best choice in a business setting).

Networking events work best as part of a total networking strategy, which includes picking the right events, preparing for them well, and following up effectively. The follow-up is the most important of these. If you're not prepared to follow up, you might as well not even go to the event.