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A few years ago I was working with a woman who was an ordained minister. She had
established a prayer ministry that she wanted to promote at an upcoming ministerial
conference.
In preparing for the event, she had created a brochure that outlined her
ministry's mission. She planned to pass out as many of these brochures as possible at the
conference. When she told me her strategy, I suggested she do something else. I asked
her to leave the brochures at home.
Instead, I wanted her to focus on asking each person
she met about themselves, their church, their challenges and what they most wanted to
accomplish. She was not to talk about what she did unless she was asked.
People were
so impressed by her interest in them that they soon asked about what she did. She would
then lean into their interest by sharing her vision for what her prayer ministry could
accomplish in the world
Many people wanted to know more and she agreed to send
them a brochure when she returned home. She was, in fact, so proficient at executing her
new strategy that the attendees voted to award her the $500 stipend the organization
granted each year to the most worthy endeavor represented at the conference!
Being
interested in other people is very attractive. It is also a lot less stressful than taking a
deep breath and saying as much about yourself as you possibly can before the other
person's eyes glaze over.
Here's how to make the most of your next networking event:
Decide in advance who you want to meet
Let's say you are attending the event to
meet potential employers or find job leads.
Start by defining your ideal job. Be as
specific as possible. Clarity is magnetic! Clarity helps you recognize opportunity and
helps others bring opportunity to you.
Your objective then becomes meeting individuals
who can move you closer to your ideal job.
When you are in conversation with someone
new, ask questions that will help you learn about what that other person is looking for
and then match his or her responses against what you are looking for. The more closely
the match, the easier it is to lean into the other person's situation with your solution.
Be prepared to tell people what you do in 30 seconds or less
What you do is not your
job or position, but the solutions you offer. For example, as a Coach, I show people how
to turn their desire into results. What happens because of what you do?
Practice listening
In the movie, "Michael", Andie McDowell's character asks Michael
how he knew she wasn't who she said she was. He leans toward her and whispers, "I pay
attention"!
Listening is a verb. Practice listening to what the other person is saying and
not saying. Listen for opportunity for both of you.
Wear something you feel great in and that communicates your brand
Here's
someone who has created a simple but powerful way to communicate who she is and
what she does. Her name is Olive and she is a professional photographer. At networking
events, she wears olive colored clothing and a pin in the shape of a camera.
Olive has
made it easy to be remembered. What could make meeting you memorable?
Create a tag line for your name badge that will stimulate curiosity and conversation
A coach I know who works with clients on creativity puts under her name, ""Will coach
for chocolate". An actor I work with chose "Multiple Personality" as her tag line. It
always generates curiosity about what she does and leads to interesting conversations
about the kind of acting jobs she is looking for. "Money" is another word that gets
people talking and makes an excellent tag line for individuals in banking, finance or
related enterprises.
What interesting word or phrase best describes what you do?
Ask for help meeting people
This one is so simple it can be easily overlooked.
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If you
don't know anyone at the event you can always ask to be introduced. When you check in
at the registration desk, ask someone there to suggest a member or attendee who could
introduce you to a few people. If you already know someone at the event, ask that person
to help you.
Once the initial introductions have been made, you can ask each new person
you meet to introduce you to someone he or she knows. Repeat the process until you
have met as many new people as you had intended.
Plan an opening question or statement to get the conversation started
If you've had difficulty in the past starting a conversation with people you don't know,
have a better experience at your next event by planning an opening question or statement.
A participant at a recent workshop I was leading told us he breaks the ice by asking the
person his or her favorite color and why.
Your opening question can be something
topical about current events or something surprising like the example. It could even be as
simple as asking why this individual chose to attend the event or become a member of the
organization it represents.
The key is to plan for success by preparing what you will say
in advance.
Bring your business cards!
I meet people all the time who, when I ask them for a card,
tell me with much embarrassment and apologies that they "just ran out" or "forgot them".
Attending an event without a supply of business cards is unattractive and selfish. It
makes it harder for the other person to do business with you--the exact opposite of the
impression you want to create.
Keep a supply of cards in your car, briefcase, office,
purse and/or pocket. Make sure your cards are easy to access.
I suggest that clients put
their cards in a right side pocket so it's easy to reach in and extract one to give to the
person they are speaking with. Put the other person's card into your left side pocket. At
the end of the event, you will have all the cards in one place. No pockets? Put all the
cards you collect into the front of your card case.
When you meet people who are good
prospects for your product or service and they say they "just ran out" of cards, show them
how you make it easy for people to work with you. Pass them your card with a pencil
and ask them to fill out their contact information on the back.
Make notes on the back of
the cards you collect to remind yourself later about the people that you've met and what
you want to remember about them.
Keep moving!
Resist the temptation to settle into one place or into conversation with
one person, particularly if that person is someone you came with or is someone you
already know. If you attend the event with someone, agree to meet at regular intervals to
check on each other's progress or arrange to hook up at the end of the event to swap
experiences.
Build your network of relationships just the way you want it
Identify who you
would like to be a part of your network. Identify those you would like to refer business
to, those you would like to partner with and those who would increase your value to your
customers. Then make a point to seek out those individuals or organizations.
Develop a follow-up system for keeping in touch with the people you meet. One
client sends out email announcements about local events that haven't been covered in the
press. She has become known as a source of information about these types of activities.
My Star Maker News e-newsletter is how I stay connected with the people I meet at
various events.
Whatever system you choose, make it reflect who you are and what you
represent. It's one more way to be memorable.
Enjoy yourself!
Plan in advance to have a wonderful experience and you will!
©Copyright 2004 Mariette Edwards All rights reserved.
Mariette Edwards is a business and career strategist, consultant, speaker
and writer. Mariette publishes Star Maker, a free monthly on-line
newsletter dedicated to professional success. Visit Mariette's web site at http://www.starmakercoaching.com for more information or drop her an email.
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Excuse Me, Have We Met Before?
How to Increase Your People Power
How to Scream 'I'm Open For Business
Effective Networking for Busy People
Why Aren't You Talking to Me?
How to Remember Names
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