It happens every day, hundreds of times; possibly thousands. If I had a nickel for every time it happens at conferences, I’d be loaning Donald Trump money.
Here’s how it goes down…
Person X: “Hey, my name is Person X. I am from Chicago.”
Person Y: “Hi, I’m Person Y. I’ve always wanted to visit Chicago. Let me give you my card. We should get together some time.”
Did you catch it? Did you notice how AWFUL the networking process was?
Do you know Person Y’s train wreck of an attempt to network is more common than uncommon?
Don’t be “that girl” or “that guy” in L.A. who spits out business cards like a salad shooter. You’ll blow precious opportunities to meet and connect with great people at the convention. Promise me you won’t make these oh-so-common mistakes like what you just saw in the above dialogue.
Do this instead…
Do your homework-Know who you want to meet before you arrive. Learn details about the people on your “hit list” so you can talk to them about them (not yourself!).
Designate your purpose-When people go to their room at night and empty their pockets and purses, what will make you memorable versus the others in their stack? Nobody is going to keep your card unless they have a reason to. Explain this to him or her, “I want to connect with you in order to__________.” Make sure you speak in terms of how it will benefit him or her, not just you.
Define your follow-up-Smart networkers overcome the “are you going to bug me when you get my phone number” objection early. Here’s how—ask! “I know you’re busy and I respect your time. When is the best time for me to follow up with you? What’s your preferred method of staying in touch? I’ll do whatever is best for you.” BAM! Within two questions, you know when and how to take the next step in your relationship with this person. After that, it’s on you to follow through as promised.
Just follow these three simple steps and be amazed at how easy it is to build relationships with influential people. You will have a great time and your chamber’s Rolodex will become instantly impressive.
Let me know how it goes.
