A. Mike Tobin of TelecityGroup writes:
At networking events, remember why everyone is there. Don’t be afraid of approaching people, but don’t waste their time or yours. Avoid talking about yourself. Instead find out what they do, and decide whether they could offer you some kind of opportunity. Also don’t be afraid to move on, politely of course, as soon as you realise there’s nothing in it for you.
Once you have met someone, be sure to get their business card, and as soon as possible after you have walked away, try to write a note on that person. For example, “tall guy with blonde hair” will remind you of their appearance. Wherever possible, try to note something personal they mentioned, such as a birthday, hobby or something they’re working on. This will make it easier for you to remember the person and to give you an opening next time you contact them.
Body language is also very important. If you find you would like to move on and you see someone else you would like to talk to, touch them lightly on the arm as they walk past, using this as a prompt to end the conversation. To encourage someone to contribute to the conversation, stand at a 90 degree angle, and others will feel comfortable about joining the group.
If you’ve got good customer relationships, try to get them along to the networking event so they can be your ambassadors. Third-party endorsement is a very powerful tool that you should always bear in mind with new and existing customers.
At trade shows, it’s important that your team is out on the floor and not milling around by your stand. Leave stand work to your most animated employees and restrict their numbers to make sure they look busy. If the stand is full of visitors and not your ‘badged up’ employees, you are more likely to attract other people.
Mike Tobin is CEO of TelecityGroup, and independent European data centre company that provides services to major brands in the UK and Europe.
www.telecitygroup.com