The networking edition
We’ve all been there. You accept an invitation to an industry networking event, pop it in the diary and then promptly forget about it. The day arrives and you remind your colleague about the event (they said they’d go with you – it’s MUCH easier when you go with someone you know) only to find out they have a sick child and now can’t make it.
Sh^t! You realise you’re on your own. That familiar panic starts to bubble up inside. What should I do? What am I going to say? I don’t know anyone!
Fear not. Help is at hand. Take three minutes out of your day to read this week’s Three Things dedicated to a topic that causes untold amounts of anxiety across all levels within professional services – the networking event. Enjoy.
#1. Do your prep
To be successful at anything in life takes practice and preparation. The same is true for networking events. At first, the tips contained here will feel uncomfortable and awkward. Persevere. The more you practice, the better you will get. Preparation for each event is critical but follows the same simple steps and need not take very long at all. At LINAR we recommend the TNT method:
- Target: on the day before the event get hold of a copy of the attendee list. Identify at least five people you want to speak to. Think about each conversation and what you want to get out of it. This could be as simple as putting a face to a name in the industry, a discussion on a work topic or the fact that you’ve been stood on the same hockey sidelines watching your daughter’s for three year’s but have only just twigged you’re in the same industry!
- News: make sure you spend five mins on the day of the event getting up to speed on the major news items from around the world. Guaranteed that at some point during the event you’ll be asked for your view on something macro related – so make sure you have one!
- Topics: are there any major industry developments you need to be across? A public consultation? A big regulatory change? A landmark decision? A significant industry transaction? Again, make sure you’re across the details so that you at least have (1) and understanding of what people at the event are talking about and (2) a view on the subject.
#2. Getting into the conversation
So, you’re there. In the room. By yourself. And EVERYONE is part of a group already! No problem. Take a breath and look for a group containing one of your targets. Walk up with a friendly smile and open body language. Look for a moment when there’s a pause in the discussion or when someone makes eye contact with you. Now you’re in, you have options:
- Listen: just because you’ve entered the group doesn’t mean you have to make a killer comment or come up with a conversation topic straight away. After introducing yourself it’s sometimes best just to listen to the ongoing conversation, get yourself comfortable and find an appropriate time for the options listed below.
- Offer a comment/topic: giving yourself time to gauge the flow of conversation by listening will allow you to pinpoint when it’s best to offer a thought or comment on the conversation topic.
#3. Getting out of the conversation
Wahey. Things are going well. You’re not standing on your own and are now in a group conversation with one of your targets. Well done. Problem is, you’ve now been in the same conversation for 20 mins and there are other people you want to talk to. You’re stuck!
Again, don’t panic. Remember, everyone at the event knows it’s a networking function and expects to move around just like you are doing. When it’s time to move on to speak with someone else, find a natural transition point in the conversation, such as after making a relevant comment or responding to a question. Excuse yourself using something like “It’s been great talking with you about [topic], but I see someone I’ve been wanting to catch up with.” Make sure you use the opportunity to create a follow up action. Say something like “Would love to continue the conversation on [topic]. Can I grab your details and buy you a coffee next week?”.
