About two months ago I decided to conduct a quick study on how people approached a popular networking event. Knowing some of the participants as prospects, co-workers and competitors I felt like it was well worth my time to see how I can further educate myself on “working the room.” I first focused on the participants who looked like they would rather be home cleaning out their closets or preparing their taxes. I saw and knew a “Director of Sales” who clearly did her time, made an appearance, had a glass of wine, and chalked it to an activity she could document on her weekly report….I next witnessed one of the most successful owners in the industry; truth be told he was a bit obnoxious but clearly was on a mission to provide his staff with a list of prospects and/or leads to follow up on later that week or within the next ten days. As in life, in business we have to put our own spin on things. Networking is no different. Be true to yourself. Be consistent. Be honest. And have a plan. Here’s some ideas to implement the next time you go out, but remember, have fun with them!

First, don’t go in cold. Research who’s going to be there. Have a wish list of meet and greets. Next travel and dress professionally. Try to wear something to separate yourself without drawing unwanted attention and have your business cards readily available to exchange. Walk in with confidence. Know that you have a valuable service or product to market. Breakfast buffets are a great way to kick off conversations. There’s no pressure, no selling, and they are a sure fire way to engage you in the swing of things. Always maintain eye contact. Don’t focus on name tags; it makes you look shifty and less personable…

Having done your homework, approaching VIPs and guest speakers will prove to supercharge your success rate. Most presenters love to talk about themselves and/or their company. Take advantage of that and listen. Next, make an effort with the “lone wolves” in the crowd. They’ll appreciate your willingness to engage and more often you’ll “connect” with the one on one approach opposed to the social network groups that have formed and find themselves talking more about the latest Boston Championship and less about business and connections.

Looking for an opener…How about a simple “And you are?” or “What is your connection to the event?” said with a smile….Remember the goal is to ask about them first; that way you can control the rest of the conversation. As in baseball, if we can hit on one out of three people we’re going to be successful. Another key component of working the room is enlisting a “mutual acquaintance” for easy conversation and a vote of confidence from the implicit endorsement…

Lastly, put yourself out there as a matchmaker. If you happen to be talking to somebody who you enjoy and see value in their services ask them “How can I help you?”…If you make a honest effort it will pay off in spades. Remember you’re not there to sell, you are there for the right to follow up with a phone call, a cup of coffee, or a meeting. At the end of the day if you get one solid prospect, let me repeat that one solid prospect, it’s well worth it….Networking is all about making friends, enjoy it!!