NFIB

DonÆt Just Stand There! Meet New People at a Networking Event
02/ 03/ 2003

by Jeffrey Moses

We know all about the benefits of networking--and the advantages of meeting potential customers and industry associates at trade shows and conferences. The hardest part is actually stepping up and meeting others. Things are easy enough once a conversation is going. But how do you get someone's attention and establish a common ground?

The following suggestions may help ease the anxieties and uncertainties involved with meeting new people:

Don't arrive late at functions. By the time a half hour or more has passed, many people will be involved in discussions, and it will be harder for you to break in and meet new people. The first half hour of a function is a key time to network. That's when people are looking for someone to talk with.

Always dress appropriately for the occasion. This can be a real confidence builder. If you're wearing a nametag, write your full name and company name on it. Wear it on your left side so it won't be blocked from view when you shake hands.

Know as much as you can about the type of people at the meeting, show or conference. Plan in advance ways to present yourself so that your services will be of interest and value to these people.

Don't passively wait for someone to talk with you. Try to catch the eye of a person near you. Then smile, extend your hand and simply introduce yourself, adding your company name if you feel it's appropriate. Remember, everyone is there to meet others, just as you are. No one will be put off by a simple and sincere introduction.

Avoid initiating a conversation with reference to something overly personal, such as an article of clothing. Instead, begin the conversation on a professional level and keep it there.

Be prepared to describe your position and your business in a few short, simple sentences. This makes it easier for the person you've just met to continue the conversation. Describing yourself helps orient the person with whom you're speaking, and gives them an invitation to do the same. Don't get too technical in the first few minutes.

Try to find out as much as possible about the person you've just met. Few things are a more certain turn-off than diving right into a sales pitch about yourself and your company.

When you're engaged in conversation, don't look around the room for the next person you want to meet. Remain focused and interested in each person you meet.

Once you get in the habit of talking to new people, you'll be able to do so with ease. The more often you strike up a conversation with someone you haven't met before, the more natural it will become.

Small Business Sound Off
Does this story hit home?  Share your story with us