“What do I do next?”  You are at an event where you see a person you recognize.  You’ve never met them, but they look just like their photo on the business pages of the paper or their annual report.  This is a once-in-a-lifetime opportunity. You tell yourself “I’ve got to meet this guy!”  How do you do it?

Social comes first

First of all, forget business. If you enter pitching, you might suffer the same fate you assign to those recorded calls you get saying:  “There’s a problem with your computer…”  At this moment, you are a normal person, they are a normal person and some shared interest put you under the same roof.  Is it a wedding?  College alumni event?  Homeowner’s association meeting?

Look before you leap

You can learn a lot just by watching.  Are they in the mood or just in the room?  Are they here because they have to be here?  Their spouse dragged them?  They really want to be at a sports bar watching the game?  You can spot the body language pretty easily.  If they are in a foul mood, they probably won’t be receptive unless you say: “Want to get out of here and watch the game?”

How are they dressed?  If everyone is in suits and they’re in a black tee shirt and jeans, they may not be concerned about fitting in.  They play by their own rules.  If everyone is in polo shirts and chinos and they look like they just stepped off their yacht, they may be formal, considering clothing like a suit of armor.  Either way, they may look like the odd one out.