How to work a room: Networking with people after a year away
You might know all this stuff, but you might be rusty. It’s time to get back into shape for social prospecting.
Things are returning to normal. OK, it’s two steps forward and one back, but we are making progress. Soon you will be attending events with the objective of networking with HNW individuals. Do you still remember how to do it?
You know many people who have joined an organization, not gotten any clients and felt it was a waste of money. They are often vocal about it. Unfortunately, they went in with the expectation membership was enough. Business would come to them. My favorite analogy about that thinking is the Broadway show when someone collapses, the curtain closes and you hear “Is there a doctor in the house?” Business doesn’t come to you that way.
10 tips on how to work a room
Receptions at cultural events can be fun, but don’t forget you are here to work and make connections.
1. Showing up. Woody Allen famously said: “80% of success is showing up.” To work the room you need to be in the room. Don’t slot in a short visit in a “hit and run” format. Politicians often do that. It goes over badly.
2. Study up. Who is likely to be in attendance? There are some high profile people you wish you could meet. Know who they are. What’s their connection to the organization? Learn a bit about them so you can make conversation.
3. Read the room. You will want to chat with people and make new friends. A California advisor pointed out; “Some people are in the room, others are in the mood.” There will be some people who wish they were someplace else. Their company made them attend or their spouse is on the committee. They are in the room and not happy about it. You want people who are in the mood.
4. Observe how people interact. You see a group of people laughing and joking. People are coming and going. It’s safe to join into the conversation. You see another group of people huddled together. They have that furtive look, not wanting to be overheard. They might be lawyers discussing a case. You want to avoid that group.
5. Find a friend. Ideally you know someone with connections. Seek them out. Mention the name(s) of the person you want to meet. “Would you introduce me?” The answer will likely be yes. If you haven’t come armed with any names, ask them: “Who do you think I should meet?” They will come up with a name or two, then walk you over.
6. Set a goal to meet six new people. At every event, set a similar goal. They don’t need to be influencers. Everyone attending the event probably has the same broad background. Starting conversations is easy. “What’s your connection to the organization?” is a good place to start.
7. Say hello to people you met previously. You are polite and gracious. It’s not all about cozying up to potential prospects. When you see people you’ve met before, stop and talk. Take a sincere interest. It’s the right thing to do. Others will be watching. Everyone should be made to feel important.
8. Don’t hang out at the bar or the food table. Free drinks can be a big draw. Ditto free food, which you’ve decided will be that night’s dinner. You aren’t going to talk with many new people when your mouth is full.
9. Don’t stick with your friends. Meeting new people can be scary. It’s easier to find a familiar face, latch onto them and catch up. You aren’t raising your visibility or expanding your circle of acquaintances.
10. Let them talk. When you meet new people, focus on drawing them out. Let them carry the conversation. You are looking for interests in common, a reason to reconnect later.
Don’t be ‘that’ person
Remember: Less is more. When you meet a high profile person, it’s tempting to want to stick with them and keep the conversation going. There are other people they want to see. Others want to connect like you did. Sticking around makes you seem intense. Meet them, chat a bit and break away. Youn have left a good impression.
You might know all this stuff, but you might be rusty. It’s time to get back into shape for social prospecting.
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