Networking - Taming the savage beast

My blog followers (Hi, Mom!) have probably noticed my long silence. I've been out networking til my feet fall off, promoting my new communication coaching practice. Going to 7-10 networking events each week has given me ample opportunity to observe a variety of folks out getting their schmooze on. Understandably, this prompts a blog post including a few tips that I hope you'll find useful. They're based on what I'm seeing out in the trenches, the most common pitfalls I see happening when professionals face that most terrifying of beasts--a room full of strangers to whom you must explain your business, not offend, and attempt to form a lasting connection with, all while balancing a plate of cheese cubes and a glass of something-or-other.

1. There is no homecoming queen at a business mixer. Most of us still carry memories of "in" and "out" crowds in high school. But that just doesn't apply here. We are all here to meet each other and promote, promote, promote! If someone already had all the clients s/he needed, he or she would be at home watching NCIS. So no matter how poised or put together someone looks, you're still here for the same reasons, and that person will likely be grateful if you take a deep breath, grip your cheese cube plate firmly, and introduce yourself first. Which leads to...

2. She who introduces herself first, wins. We are also accustomed to the old social rule that whomever speaks last holds the most power. But at networking events (this includes conventions, mixers, and most other business gatherings, whether they're targeted towards networking or not), the power belongs to the hosts. By this I mean that the people who provide value to the other participants gain recognition, which will later translate into business.

3. You never know what connections will later produce profit. Keep this in mind when someone is introducing themselves--even if their title as stated doesn't fit into your concept of a potential client, they may have a friend, client, or brother-in-law who will describe a need for your services in future. Don't shut someone down simply because they aren't your "dream referral." In fact...

4. Don't shut anyone down. Give your full attention to the person with whom you're speaking RIGHT NOW. Scanning the room for your next victim while your current victim (I use the term advisedly, as they are certainly feeling victimized if this is what you're doing!) is the most common blunder I see at these events. Word gets around, business communities talk to each other, and no one likes to feel demeaned.

A final word. Don't set out to make contacts. Set out to meet people. Have some fun! Learn their stories. Your business will bloom, and you'll get more out of life along the way.