Sometimes You Wanna Go Where Everybody Knows You’re Networking

You aren’t at your favorite restaurant (the horror), and you haven’t read Maestro’s other three installments on networking (the bigger horror! Tater tot references, where art thou?). You’re at a sales conference and you’re lost in your thoughts. You have the sweats while withdrawing from your favorite chicken sandwich, and the SVP of that sales company you’ve been trying to close a deal with walks over, a big smile on her face.

She says it’s so nice to see you, emailing can be such a pain. She says she would love to chat about your company, but first asks what your favorite part of the conference has been. “Chicken sandwiches,” you say. “What?” she asks. “Chicken sandwiches. Where can I get them?”

She gives you an odd look and walks away to chat with your competitor. You lost your shot. You forgot how to network at conferences, and you probably need to see someone about your obsession with that chicken joint (seriously, read the other articles, this will all make so much more sense).

We’ve gone through the first three steps, all just as vital as this one—networking outside your company, within your company, and what to read if you want to become a networking expert. You are now ready to learn how to network where people go with the intention of networking, the big leagues—a conference. Get ready for our last batch of tips on your way to becoming unstoppable in growing your perfect network, Varys beware (Game of Thrones reference for anyone confused).

FIND YOUR COMFORT ZONE

The first thing to do at a conference is to do things before the conference! When it comes to in-person networking, being in your comfort zone is vital, as the first impression of you is not an email, or a well-curated background of the only bookshelf in your house full of books you have never read. The first impression is you, in all your glory. If you are confident or nervous or downing tiny hot dogs, people will notice.

This means it’s more important than ever to be relaxed. This does not mean putting on a front that you are the best socializer in the room, because coming across too strong is just as bad as coming across as unsure of yourself. The trick to networking in person is to have a tiny routine beforehand to center you wherever your comfort zone is, and don’t over or underdo it.

If you are relaxed all the time, do you! If you know you get in your head, start with a tiny pep talk (It works for me! I remind myself everyone is here to do the same thing, no one is judging me or overly focused on me, and to just be myself, whether that is awkward or shy or outgoing. It tends to go well for me).

Find that little mojo, and then go into the conference just being yourself. Make sure you are fed and watered beforehand so you are not downing water or hors d’oeuvres (thank you Google for the spelling). Know if you are a sweaty person to be sure to bring a tiny towel/handkerchief for handshakes, if you are quiet, be ready to speak as loud as you can without yelling and scope out the quieter areas. If you are a yeller, go find the loud spots and no one will notice. Play to your strengths, but don’t fake any. The right people to network with are the ones who like the real you.

SPREAD THE WEALTH

This one is all about knowing the perfect balancing act. Be sure to talk to enough people, but not too many. But, Adam! It’s a conferencing event. I want to talk to everyone! Too bad, Buckaroo, I’m the deputy around here (Yes, deputy. I listened to the song; I know who it’s better to be). Don’t talk to everyone! If you try to talk to everyone, you will end up spreading yourself too thin, make no lasting impressions, and everyone will recognize that you are only trying to be noticed, not connected.

But do spread the wealth! You may meet your new best friend at this event. They may also love giving things superhero nicknames, making references to their Ashkenazi heritage, and discussing how more people need to learn how to use an em dash (No? Just me and my best friend?).

Either way, that might be awesome, but the point of a conference is not to make one new connection, it’s to make several! If you feel you are really hitting it off with someone, that’s actually the best time to stop chatting. There it is, our best tip of the article. If you are really connecting at a conference, get their info and leave.

This may seem odd, but it’s good, trust me. If things are going well, they will want to pick things back up. Don’t be abrupt. One more time, don’t be abrupt! You don’t want to ruin the good feeling. But at the next window of opportunity, excuse yourself politely, and say you will be in touch.

Then actually get in touch after, and they will likely remember leaving the conversation on a good note and want to pick it back up. This is the best way to get connections beyond the conference and increase your chances of people wanting to continue discussions. If the good chats die young, they may feel there was nothing more to be said and you’ll lose your chance to be more purposeful in your discussion. Distance makes the heart grow fonder.

BE KIND

I just told you to excuse yourself when things are going well. Does that mean you should excuse yourself even faster when they aren’t? No! No tater tots for you (I don’t even like tater tots, but I have to stick with the bit for the series). Conferencing is about networking, yes, but really, it’s about connections with people. Real people with feelings and thoughts and who get ketchup on their shirts!

So, remember, these are people, not numbers. If someone isn’t the person you are hoping to connect with, or the conversation is not one you are interested in, still be polite. Do not rush it along or be rude. Find a natural out and excuse yourself politely. You may never know who they end up telling that you are the asshat of all asshats, so don’t be an asshat. Be kind, even if someone isn’t the connect you are looking for.

USE LINKEDIN. PLEASE USE LINKEDIN.

Faces. People are good at remembering faces. Names, not as great. An email with a name means everyone you met needs to go through everyone they met and try to put a face and conversation to a name. If you have a fancy new digital business card, then your face is attached to your card and email. If not, you better have LinkedIn.

Networking is the process by which you form connections. If only there was a website where you could manage all your connections. Personally, I prefer to connect on LinkedIn rather than email when networking (but email is not to be hated on, it’s good too and has a personal touch!).

At conferences, using LinkedIn over other means allows me to remember a name rather than an email or keep a bunch of business cards and remember whose is whose. With LinkedIn, I can have a name written down, then find them and let their face remind me of our conversation. Then I can connect with them and add a small note in the connection about something I enjoyed in our conversation. It adds a personal touch and reminds them of who I am as well.

This is not to say business cards are bad, I just know LinkedIn works for me and my memory best. If you enjoy business cards, use them! Our blog on what to do at a conference gives you the best business card practices for remembering details and keeping connections strong.

The other thing I love about LinkedIn is that it’s easy to organize all the connections, and there is no pressure to call on them right away. You should still send a message right after the conference that includes something you talked about, but then you can let that connection age like wine until you are ready to take it to the next step. When the time is right, re-connect and reach out. With email, you must do all the networking up front, fast, and keep it going. Otherwise, you run the risk of them thinking, “Who?” after time has passed. With LinkedIn, there will be the little reminder in your messages of who you were, and hopefully a remembrance of good vibes. Please, please, don’t make connections and let them fade away. Keep them nourished and organized—that’s the whole point of a network!

So, there you have it, folks. Maestro’s explanation of networking and chicken sandwich obsessions. Network outside your organization. Network inside your organization. Read books inside and outside your organization. Attend conferences and talk about yourself and your organization. Be calm, be candid, and be memorable. Keep your connections healthy, in touch, and may your network grow and your love for chicken sandwiches and tater tots never fade (but please, use a napkin!).

Expand your network to include Maestro! Connect with us at mastery@maestrogroup.co.