We’re into the holiday season, which means you’ll be attending year-end parties and networking events. Now is a good time to discuss how to make those events more productive. As you would expect, I spend a lot of time networking, in groups and one-on-one. Over time, I’ve become more selective about the invitations I accept. I place a high value on my time, so I attend events offering the best outcomes. A little research goes a long way. I want to know who’s attending and whom to meet. That is one way to generate a better result. Knowing the host is an important factor in these decisions. Some attract high-quality participants, but others don’t. This week I attended two very successful events that were distinctively different.
Monday evening, I attended an “An Evening of Introductions” hosted by Susan Knox of Corporate Connections. I have known Susan for many years. Her events are excellent. This meeting was held in Marietta, Georgia at the offices of a prominent Law firm. This venue is well equipped with a large private meeting room that opens into a common area with a kitchenette. “An Evening of Introductions,” began with a closed-door meeting of twenty-five, high-profile business leaders and executives for emerging brands. These are people I should know.
Susan opened the meeting with a warm welcome and an overview of the agenda. That was followed by personal introductions from the attendees. This is the standard way to begin most meetings, however, Susan gave each of us three minutes to pitch our businesses. She added a bit of color as she introduced each participant, providing an interesting personal comment. It was a nice touch. Excellent communication skills were on display. Note pads were provided to jot down key points from each. I seldom recommend a three-minute elevator pitch, but it was effective for this format. It helped me determine who to talk with and interesting ways to start each conversation. As I was one of the last to speak, I had time to make my story most interesting. I was pleased with my performance.
When the formal meeting ended, the networking began. The doors were opened to the remainder of the guests, and cocktails and hors d’oeuvres were served. I found it to be very productive. These folks know how to network! Whenever possible, I will attend Susan’s events.
Ten Keys to Better Networking
- Be selective about the events you attend.
- Be professional.
- Know who’s on the guest list.
- Ask the host in advance “who do I need to meet?”
- Stay long enough to make connections then follow up quickly.
- Enjoy the cocktails and snacks in moderation.
- Dress for the occasion – You cannot be overdressed.
- Find common ground to initiate a conversation.
- Don’t be bashful – people want to meet you!
- Bring Business cards, but don’t offer them until asked.
Two days later, I attended my first-ever political event. This was for an ITB Member recruited to run for state office. I didn’t know what to expect, but I was confident that I would be with friends, and friends of friends. I was not disappointed. Most of these folks are active in the political arena, including a few that are running for state and federal office. They are networking pros! I didn’t meet anyone who wasn’t interesting and friendly. In many ways, it was like hanging out with neighbors. The first question was usually about our connection to the candidate. That is a great, non-threatening way to begin a conversation! I made several good connections; one is a direct bullseye that should lead to new business.
I was happy to have attended this event. The venue was perfect. The side room of a local bistro, it was cozy but large enough to accommodate the guests. The importance of the right venue cannot be overstated. Based on my relationship with the candidate, I expect to attend more events and support her campaign. I don’t expect to jump into the political arena, but I can add value at the periphery.
If you are interested in becoming a more effective networker, use the season to practice the suggestions presented here. I think they will be helpful.
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Jim Weber, Managing Partner
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North Fulton Business RadioX Interview, September 26, 2019
Author of: Fighting Alligators, Job Search Strategy For The New Normal