By Matt Mowry,
Business NH Magazine, October 2010 Issue
Reprinted with permission from Business NH MagazineWith the arrival of fall, you’re probably spending less time at home. If you’re like me, you’re hitting the rubber chicken circuit hard as the networking and event season kicks into high gear. And while networking is valuable (a lot of our story ideas come from talking to people at events), it’s also exhausting.
Fatigue sets in after hitting three events in a week, and sometimes even highly competent executives check their manners at the door. So if the summer has left your networking skills a little rusty, here are a few things to keep in mind.
First, remember that events offer the opportunity to meet new people. If you’re going to use your precious personal time for business, make sure it’s worthwhile. Yes, networking events are great for checking in with the people you know and strengthening existing business relationships, but you’re really there to make connections that will eventually lead to new business.
Break out of your clique, and if you see someone standing alone or struggling to get into the groove of making contacts, throw them a lifeline and introduce yourself. That person could turn out to be a hot prospect. Likewise if you’ve been engaged in a long conversation and see someone at the outer edge of your inner circle, why not invite him or her in?
Also, there is truth to the idiom about first impressions. This is about making connections, not sealing the deal. The hard sell just leaves the other person wondering, “If they’re trying too hard here, what will they be like when there aren’t hundreds of people around?” And while connecting with complete strangers can be intimidating, avoid becoming Barnacle Bill, the guy who gloms on to the first person he talks to and then can’t shake loose.
We all know that speakers and awards are fine, but for many it’s the networking that’s the draw. If that’s the case for you, then arrive early to maximize that portion of the event. Then when the main event begins-whether it’s a speaker or an awards presentation-please be courteous to the rest of us who also came for those aspects and keep quiet.
It has become more common to see people engaged in lively discussions even while presentations are going on. Remember, even if you’re at the back of the room, the sound of your “whispering” travels. And hold off on the texting as well. Not only is this distracting to the people around you, and rude, it’s also bad business. Trust me, people notice this behavior. You’ve just spent the better part of an hour introducing yourself to potential clients and partners; don’t leave them with an unsavory impression. If you really need to have that conversation, virtual or in-person, go to a lobby where you won’t disturb anyone.
After all, good manners are just good business.
Sincerely,
Matthew J. Mowry
Business New Hampshire Magazine Editor
