After yesterday’s conference networking guide for content people (pt 1), which featured 10 tips for ultimate conference networking, here is some solid grounding that I think applies to everyone in all situations when networking:
- Be professional
First impressions are based on both professional and personal factors. Make sure, when you present yourself, both sides look good – or as Jason Seiden calls it in his inspiring post on conference networking: ‘Be Profersonal’! - Be personal
People want to meet a human being when they connect. It’s so much more pleasant to do business with someone who feels like a person. - Listen
I think listening might be the strongest networking skill there is. In fact, you can read whole books on it to help you learn. Keep in mind that the whole point is exchange. It can be easy to prepare your elevator speech and take off to the conference to announce to the world that you’re in business. But everyone else is doing that, too. If you really listen to what others have to say, you’re much more likely to make a connection than if you are only there to broadcast. - Build a credible online presence
Jason Seiden emphasises that “people are now looking at you long before they physically set eyes on you”. Give them a chance to know who you are and they’re likely to seek you out at the conference. - “Pay it forward”
Dawn Foster, of WebWorkerDaily, works on the principle that by helping others in a genuine way, you create a much better, and more meaningful, network than by looking only at what you get out of it immediately. People tend to come back to someone who has helped them resolve a problem, no matter how small. How can you do this at a conference when there is no time for detail? If, when discussing a topic, someone asks you a question, either offer your knowledge or offer to connect to your network to find the answer. And follow up. It’s that simple. If you have it, share it and watch your network grow. - Take your time
I also love this quote from Jason’s ‘How to connect’ post: “People can’t see your IQ from across the room, and that’s OK. Don’t blurt out everything about you all at once. Be prepared to let others discover your talents over time.” - Give people a reason to want to know more about you
Remember the elevator pitch principle: you need to be crystal clear about what you do – in a short amount of time. Have your description ready. Be concrete, but show your passion. At a conference, you just don’t have time to tell them all the things you need to tell them. That comes later – build the connection first. Start high-level, listen, pick up cues and don’t explain the whole functioning factory in one blow. Get a business card and follow up later. This is actually your goal for a conference.
Good luck and don’t forget to come and say hello if you’re attending Tech Comms UK conference this week – I’ll be interviewing Karen Mardahl for a European tech comms/content strategy case study Q&A. See you then!
CJ Walker
