5 Ways to Upgrade Your Networking Approach: One Moment at a Time

Armed with a pocketful of business cards and company pens, you walk out of the parking garage and head toward the hotel conference hall with a sigh: “Another day, another event. Hey, at least there are free drinks.” But wait… there aren’t.

Bummer. At least you can count on a couple of new coffee mugs, maybe a t-shirt for lounging around in and wait for it – another logo-clad flash-drive!

Let’s face it, not many of us look forward to networking events. But believe it or not, there IS a way to make a day of networking more enjoyable – and more effective at the same time. It’s all in the reframe.

Consider this: When you really boil it down, life is a series of intersections – one life intersecting with another. Isn’t it? Some “intersections” last for a lifetime. Some only last for a moment. But in the end, it’s the intersections that give meaning to our lives. Pause for a moment and let some of the meaningful intersections you’ve experienced come to mind right now.

That’s what we have to remember when we go into the networking event. It’s not a room full of “contacts” or “prospects.” It’s a room full of people, and lives are about to intersect. Choose to be present and bring your best self to those intersections and not only will you find the time to be more enjoyable, but you just might discover some of those intersections that last a lifetime.

Here are 5 tips to make the most of the “intersections” at your next networking function:

1.  Give the Golden Rule some business shoes.

You know the “treat others as you would like to be treated” mantra we learned as children? It grows with us as we advance in life. In the business realm, that means extending your fellow networkers sincerity and respect.

If you don’t think you’ll end up calling someone for lunch, don’t say you will. If you had bad relations with the company at booth #3, don’t chat up booth #7 about it. When you hold yourself to a high level of integrity, your head stays up in the high integrity clouds. And we all know “like” attracts “like.” Become an example of the very person you hope to attract.

2.  Offer relevant swag… by not offering swag.

Companies are always looking for ways to cut costs, and this is a viable way to go. Think of all the stickers, stress-balls, candy bags and tape measures people have dispersed in the hopes that tiny, little logo would speak volumes of their brand. “This is the most awesome wall calendar ever! Thank you Sharp Construction Company!” – said no person ever.  If we’re honest, we don’t like giving people swag material just as much as we don’t like taking it home (or more accurately leaving it in our car).

Do yourself and your colleagues a favor and offer something that can really benefit them: your support. One of the best approaches I ever heard of was a company that had a box marked “List one way we can help you this week.” All the enclosed entries served as the basis of their follow-up calls and in turn, their personal investment reaped a professional investment and some of their most loyal clients that year were birthed through this service-minded method.

3.  Remember the power of ONE.

If you walk into any event with expectations of closing multiple deals and being sent a list of eager clients, you’ll be disappointed (and resentful of your new flash-drive). Instead, think of one solid objective you can visualize actually happening – say, being connected to a reputable outsourcer for your latest project or scheduling at least one lunch date with a collaborative cohort.

When you chase two rabbits, they both get away. If you have too many “to-dos” in mind when you grace the doors, you’ll likely miss the mark on all of them. Hone in your prospecting efforts to one attainable purpose, and consider any extra successes bonus points.

4.  Be eager to listen.

Did you know the average therapist only talks for 10% of a client session? People need to feel heard, so much so that many people pay very educated strangers to listen for 90% of their sessions. Regardless of what field you’re in, the core needs of humans do not change. Individuals want to feel valued and heard. When you can provide a space for those needs to be met, true connection can occur.

While it’s important to have a genuine, 30-second elevator pitch in mind, go into each event prepared to be more of an eager listener than an eager talker. You’ll be surprised how it changes the dynamic and others’ reception of you.

5.  Prepare the podcast.

What does anyone performing any kind of call-to-action feat do beforehand? Prepare! Athletes work out, singers do vocal exercises and cooks prep their ingredients. Being a successful networker requires a healthy mindset, and how lucky are we that our day-in-age provides a surplus of motivational material at our fingertips.

On the week of your event, download an inspiring, practical podcast for each morning of your commute. You’ll feel like the Braveheart of the ball in no time.

We rely on ingenuity to fuel our business offerings, so why not extend that creativity to your networking approach? Walk into the room with the goal of making “meaningful intersections” and you’ll have more fun and walk away with more results (and fewer additions to your water bottle collection).

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