Over the years, our team has attended many tradeshows, conferences and networking events. For everything from a local chamber function to a black-tie gala in New York City or Las Vegas, there is proper etiquette that all attendees are expected to uphold. First impressions are extremely important, and if you make the wrong one, you may be memorable, but not in the way you had hoped. To help make the most of networking events, we have put together this list of tips to help you put your best foot forward.
1. Make an entrance.
At a tradeshow, convention, seminar or other business-networking event, everyone watches the door. Stand up straight, smile pleasantly, wear appropriate attire and make sure your hair is groomed and presentable.
2. Keep a stocked pocket.
You will need business cards, a pen or two and a small pad of paper at every event. Breath mints aren’t a bad idea either, but never chew gum to freshen your breath during networking events.
3. Don’t hand out your business card to everyone in the room.
You should only give your business card to qualified contacts that are actually interested in what you do. When you do decide to give your card to someone, it is okay to ask for theirs in return — it is expected. If you fail to do this, you’ve shown your new contact that you’re inexperienced in the art of follow up and people really do notice this.
4. Wear your nametag on the right side.
It is best to wear your nametag on your right side so that when you lean in to shake someone’s hand your nametag comes forward so they can read it more easily. Also, be sure to tell them your first and last name. You want to be memorable. Enunciate; if you mumble your name, all is lost. Ask their name and repeat it back to them. “It’s nice to meet you, Mark.” You’ll be less likely to forget their name if you say it out loud. If they mumble, it’s ok to ask them to repeat their name. They want you to remember them, too.
5. Perfect your handshake and exude confidence.
When it comes to making a first impression, there is nothing that starts you off on the wrong foot worse than a handshake that is too weak or too firm. Both show insecurity. Don’t leave others wondering about such a weird handshake experience that they cease to listen to you, missing your name and why you’re talking to each other.
- Try to keep your hands dry and available for handshakes.
- Keep your wrist strong and grasp the other person’s hand with a firm, but light pressure.
- Make eye contact and smile warmly.
6. Become a friend first and don’t talk about business right away.
Networking is more about listening than it is about talking. Ask questions and let the other person do all the talking. Work through some icebreakers and get to know the person a little better. The personal knowledge you gain through the icebreakers may allow you to have a little more insight into your sales pitch later on. People love it when you remember that they enjoy skiing, they grew up in Millinocket, and that they have two kids who have just started skiing lessons. When you see them at your follow up lunch meeting (where you will now perform your well-rehearsed, well-qualified sales pitch), ask them how their kids are enjoying their skiing lessons. They’ll know you were actively listening to them and that they are important to you.
7. Have your elevator speech ready.
If someone asks you about what you do or what services you offer, be ready with a 30-second sound bite to tell them enough about your work to convey key messages, but do not talk incessantly about yourself or your business. Gauge their reaction to your elevator speech and if they seem interested or ask further questions, this is your opportunity to take the conversation to the next level. Do not make the jump too quickly.
8. Ask the right questions.
In sales and networking, the goal is to win people over to your way of thinking and the best way to do this is to get them to say “yes.” Ask leading questions that get your prospect to answer in the affirmative. This accomplishes two things: it helps to put them into a positive and motivated mindset, and it also helps to position you in a positive light. You want your prospects to associate your face and your name with the word “yes!”
9. Hold your liquor.
Sometimes we encounter networking events where there may be a cocktail hour or a cash bar. It is in your best interest to limit yourself to one or none. Be mindful of the messages you’re sending to your prospective clients and colleagues.
10. If you can’t say something nice, don’t say anything at all.
Keeping a positive mindset will do wonders for your ability to make positive connections. Don’t be critical or judgmental of others; keep your opinions to yourself unless they’re positive and sincere. Don’t complain. Personal, professional or otherwise, complaining shows weakness and it brings down the conversation. Above all, don’t give in to the rumor mill. Gossiping will make others wonder if they can trust you or if they may need to be extra careful about how much they reveal to you about themselves or their company. This will make your job of gathering useful information and establishing strong relationships much more difficult.
Mastering the art of networking requires more than just showing up at events — it’s about creating meaningful connections through professionalism, confidence and attentiveness. From making a strong entrance to engaging in thoughtful conversations and maintaining a positive, approachable demeanor, these tips are designed to help you stand out for all the right reasons. By following these guidelines, you can leave a lasting, favorable impression, build valuable relationships, and ultimately turn casual encounters into future business opportunities. The key is to be prepared, polite and personable — traits that will serve you well in any networking scenario.
