The record for “earliest festive drinks reception” I attended was something like the beginning of November.
You can easily spend almost every week-night from then until mid-December at some industry networking do. But how do you make these events worthwhile?
In this second of a series of articles filled with tips to get the most out of networking and business development, here are some practical strategies to get the most out of a drinks reception.
Before you go
What is it you want to get out of the event? Spend a few minutes figuring out the sorts of people you want to meet. Where typically do referrals come from? If a guest list is available, note anyone you’d like to speak to.
Catching up with old contacts is just as valuable as meeting new people if it means strengthening existing relationships.
At the event
Everyone is there for the same purpose. It’s ok to crash another conversation.
Pro tip: look for the person checking their mobile phone. They’re almost certainly not doing anything important and will welcome a chat.
Remember the 80/20 rule. Spend 80% of your time asking about others and 20% sharing about yourself.
In his book Supercommunicators, Charles Duhigg says that, to get a deeper connection, encourage someone to talk about their own emotions and world view. Instead of “what work do you do”, ask what they did as their first ever job (like supermarket checkout) or what was their favourite ever holiday. You’ll get a much more emotional reaction and they’ll remember you favourably.
Find out what the person you’re speaking to needs. Who would they most like to meet? You may well have someone in your own network who can help.
Ask for business cards so you have a means of following up. I’ve made the mistake of giving out my own cards without collecting contact details in return and then being disappointed that someone didn’t email me. If they don’t have cards, get their LinkedIn profile.
Following up
You don’t have to follow up with everyone you meet, even if you took their card. Focus on those with whom you’d like to deepen your relationship. If you have an introduction, make it. Maybe you have an article they might like to read. I often recommend podcast episodes I think are relevant. Arrange a coffee if something came up in conversation which is worth exploring further.
Don’t force it. Even if you don’t have an introduction to make right now, or a reason to meet for a coffee, you may do in the future. Stay open to opportunities as they arise.
By Jeremy Cline | Executive and Career Coach | Change Work Life