As you sort through the endless bounty—or disappointing few—business cards you collected at ISSA/INTERCLEAN® North America last month, it might be time to reflect on your networking successes and failures. Learn how to enjoy this often tedious but always important networking skill!
Why do people hate networking? There are two primary reasons.
- Networking has a bad reputation as a manipulative, self-serving mode of interaction.
- Networking-haters, without exception, simultaneously believe they stink at it.
Although the scope of networking is nearly infinite, for the purposes of this article, let’s demolish and rebuild the above two erroneous beliefs in the context of association conventions.
Real networking is building meaningful, lasting, mutually beneficial connections…one person at a time. Notice that superficial interactions run counter to this aim.
Why do networking-haters fail? They are following the wrong rules. Standard networking advice encourages nonstop interaction. This doesn’t work for the majority of association convention attendees. Going full tilt at a multi-day meeting or convention equals crash and burn, poor performance, and diminished outcomes for anyone other than the most off-the-chart extrovert.
Pause, Plan, Pace
At your next association convention, try my new and improved “Pause, Plan, Pace” system on for size.
Pause. What do you hope to gain from attending a particular convention? Before arrival, clarify your desired outcome. How can you benefit from attending this association event?
Prior to jumping in, strategize. Research the host and attendees. Prioritize your schedule. Target contacts before arrival and prearrange one-on-one meetings and meals — a welcome adjunct to those three-hour, large-group banquets.
Plan. Upfront planning goes a long way toward making networking more pleasurable and manageable. The first step of your fail-proof plan is to preregister. This holds you accountable to actually attend and ensures a spot at popular conventions. Offer to volunteer. Volunteers have designated roles, alleviating the discomfort networking-haters report from wandering aimlessly through large association conventions.
When attending a program such as an opening cocktail hour, arrive early. Recall the last time you entered a crowded, bustling networking event at a large function. The noise level was high, the room was packed, and clusters of people had already formed. Enough to make you want to slip away, unnoticed, right back out the same door you just entered? I know the feeling! Early arrivers tend to be friendly and welcoming, relatively easy to engage in conversation.
Peruse name tags set up on the welcome table. This allows you to ease into an event, checking for familiar names. Heading to the food is another method of being semi-purposeful while acclimating to the environment of a networking program.
Pace. Your energy goes further when you pace yourself. If confronted with a hefty list of program offerings, select those you wish to attend. Then slash this secondary list in half. Resist the urge to over-program, tricking yourself into believing this is how to get the most out of a conference. For most of us the reverse is true. Pacing allows you to re-energize and be present when you do show up.
Develop Queue Acumen
A typically tedious activity is now your ally—standing in line. Many of us will go to virtually any lengths to avoid a wait. We are very busy people! Yet waiting in a drink, food, or other line is a superb way to pass the time at events. You instantly gain a temporary place and purpose. There are only two people to speak with: the person before and after you. Lines also provide a built-in conversation closer: Exchange cards and say your farewells.
While attending conventions, be positive. I am shocked at how frequently I overhear negative comments. We know how challenging it is to organize and run successful programs and conventions, yet how effortlessly others can breezily poke holes through every little detail.
The only reason to mingle at events is to build positive connections. Ripping others’ efforts to shreds fails to further this aim. It is easy to spout forth such impressive observations as “This valet is taking forever,” “The rain ruined the afternoon,” and “Couldn’t they have offered healthier food options?”
A slow shuttle bus provides a perfect opportunity to meet the small group of people waiting. If weather throws off plans, ask what you can do to assist with the relocation. If the food isn’t your type, be relieved you won’t overindulge.
A final, top-notch networking trick is to be helpful. Seek out opportunities to do good throughout an association convention. Thank the organizers, help pass out materials, hand a plate to the person behind you in line, and say hello to someone standing alone. An added benefit? Your attention is diverted from networking to connecting. And that is a key to real networking.
