Choose your quarry
Business Network International (BNI) has over 150,000 members worldwide and runs several events across the UK every month. For smaller, more specific get-togethers, HomeGroup’s Elouise Leonard-Cross recommends signing up to industry newsletters, asking your colleagues and checking out what CIPD regional branches have to offer.
Don’t go in cold
Spend time looking at the delegate list and researching the event speakers, says BNI’s Charlie Lawson – and have a goal in mind. “Say to yourself: ‘I plan to have at least three enjoyable conversations, with the potential for a follow-up discussion,’” says business psychologist Darryl Howes.
Come armed
Pack your business cards, a pen and your mobile and prepare a few ‘tidbits’ about yourself that you don’t mind sharing to get the conversation started, says author Devora Zack. “I also like to go with two or three recent developments in my organisation or area of interest that I can talk to attendees about,” Leonard-Cross adds.
At the door
Arrive early, before the ‘cliques’ have already formed, and scan the nametag table for names you recognise. One final look in the mirror, and a check to see if your name badge is clearly visible and you’re ready to face the music. Tip: a spelling mistake on your nametag could be a great conversation starter.
Hang by the crudités
“Food stations offer a temporary place and purpose... and as others arrive, many one-liners are at your disposal,” says Zack. “Nice selection… where do they get such great strawberries from at this time of year?”
Come here often?
Keep a few opening lines in your back pocket, says Lawson: ‘Have you travelled far today?’ ‘What are you working on at the moment?’ ‘It’s my first time here, do you mind if I join your conversation?’ “Small talk is often dismissed as being superfluous, but actually it confirms you as a fully fledged member of the human race…and it is also a useful bridge to business conversation,” says Howes.
Get to the point
Honesty is the best policy when you’re trying to move the conversation on, says CIPD adviser Perry Timms: “There’s nothing wrong with being honest about why you’re there, and what you hope to get out of the event shouldn’t do you any harm.” Remember to “be curious and interested in what others are saying and they’ll be the same with you,” he says.
Take a breather
After a few successful conversations, take note of who you’ve spoken to and what you’ve discussed, advises Leonard-Cross. It’s not too early to start contributing to your network either. Introduce one of your new contacts to another in the room and keep the conversations flowing.
A graceful goodbye
“Ending a conversation gracefully is a valuable skill,” says Zack. The phrase ‘it was great meeting you’ teamed with a handshake sends a clear but polite message. Remember to swap business cards and promise to follow up on the meet.
The vital follow-up
“I start my follow up as soon as I’ve left the event… I may even find a quiet corner of the room where the event is taking place,” says Lawson. Catch up with your network every couple of months: send them a link to a blog, or use LinkedIn to keep them updated.