Over the years working with leaders and business professionals, I’ve noticed many leaders feel they lack confidence in business networking. At any event you must have your networking skills focused and confidence high. This article outlines seven key tips on how you can network at a major event.
1. Set Intentions
OK, so you at the Leaders in Dubai event – congratulations! What are you doing here? What is your purpose? Do you have a clear objective to be here or are you having a relaxed couple of days out of the office? If you don’t know your intentions for this event, it’s time you did. Having your intentions clear is essential as you don’t want to waste the opportunity to meet other leaders, discuss ideas, opportunities and even do deals. Intentions are your own personal reasons for being here to keep you focused and present. So, the question to ask yourself is… What do I want to get out of this event? Take a few minutes and write down your intentions.
2. Listen
Many people become nervous and intimidated because they think a successful networker is a loud, confident, talkative person. This is not true. Let’s face it, the loud, confident people love to talk and they need someone to listen to them! Yes, quieter people have the advantage in networking as they are usually listening far more than they are talking. With so many leaders in the room, there will be lots of talking. So if you are feeling a little unsure of yourself just listen. During the conversation you will be able to hear opportunities, understand what other people need and be in a position to make a comment or suggestion. Remember, if you are naturally a less talkative person, being quiet and listening can be an advantage.
3. Speak Up
The full power of networking comes into play when you speak. When you hear an idea or comment in the conversation that fits into your area of knowledge or expertise you must speak up. That is your time to ask a question, make a statement or give an opinion. You MUST speak as this is the time to build your credibility and indicate to the listener who you are and what you are about. Also, when you do speak, make sure the other person can hear you clearly and say things that are easy to understand. Being cryptic, arrogant and conceited when you speak does not build rapport, it separates you. When networking, you goal is to make connection with others. Make it easy for others to understand and connect with you so they will want to talk with you more.
4. Focus Questions
To keep you on target with your intention, always have several focus questions that you know off by heart to open up conversation but more importantly direct the conversation towards your area of expertise. For example, say you had the intention of meeting three people in the education sector, your memorised focus question could be… ‘In your opinion, which organisations are the current leaders in education in Dubai?’ or if you were in business management your focus question could be ‘How do you lead your organisation with the world in such a state of change?’ Not everyone will provide relevant answers to your questions and that is OK. If this happens the conversation may go flat. Don’t’ panic, just ask another open ended question to keep the conversation flowing such as “What have you enjoyed about this event so far?” Your focus questions should blend into the discussion to create interesting conversation, not be an interrogation.
5. Use Business Cards
Business cards are the essential tool for successful networking. Many people are reluctant to give their cards to others because they think it’s ‘pushy’ or impolite. One way around this is to ask the other person for their card first. Simply say… ‘Do you have a business card?’ If the other person is interested in you, or wants to be polite, they will ask you for your business card in return. The other essential element is to take your business cards with you everywhere you go. Keep some in your car, bag/briefcase, jacket pockets, luggage and have three cards in your wallet as backup. You only need a few handy, just in case. Remember, a business card is a memory jogger for the person you’re giving it to. You want to help people remember you and to contact you during and after the event.
6. In-Between Sessions
If you arrive at the auditorium before a session starts and there are people there, introduce yourself. Lean over the row, instigate a handshake, say your name, tell them where you are from and ask an open ended question like, ‘What are you expecting from this next session?’ Then, on your way out of the auditorium, talk to the people you met before the session and ask them if they enjoyed it and have a conversation with them. Also at the breaks, lunches and dinners, make sure you sit with people you don’t know. If you must sit with people you do know, invite others to join you, welcome them to your group and start a conversation with them. Don’t just talk to the people you know. You can do that anytime.
7. Informal Networking
The most powerful place for networking at this event is… outside the event. Yes, the majority of networking can be seen in hotel lobbies, local restaurants, clubs and even organised social and tourism events. Leaders in Dubai delegates may come from all over the UAE and the world. Many long lasting connections will start at an initial introduction in the conference centre and then be further developed outside the event in a hotel, at breakfast, at organised dinners, on a sightseeing tour or even a few days after the event at the airport. Make sure you acknowledge people you met or saw at Leaders in Dubai outside the event as they may be someone to build a connection with. Networking is an ongoing opportunity and just because you don’t have the conference name badge on, doesn’t need to stop you networking, building long lasting connections and creating business.
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