How to Work a Room

Do you know how to work a room? That is, can you walk into a networking event and connect with the people you need to?

Here's a short primer on how to do just that. With the Christmas holiday season just around the corner, we all be getting needed practice. It is a simple list, really:

1. Have a strategy
2. Network with high energy
3. Know your ideal prospect
4. Pretend this is your home and you are the host
5. Be aware of body language
6. Start conversations
7. Introduce people who can help each other
8. Appeal to the other person’s own interest
9. Move around and move on
10. Have fun!

Know the geography of the room. For example, know how to move within the space and know who is talking with whom (or you will soon figure it out).

Good luck.

Relentless

Having Passion for What You Do

It's a lesson we all need to learn and heed: do what you do with passion, with energy, with positive purpose.

My latest encounter with this was at my latest haircut. Phyllis, the young lady who cuts and styles what's left of my hair, always has a positive attitude and lives life. Her latest news was that the salon had selected her to be one of their leading stylists. Sure it was a promotion, but this wasn't about money to her: she gets to study and work beside the icons in her industry. Phyllis is genuinely excited to be getting to take on this latest assignment. Bravo.

Passion. Energy. Positive. Ya gotta love it.

This reminded me of when my kids were 7 and 10 and we followed Major League Baseball. Collecting cards, attending and watching games, we had our favorite player, Ken Griffey, Junior, being that we were Seattle Mariner fans. Every once and a while we'd play the game of "who would play the game for free?" The first answer was always "Junior!" Backwards hat, bubble gum in the dugout, leaping catches in the outfield and that sweet swing. But the list dwindled after Junior. Quickly. Dave Henderson came next and then maybe Kirby Puckett.

You get the idea: to be a leader and memorable and to have a lasting impact, do what you do with passion.

Relentless

Cultural References

We've all done it--made reference to a quote from a book or a scene from a movie or TV show to make a point in conversation.

However, you can be obscure or out of date with these cultural references.

For example, at a recent sales meeting where I was asked to speak, I made reference to Ted Baxter on the "Mary Tyler Moore Show". I caught myself when I realized that the 20- and 30-somethings in the room might have a problem with a 40-year-old TV show reference! We all had a laugh as I pointed it out (the presentation was on networking skills, fortunately).

(I was also fortunate that there were a number of "Caddy Shack" fans who knew I was talking about Ted Knight!)

Being current and engaging is critical to gaining and holding the attention of your audience. While being a veteran can be helpful, being out of touch is worse. Get hip and understand just because it isn't something you know doesn't mean it's wrong--it's just different and key to connecting with your audience.

Sometime I'll tell you the story of my playlists of music used at the youth ballpark. Reach out with what they know.

Relentless

Being Prepared

The Boy Scout slogan of "Be Prepared" couldn't be more appropriate today. And it applies to networking more than we ever thought.

Knowing who you are talking with and their background and business makes you memorable during your conversation. Let's say you are going to meet a new contact for coffee. How do you prepare?

For example, taking a few moments to look at their website is worth the time. Also consider these ideas:

• Review the LinkedIn profile of your meeting partner. See who have in common in your networks.
• Write up a list of questions and even refer to it during your meeting (most effective in interviews).
• Again from LinkedIn: ask your common connections about the person you are connecting with. You might learn something interesting to bring up in conversation.
• Review why you are having the meeting. What's in it for both of you?
• Consider the groups or people you might refer your meeting partner to. Then do it after the meeting.
• Review their connections and ask for an introduction.

There are other things. I'm off to a leads group today and will have the opportunity to practice these ideas. I'll let you know how it goes.

Relentless

Collaborating and Connecting

It is why we network: collaborating and connecting.

At a recent trade show I had a conversation over a meal with two people in my network. Now, I see these guys for longer periods maybe twice a year. But when we do connect we spend hours together getting the exhibit assembled and show ready at the shows we work together. The important times have become before and after hours.

This most recent meeting was around a great conversation. We discussed their company, their jobs and marketing in general--including some fresh ideas around things they are working on separately from their "day" jobs.

The point is a two-hour conversation between three people over drinks or dinner or breakfast can yield some nuggets of ideas that can help elsewhere. Our conversation centered around marketing a product using social media and video to promote the ideas and not the product. Our exchange was just that--an exchange of ideas and collaboration that helped one of my friends target his audience and introduce some questions he hadn't thought of.

Think of it as "the idea cauldron." See you at the next show, guys.

Relentless

Networking By Association

A few quick facts to remember when using associations to build and navigate your network:

• Find
• Attend
• Serve

First, find those professional associations that meet your needs and fit with your strategy. Plus, hanging with people you know and like is a healthy thing.

Attend. You've joined, now be a part of the programs. Attend happy hours, luncheons, dinners. Meet people, arrange to go to coffee or lunch. Learn about the group by who is a part of it.

Serve. Being a volunteer or on a board of a professional association is not only a great use of your time, it is rewarding.

I'll be speaking in more detail about these concepts at the next IABC Dallas lunchon on 10/12. See you there (www.iabcdallas.com)

Relentless

The Six Steps of Following Up

One of the most significant mistakes we make as networkers is to not follow up.

In an effort to help cure this malaise, Relentless (with help from his colleague, Alice Dykeman), puts forth this list of six key steps in following up--so you will do it! The steps are otherwise known as the how, who, what, why when and where of followup:

• How do you do it?
  
• Who do I talk with? The Weeding Process
• What you hope to accomplish
• Why are you reconnecting? The Promise
• When do I do this? Timing, how soon
  
• Where will we meet again?

How do you do it? Remember who you talked to, make a list, have a plan. Each person you talked to at the event in question has a reason to connect with you and you with them.

Who do you talk with? Well, it is a weeding process. Prioritize each person you hope to talk with just like you would sales leads or leads from a trade show. But respond to everyone in some form.

What do you hope to accomplish? Have goals as to why you need to connect with each person. Not to say you won't talk to some, but others get more attention because of perceived relevance to you.

Why are you reconnecting? You more than likely made The Promise: "I'll send you that article," or "Let's have coffee," or "I'll connect you with that person." Follow through with your promise.

When do I do this? Well, actually, now. Or more clearly stated: NOW. Timing is critical as people's memory's fade (and yours, too).

Where will we meet again? This, too, is critical. Face-to-face a second time is the reinforcement of your relationship. Pick a place that you both can remember and be clear on date and time.

These few steps will help you make more complete and lasting relationships and build your network in a positive way.

Relentless