By Maria Elena Duron
Thinking about the people you never contacted from the last conference? Are the notes you never looked at from the last conference now on your mind? It’s an easy mistake. Conferences are hectic.
How can you make the most from a conference event? You meet a lot of people, shake hands, and gather business cards, but you can only do so much during the event. There are so many people there that you don’t really know anybody until you get there. Sure, you might see a familiar face or two, but for the most part, a new group of people is going to provide you with the most opportunity.
There lies the problem of meeting the right people. How do you prepare for a conference? Would you show up and simply demonstrate your professionalism and wisdom, and hope you make some good connections? Or would you prepare for the event, utilizing all the tools available to you?
Are You Meeting the Right People?
Having something in common with your fellow attendees is incredibly helpful for beginning a conversation. For this reason, social networks can be incredibly invaluable. Consider contacting the hosts of your conference and asking them for a list of other attendee names.
Better yet, review the attendee lists. Many conferences now provide platforms for attendees to connect prior to an event. Plan on sessions to attend, whom to meet at sessions, and the ability to set up one-on-one meetings.
From here, you can research business-oriented networks such as Linkedin, to gain insight on what their interests are. Who is going to be there? Social links help you discover associated interests you share with others. What are some trending topics that other attendees are discussing?
This will help you develop a connection strategy for the event. What individuals have the most in common with you? What are some good conversation starters for these people? You will enter the event knowing who to look for and how you can help each other. In these cases, sites such as LinkedIn are ideal for identifying the business side of an individual.
Focus on Filling the Gaps
Go with a goal in mind. Look at the 18 people you need to know. Who's missing?
Do you need to meet an author? Then, I hope when you're at the conference you make it a point to develop a solid connection with an author. Go to lunch with them, offer drinks, or ask even for a quick 15 minute one-on-one in the lobby.
Do you need to know a mentor? Start looking for who is open to or would be a great person that you think 'fits' your style and ambition area to be a mentor.
Figure all this out before you arrive so you make the most of your conference connections.
Networking: Fail to Plan, Plan to Fail
How are you going to keep up with the contact information and business cards for this event? What’s the next step after you know how to contact someone? Plan ahead.
Knowing what your strategy is and defining the successful outcome of the event will help you prepare yourself and your connection for the next step. You’ll know what information you need to gather and listen for when you’re getting to know them.
And, knowing the next step, what information you need to learn from them, and how best to follow-up or connect with them, will free your mind to focus on the conversation with them.
It’s Not Old School -- It’s Business
Bring your business cards. As connected as we are, there’s still an expectation that you have business cards. I recently attended SuperZoo, a conference focused on professionals in the pet industry, and tested not using a business card. It was asked for with every single introduction. Lesson learned.
Be Prepared to Meet People
Avoid the first impression that people have of you be the struggle between you and a plate of cold cuts. Be ready to grip and grin while you graze. Have your cell phone ready, at your side. Use this to help you remember names – text or call yourself with names and tidbits of information that you've just learned about the person you’ve met.
Keep the flow of the conversation going. An organized conversation provides valuable market research to you about your contact.
Here’s an easy acronym to navigate you through a conversation. Ask questions following the pattern of this acronym surrounding each letter as a focus for the question: FORMULA.
F = friends and family (i.e. Do you have any friends doing what you do?)
O = occupation and organizations (i.e. What do you do for a living?)
R = rest, relaxation and recreation (i.e. When you're not working, what do you like to do?)
M = motivation (i.e. Why did you go into business?)
U = unique (i.e. What is it that makes you different from ABC company?)
L = loves (i.e. Golfers love the game. Collectors love their hobby. Ask about it and listen.)
A = associations (i.e. Are you member of the XYZ industry association? Where do you learn about all the latest industry news? Do you have a local chapter of XYZ?)
Use this acronym to help you move a conversation along in a meaningful way!
Be Good at the Basics
Free your mind to learn names. Know what it is you do (more than just your title) and be prepared to answer the question "what have you been up to lately?" Come up with something concrete that really tells the story of your brand.
Face-to-face powered with social media helps accelerate and solidify taking a conference connection and developing it into a business relationship and potential advocate for you. Use these tips to maximize your face-to-face time and develop a solid foundation that develops credibility and profitability for you.
About Maria Elena Duron
Maria Elena Duron is a connector, trainer and coach. Small Business Owners that work with Maria Elena develop a profitable relationship building system, appeal to their brand advocates, and increase sales. Take the uncertainty out of how your personal and business brand delivers business - Get Your Checklist.
