Networking and How to Work a Room

Capitalizing on attendance at business/social events.

Know that "working a room" is work and an Art. One must be practiced, rehearsed, refined and ultimately, mastered in order to help advance professionally.

Preparation is key!

                          "90% of success is showing up!"  Woody Allen.

That places a large emphasis on that 10% of what you do while you are there.

Here are a few reminders:

Networking is huge.  Remember, you are not invited anywhere because someone thinks you need to be fed.  Rather, you were invited for one of two reasons:  someone wanted to thank you for your business/prospective business, or someone thought you had something to contribute.  Networking is an opportunity and perhaps the most valuable activity one can do for one's firm and one's self; preparation is key. 

PREPARATION:

• Obtain a copy of the guest list:
- review the names so you are familiar with those attending
- practice difficult to pronounce names so that you can say a particularly challenging first and/or last name correctly.
- questions to ask and anticipate

• Eat something first. You were not invited to this because someone thought you needed to be fed.  You were invited for one of two reasons:  1. someone wanted to thank you for your business/prospective business or 2. someone thought you had something to CONTRIBUTE.

• Wear appropriate attire:  a jacket with large pockets -- for men and women: one for incoming and one for outgoing business cards.

• Have a "tag line" prepared.

• As soon as you arrive, go to the restrooms:  check everything -- dandruff, stray hairs, buttons and zippers, teeth, pop a breath mint, AND wash your hands thoroughly with warm water and soap, and DRY them thoroughly.  This will help eliminate oils, which tend to encourage clammy hands, which are, of course, the Kiss of Death!

• Name badges go on your right side so when people extend their hand to shake yours, their line of sight is to the other person's right side.

• Hold glasses in your LEFT hand (use the cocktail napkin), leaving your right hand free to SHAKE HANDS.

• Approach singles only if in a group of 3 or more.

• Sit, for example, at a cabaret table, and eat only if the person you are speaking with is eating.  Be selective about the food you have on your plate.  Avoid food such as chicken wings and opt for anything on a toothpick.

• Spending approximately 5-7 minutes per person is the rule of thumb.

• Disengage gently and never promise anything you do not mean, i.e. "I'll be right back" when you know you will not. Rather, "Will you excuse me?  There is someone I need to speak with on the other side of the room.  If we do not reconnect this evening, perhaps we can catch-up within the next few weeks."  Say what you mean and mean what you say.  Always make the attempt to introduce this individual to another before leaving, so you do not leave them alone.

• Take advantage of the opportunity to be seen in a positive light.  Take the initiative to approach senior level individuals you would not normally have the opportunity to meet and introduce yourself.  Congratulate them on the company's growth, or achieving critical milestones, etc.  Let them know you are pleased to be a part of their team, etc.

• Remember, who ever initiates the handshake, initiatives, or conversation acquires and maintains CONTROL throughout the relationship building process.

• Small talk is "huge talk"; anything out is fair game for small talk conversation.

• Never ask a very senior person for his or her business card -- they will not have one and it may create an awkward moment.

• Conversation skills are powerful.  Ask open-ended questions.  Be up on current events, recommend a great book, etc.

• The most important element of working the room is to walk confidently and authoritatively through the room, as if this is your event, as if you own the room!

• Walk guests to the door and outside (if possible) when leaving, and thank them for attending; thank hosts for inviting you.

• Write a personal note/thank you note following the event.

Product

Book:

"Don't Take the Last Donut:  New Rules of Business Etiquette" (Career Press, New York) is available and in bookstores including Amazon.com, now.  This book has been placed on the "Recommended Reading" list of Tony Robbins Coaching, the Anthony Robbins Companies.  

DVD's:

1.Corporate Training Executive Etiquette -- First Impressions, Volume I                                 

2.DINING 101 
This 15-minute DVD highlights and reviews the fundamentals of dining. Topics include: Dining Basics - the Fork and Knife - American vs. Continental Styles of Dining, the Silent Service Code, Assembling at the Table, Grace, Toasting: - the Two Types of Toasts, Ordering, Eating Soup and Salad, Bread and Butter Etiquette, Salt and Pepper Etiquette, Napkin Etiquette, Seating, the Main Entrée, Sharing Food, Gristle, Desert and more.

"Dining 101" Price $49.95 (plus $5.00 shipping and handling in the US.   $20.00 for international orders.)

Contact Information

WebSite:www.protocolconsultants.com                                                                                              
E-mail: Judith@protocolconsultants.com 
 
Phone: 401.934.0100