Networking is one of the most valuable tools for business development in any industry. Let’s face it: conference networking is especially integral to the continued success of any business as it puts ‘a face with that name and number’. Networking is about making initial contacts appropriately, building relationships and creating opportunities. Great networking goes well beyond the initial meeting – it takes discipline to develop and sustain the relationships.

The first rule of networking is being prepared to talk to strangers, something even the most outgoing personalities can sometimes find daunting. Conference networking is easier in that those attending are engaged in the same industry, revealing an immediate commonality and topic of dialogue. For first time conference attendees, the idea of networking may be especially intimidating. If you are a first time attendee, shift your mindset – it’s easy – here’s how:

First of all think of yourself as a unique source of knowledge on your company, the services offered and market(s) covered – you have much to offer! Secondly, realize that you are a new source of business for other attendees – you are a very valuable contact!

Following are additional tips to ensure success.

Before you go:

Prepare a list of those you would most like to meet. If you are attending the LeadingRE annual conference in Las Vegas, simply click on the link below for the attendee list updated in real time:

http://events.leadingre.com

Call or e-mail those you would like to meet before your go. Take advantage of the networking opportunities at the conference (networking night, breakfast, lunch) to meet these contacts in person.

Try and find out as much about the contact and company as possible prior to the conference. Information about fellow members can be found at www.LeadingRE.com in the member directory tab. This will enable you to create questions and conversational statements at the first meeting.

At the conference:

Stay in the conference hotel. Many opportunities to network arise in the free time between conference functions.

Be visible and attend all conference events. The old adage ‘see and be seen’ is the key to successful conference networking.

Remember the first law of socializing: act like a host. Take the initiative to interact with attendees, introduce them to others and focus on them instead of yourself.

Don’t limit the introductions, either. Every member, even a competitor, could be a future source of business.

Be curious and find something you have in common with the contact. If you listen more than you speak, this will come easily.

If a potential contact is making a presentation, attend the session and be attentive. Most presenters welcome questions related to their presentation – use this as an opportunity to introduce yourself to the contact following the presentation.

Use the conference breakfast and lunch events as an opportunity to sit with and get to know those you would like to meet in person.

Act professionally at all times. You are representing your company during the entire conference including after hours functions.

When you return home:

Everyone likes to be remembered and feel appreciated so be sure to send a brief personalized note to the contacts you met, not one that is obviously a mass email to all attendees.

Be sure to keep any promises made during the conversation. If you offered to send them specific information upon returning home, do so promptly. An easy way to remember these tasks is to note the request on the back of the contact’s business card.

Always send thank you notes. No matter the size of the favor, always show your gratitude.

Now is also the time to send notes to presenters thanking them for the newfound understanding of the topic presented.

Follow-up does not stop here, though. Keeping in touch with your contacts means they may think of you if an opportunity arises. Make yourself available as a resource without expecting anything in return. Having your photo on either a business card or emails helps the people you met remember you and make the connection.

Keep organized records of your networking efforts. There are numerous software programs to streamline this process.

Conclusion:

Remember, the finest networkers follow up and follow through on all promises and commitments. Those accomplished at networking also keep their network strong by always staying in touch and making themselves available as a resource without expecting anything in return. Invaluable contacts and enviable opportunities often surprise us. Those who excel at networking are flexible and approach networking as a fluid enterprise which reaches beyond the conference event.

Posted By: Jana Coleman