Secrets to Breaking the Ice
Networking at conferences is not always easy. Have you ever arrived at a networking event or conference alone? It can be daunting to walk up to someone and introduce yourself. What do you talk about? How can you break the ice?
The first step to meeting new people at a conference or networking event is to understand that you are not alone in being alone. Look around the room and note the other people who are standing by themselves, too. This is your opportunity to ease the tension by introducing yourself.
The badges are your invites
If there is one thing every attendee has in common at a conference, it is that they are wearing a badge. That lanyard is your invitation to approach and introduce yourself. Every person wearing one has likely already experienced something similar to you, like perusing the exhibit hall, eating the lunch buffet or attending a keynote presentation.
Use the person's name from their badge when you introduce yourself. Shake their hand and look them in the eye. Your smile and use of their name will be most welcomed. If they have an unusual name, ask how they pronounce it and then repeat it multiple times to help you remember it and to earn their respect.
Kio Stark, author of "When Strangers Meet," uses the term "triangulation" to define finding a common point of interest to discuss. For example, if you are meeting someone exiting the lecture area, you can ask her what she thought of the keynote speaker. If you are leaving the leaving the lunch buffet, you can ask her what she thought of the salmon.
Picture a triangle. You are on one point. The person you are speaking with is on the other point. And something you both have shared is the third point. This makes breaking the ice much easier. Look around the room for other ideas on something you can talk about, like a piece of art or a view from the window.
As you speak with someone, consider the ice-breaking acronym F.O.R.D. Each letter represents a different topic you can discuss. F is for family, O is for occupation, R is for relaxation and recreation, and D is for dreams and aspirations.
I don't recommend necessarily asking these questions in order. Instead, begin by asking about their occupation since this is more of a general topic. You may learn that the person moved to a different city because their spouse has a new position there. This gets into the topic of family, where you can ask about children, how long they have been married and where they met their spouse.
You can follow up by asking them what they do for fun in their new city. This will lead the conversation into how the person relaxes or finds recreational activities on the weekends. And finally, you might get into talking about career goals and where they would like to retire to or what their summer travel plans are. I don't know about you, but when I think of travel and retirement, I definitely think of relaxation and recreation.
So the next time you arrive alone at a conference, remember that nobody goes to remain alone. People want to talk with you.
Break the ice, ask the questions, listen carefully to their answers, and remember to ask for a business card if you enjoy the conversation. Don't forget to follow up when you return to the office. Following up is the second most important step in networking after showing up.
For more conference networking tips visit: 10tips.networkingfornicepeople.com.
This article originally appeared in The Tennessean Newspaper by Dave Delaney.
"I consider myself to be quite good at networking, and this course gave me quite a few new tools for my toolbox! I put Dave Delaney's approach to the test in selecting and attending a conference less than 2 weeks ago, and I landed a new client. Now that's an amazing ROI! Thanks Dave!" - Lesley Antoun.
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