You are here: Home / Archives for Networking Events

Question: How do I effectively network at professional seminars without looking I in search?

January 28, 2011 by

Background: I serve on the ‘Ask the Expert’ panel for Proformative.com** answering questions on Job Search and Networking.  Below is a question asked by a member: 

Original Question: How do I attend professional seminars and “network” effectively without coming across that I am looking for job leads?

Response:

DECIDING UPON WHICH EVENT TO ATTEND:

If your goal of attending any professional event is job search networking, before you commit to attend, first determine if there will be a ‘buyer’ for your pitch.  In short, when people are attending these events are they in the ‘mindset’ to network.   If they are not, then no matter what the pitch – it’s tough to get through. 

For more detail on which types of events offer the best networking, please see “Networking Events – Is there a Buyer for Your Pitch”

SETTING YOUR EXPECTATION FOR RESULTS

The goal you want to achieve is to meet people with whom you can follow-up for 1-on-1 networking.  Imagine if you met someone in passing over a crowded session or lunch, it’s tough to know enough to if you want to open them up to your network.  That said; seek to set up a follow-up meeting.

BEFORE YOU ARRIVE

If you know the attendee list in advance – try to make connections with people you want to meet ahead of time (either directly or through your network).  This does not change your expected outcome, but it sure makes the process easier.

PROFESSIONAL DEVELOPMENT SESSIONS:

If you attend an event to learn a skill or stay current on trends, etc., then you are simply another attendee from the profession.

When you get the question about work, I used “I was most recently CFO at …………. Company, but now I am actively seeking a CFO role”.   I’ve practiced this quite a bit, and I find starting with the last title and company name has disarmed the other person’s concern with my current status as in transition.

If they ask about your search, share just a quick overview (e.g. “CFO for a privately held professional services firm in the Seattle area).  If they want to learn more, they will ask. 

If not, change the topic to the event at hand.  You will be more memorable if you can speak intelligently about the topic (tip for your pre-meeting prep), then offering a snappy job search pitch.

PROFESSIONAL NETWORKING EVENTS

I say these events are both the ‘ying’ and ‘yang’.  On one hand, there are loads of people you don’t know.  On the other hand, they can be tough because these are attended by people that tend to know each other from either the profession or belonging to this group (e.g. Association for Corporate Growth, Private Equity Events, etc.).

If you go on your own, it’s tough to break into group and even tougher once you announce the job transition – because these people came to network for deals or friends.

You need to get a well-known member to be your host and make introductions.  Their reputation will be your ticket into the small group discussions.

Same rules apply to above once you get into the small group.  Mention your search in brief, but focus your conversation on the other people in the group.  See if you can make useful connections from your network.  Once you establish a sense of networking, then you can ask to meet in the future to network.

BEST BET

To be memorable, focus on what you bring: your network, skills and knowledge – not your search.

Hope this helps.

Mark

** Proformative is a free on-line forum for finance professionals to exchange resources, ideas and get answers – a great resource for finance professionals of all levels to stay current and improve their skills.

Filed Under: General Tagged With: , ,

Networking Events – Is there a Buyer for Your Pitch?

October 13, 2010 by

Your pitch needs a buyer.

Most of us could attend a ‘networking’ event daily that is filled with people that could become new contacts.  The question becomes whether or not you can turn those contacts into meaningful action after the event.

My enlightenment regarding networking meetings came from a discussion with a colleague regarding options for our event marketing budget.  He would accept or reject the idea based upon whether or not the people attending the event were in the mindset to buy the product we offered.  

He used the example of a sporting event where a local bank sets up a table.  For the bank there are loads of potential customers. But most people don’t stop. Why?  They came to watch the match, not talk about their banking needs – so they are not thinking, or buying, banking services.

Correction: Your pitch needs a motivated buyer.

Let’s go back to networking meetings.  Before you decide to go, understand the purpose of the event and why people are attending – this will help you determine if there will be ‘motivated buyers’ in the crowd.  Leaving aside meetings targeted at those seeking new opportunities, here’s my ranking of the different types of networking events.

HIGH: Social events – These are the most casual and have the greatest amount of networking time, so people are openly mingling and moving about.  If it’s associated with profession/industry group, get someone to escort you around to help break into the small groups in conversation.

MEDIUM: Profession/Industry Meetings – If the meeting is a lunch/dinner affair, there is networking time prior to the meal (while people check in).  Attendees are there to visit with their friends and listen to the speaker.  IF YOU GO: Same as social events, get a well-known member to escort you and make introductions – don’t leave their side, they are your credentials.

MEDIUM: Conferences – If it’s a conference that brings together different people to connect (say small companies with investors, companies with vendors), if you can help facilitate the type of connections being sought, then by all means attend.   

LOW: Professional Development Sessions – There is limited time to network and the sessions present more than can fit in your head, so people are not in the mindset to effectively take in your pitch.  You might get to know a few people at your table, so if the topic is of interest, you should attend.  If not, spend your networking time elsewhere.

LOWEST: Breakfast events – These are usually the least productive.  People show up right before they start, eat, listen to the speaker (while not checking their smartphone) and then bolt for the exit to get to the office.

Before you attend any event:

First, ask a few other candidates who have attended how effective these meetings were in getting them closer to the decision maker.  Their answers may either confirm or be very different than my ranking above, so it’s easy and effective due diligence.

Second, figure out who you know will be in attendance and contact them in advance.  The more people that know you’re coming in, the higher likelihood you should know even more people on the way out.

Remember your network has great value, make sure you know how to best use it for each event.

Good luck today.

Mark

Filed Under: General Tagged With: ,

“That is an excellent event for networking”, hmm, maybe

December 15, 2008 by

The networking equivalent to the dating line “they have a great personality” is “this is an excellent event for networking”.

There are dozens of meetings that you can attend a month (associations, professional groups, non-profit fundraisers, rotary clubs, etc.).   Not every meeting is created equal when it comes to networking.

Just because there is a large group of people you do not know, does not mean it’s a good networking gig.  Many people go to see people they know and gather in small groups during the social hour to catch up.

If you break into the group, after introductions, they are back to their prior conversation.  So you pretend your drink needs to be freshened up and mosey along.  You bounce around the small groups and maybe score a business card or two.

You sit through the dinner.  Mmmm, Mmmm , twice baked potatoes.   Listen to the speaker then go home.   Man, that meeting sucked.

So here’s how to avoid it:

1.       Ask around before you decide to go.  See if any of your colleagues have gone to this meeting before and get their opinion on the networking quality. 

2.       Get a host.   Have someone who is a member of the group to escort you around and make introductions.  This does not have to be a lifelong friend, just someone you know well enough that they won’t ditch you after 5 minutes.

3.       Skip the meetings with limited networking time.   If there is limited time, then that limits your networking with the people at your table – which is realistically four people.  Two to your right, two to your left – they are the only ones you can carry on a conversation without shouting. 

Filed Under: H. Watch Out - Curves Ahead Tagged With: ,