How to Work a Room

I am attending a big shindig with all the top venture capitalists from Southern California this coming week. These are great networking opportunities since as an early-stage, private-equity angel investor I am always looking to increase deal flow (crumbs of larger VC’s) and make relationships for the companies I am invested in when they need to go to their big venture round of financing.

I have paid attention to a few networking articles I have come across lately (below) that I thought valuable to pass along to you. Additionally, here are my personal tips for:

Pressin’ Flesh and Makin’ Friends by Darren Hardy

1. Get out amongst’em
Want an edge on your competition? Get out and get belly-to-belly, eyeball-to-eyeball with groups of good people you can. In this digital age most people are hidden behind their computer, blackberry, PDA screens or cell phones. People have gotten lazy and think an email is a viable contact. One way to stand out and make an indelible impression is to meet someone in the “real world” rather than the hyper stimulated, solicitation overloaded virtual one most people spend their lives in. 

2. Dress to impress
Dress as if YOU were the invited expert speaker of the event and were going to be on stage. In fact you are on stage and people are surmising your worthiness of getting to know you by your first impression. My theory is always to dress a notch above what is expected. It will garner you an instant air of credibility.

3. Go with a full tank
As I learned from Jim Rohn’s mom – never go to a networking meeting hungry.  A meal you can get anywhere, anytime, the valuable contacts you want to make are what you need to focus on. It is hard to press flesh with grease slathered hands or tomato squirting out of your mouth.

4.  Lock-n-Load
When you are talking with someone look ONLY at them as they talk or at the surrounding circle of those listening if you are talking. There is nothing worse than when someone is looking around the room as someone is talking to them as if they were seeking someone better to talk to. Do unto others… all eyes on who you are talking with regardless of who it is.

5. Play Host
This is one of the best networking tips I’ve got - at the meeting step into the role of host. Greet people, show them where to register, point out the bathrooms, explain the itinerary, etc. This gives you a purpose to interact, meet and greet people and sets you up to do the next most important tip…

6. Play Cupid
The best way to GET referrals is to GIVE them. Of the people you meet while playing host make it a point to introduce people to each other and why they might be interested in meeting each other (like industries, interests, parts of town, objectives for the meeting, etc.).

7. Mosquito in a Nudist Colony
A networking meeting is a lot like that. The key is to get a little from a lot rather than a lot from a little. For me quantity is more important than quality. I want to make contact, make an impression, find the connection and move on. I can increase quality in the follow-up.

8. Capture the Magic
With each card I collect I write a little something on the back – something I can reference on the follow-up. Examples might be: wife or kid’s names, interest in golf or particular sports team, great tie, business issue, etc. One or two details you refer to in your follow-up will make a big impression when cultivating your new valuable relationship.

9. Follow-up Stupid
Seriously, this always amazes me! People spend the time, money and effort to go to networking events, meet people, collect cards then NEVER follow-up to convert that labor and exertion into valuable and profitable relationships. The ENTIRE point of the exercise was to START a relationship that will create business. If you don’t build on the initial contact it would be better if you just stayed home in the first place.

10. Follow-up, follow-up, follow-up!

A few other good articles on the subject:

The Art of Schmoozing by Guy Kawasaki

The 17.5 Strategies, Guidelines, and Rules of Connecting by Jeffrey Gitomer

SCHMOOZE and WIN: “Small” Talk Your Way To Success by Susan RoAne

Learn something? Pass this article onto a pal: http://darrenhardy.typepad.com/blog/2007/05/how_to_work_a_r.html

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Comments

[Brenda Scott]

Hey...that was a GREAT article! I freeze when I get in a room and prefer to be invisible. This gave some really good ideas and direction on how to be effective in a group of strangers! Thank you!!

Brenda Scott
Rising Buffalo

[Reggie]

Like that!

[Daniel Sitter, Idea Seller]

Great article Darren. I especially like your tip #7, play host. I have assumed this role many times at various functions, but I believe that this is the first time I have seen this wonderful idea in print anywhere! I notice that there are often many obviously-uncomfortable people like Brenda at any given event. One tends to make friends easily when you help others to become a bit more at ease in their surroundings. Playing host provides that very opportunity! Wonderful advice!