Making a connection . Networking tips

Two big industry conferences are fast approaching, and Las Vegas will be abuzz with event pros of all kinds. Event Solutions Idea Factory will be taking place at The Cosmopolitan of Las Vegas and The Rental Show at the Mandalay Bay Convention Center – both February 27 – March 2, 2011.

Attending a large conference can be really intimidating. When I first joined the industry a few years ago, I was terrified by the thought of being surrounded by thousands of people I didn’t know. Here are a few tips that got me started:

Reach out online first

Social media gives us the ability to network well before the event takes place.

It’s simple to search conversations online using keywords like “Event Solutions”, “Idea Factory”, “ARA”, etc to find out who’s talking about these conferences. Most events these days have their social media sites listed on the home page of their conference site. In fact, Event Solutions has a hashtag for their conference – #esideafactory. And, The Rental Show has a LinkedIn Group and a Facebook Page.

Once you find the conversations, start looking into the people behind the chatter. This is the beauty of social media. You can look at their bios, their work experience, the company they work for and even their testimonials. Find people you’d like to connect with and reach out to them.

What do you say? Find a way to provide value to them. If they’re asking a question about the event, maybe you have an answer. If they’re talking about an issue they have, find a way to resolve it (perhaps it’s a recommendation or an idea). And don’t be afraid to say that you’re new the conference and would love to meet up with them to understand what they do.

Attend a tweetup

A tweetup is a face-to-face meeting or event organized by people on Twitter. And it’s likely that the event you’re attending will have one. It’s not usually organized by the conference organizers, but by the attendees themselves. So you usually need to be connected on Twitter and following the event hashtag to learn about them.

These are amazing opportunities to meet someone face-to-face who you’ve been communicating with online.

Have a Goal

Know who you want to meet as well as when and how you’ll meet them before you leave for the event. My friend Howard Givner is great at this. Well before the event takes place, he makes a list of new people he wants to connect with, reaches out to them and schedules time to meet with them at the show. It sounds simple…and it is, but many people get caught up in hanging out with the same group every time they attend an event.

Know what you want to achieve from your meetings. Do you want a new client, an introduction to someone else or a new connection you can call? Ensure you can articulate your needs clearly so people know what you’re looking to achieve and understand how to help you.

Be Prepared

The networking part of the equation is often the scariest. But what do you do once you’ve captured their attention? This is the important part. Make sure you’re prepared by being able to answer these questions clearly and concisely:

• What do you do?
• Who do you do it for?
• Why should they care?
• Why should I care?

Hint: In order to answer the last question you have to know who you’re talking to, what they do and what their experiences with your industry segment are. Without listening first, you can’t provide a solution.

Connect with a Sage

I’ve seen a few events now offer a Newbie / Sage opportunity. Newbies and Sages can sign up through the conference to be paired up. The Sage shows the Newbie the ropes, introduces them to people and ensures they are having a great experience at the conference. Look into whether there’s something similar you can sign up for.

Ask Questions

Even if you’re not ready for speaking at an event, you still have an opportunity to be at the podium. Don’t be afraid to ask questions of speakers. You’d be surprised how many others in the audience are wondering the same thing you put your hand up to ask. This can be a great way to stimulate conversation with others during the event.

Make introductions

Remember that others are in the same boat as you. When you meet people, think about whether there are any synergies with your other connections (even if they’re not at the event) and offer to make an introduction. Helping people can be one of the most effective ways to building your network.

But remember this, you will be seen as an extension of the people you are recommending. Ensure you’re making good quality connections. If you can be seen as a trusted resource for others, they have more incentive to stay in touch and reciprocate.

Join an Association

This was one of the first things I did when I joined the industry. I was looking for a community I could become a part of. I found that in ISES. Many associations have events surrounding industry conferences. For example, ISES has its leadership meetings before The Special Event Show. This gives you a great opportunity to meet and interact with a lot of people at the conference.

Have a follow up plan

You can build a tremendous amount of momentum face-to-face only to lose it when you fly back home. Don’t forget your follow up plan. Email each of your contacts or send them a hand written note saying how much you enjoyed meeting them. But don’t forget about your goals. What will you do as a results of your conversations with this person? What do you require from them? How will you stay in touch moving forward? Tell your new contact what you need, what you’ll provide and/or how you’ll follow up with them.

All in all, it can be painful to attend an event where you know no one. Remember that every single person was in the same position at some point in time. The events industry is a wonderful world filled with people who genuinely want to help. But you have to be proactive to build connections.

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