Working the Room

Let's start by discussing what not to do when you find yourself in a large crowd at a networking event. (Note: this applies if it is for career networking, sales networking or otherwise.)

Do not "network by assault"

What do we mean here? Simple. Approach as many people as you can as quickly as you can, speak quickly, grab one of their business cards, and give them one of yours. How would you feel if someone did this to you? Maybe better yet, how have you felt when someone has done this to you? Bet you didn't call them back, did you?

The five things that you should do:

1. Arrive early. Be sure you have good directions and you account for any traffic. The best networkers show up early because they know that's the best time to make contacts before the event becomes too crowded. It also helps them cover more "territory" over the course of the event.

2. Know how to dress. The best advice we can give you is to dress one level above the rest of the group. So if it's a khakis and polo shirt event, you should wear nice dress pants and a button down. Just don't overdress by too much. You don't want to appear to be out of place.

3. Ask open-ended questions. Some questions to ask include "What brought you here?" and "What's the biggest challenge you (or your industry) face?"  These let the other party know you care about them and you're not just looking out for yourself.

4. Listen more than you speak. There's a reason we have two ears but only one mouth.

5. Relax and be yourself. No one likes a disingenuous person and you'll be more comfortable if you're being yourself anyway.