Self-study|IT|Int|Lesson 13: IT conferences

JJ JORDAN LYDIA

JJ: So, here we can see a perfect example of a Bad Networker. He is clearly talking more about himself than about the other person. Let’s listen in and hear what they are saying.
JORDAN: So, I just told him that it was a horrible idea. But, as I said before, I know the guy personally. So I told him so. I said, «You are not doing this right. There are bad ways to do this. I know what I’m talking about.» And he just, he…
JJ: Let’s see who else we can find here. Oh yeah, now, this one is very typical at conferences. She doesn’t pay attention and she distracts the people sitting next to her.
LYDIA: Psst, you know I wouldn’t advise using this company’s services. Do you know what people say about them? They say…
JJ: That’s a combo! Lydia is not paying attention and she’s disrespecting the competitors. Wow! I wonder what we’ll see next!
JORDAN: I don’t think that guy is going to be a valuable contact for us because he won’t be able to pay for any of our services. Can you get me the contact of that girl in the red dress?
JJ: Here, we can see someone who thinks that networking is only for selling something. Well, I think we’ve seen all the types of Bad Networkers.
LYDIA: Hey!
JORDAN: What the…
JJ: Oh! We’ve been spotted!

Nico Michelle

Nico: So, what are you short of? Maybe I can help you out?
Michelle: Almost everything. I could go on for hours.
Nico: Ah. Well, then, why don’t we grab a cup of coffee? I can show you a catalogue, and we can find some solutions for you.
Michelle: Oh, I can’t right now. It’s been nice talking to you, Nico, but I’m on my way to my next seminar. Why don’t you give me your card, and I’ll keep you in mind.
Nico: Sure. How about if I stop by the pharmacy next week? That’ll give you a chance to look through our online catalogue. And I can answer any of your questions.
Michelle: OK, thanks, but my schedule is jam-packed right now. Listen, why don’t you give me a call sometime next week? And we’ll see what we can work out.
Nico: Will do. Great talking to you, Michelle. And enjoy the rest of the conference.

Now, I’m not going to tell you how to connect computers. This is about business networking, talking to people, making connections. And today, we’re going to discuss goal setting in networking events. You need to go into these events with a clear objective so that you can make good use of the opportunity. We set goals for everything else, so why not networking?

First off, what do I mean by networking event? Perhaps it’s a mixer for all business people in your community, or maybe it’s a conference where you have the chance to meet people in your field. These are important opportunities, and it’s important that you use your time wisely. The fact is, at many networking events, seventy-five percent of the people stand around waiting for the other twenty-five percent to make something happen. It’s important for you to be in that twenty-five- percent group. Be proactive. You just can’t stand in the corner and expect everyone to walk around the room to introduce themselves.

So, to be an active and successful networker, it’s a very good idea to set goals before the event. What kind of goals? We’ll talk about issue-based goals and human-based goals.

Let’s start with issues. Before the event, sit down and give some thought to your current situation. What issues are you currently dealing with in your business or work? Are you facing specific problems or obstacles that you need help with? Do you have certain needs? Write these things down, then rank them in order of importance. For example, your list might say, «Number one: our project meetings lack focus. Number two: our computer servers are unreliable. And number three: my department is spending too much on office supplies.» Great. It’s good to have a top three. Too many and you’ll lose focus.

Now, keep your top three issues in mind as you head into the networking event. Remember, the goal of your networking is to solve these problems, get help solving them, or simply get some ideas about how to deal with them. You may not meet someone who can actually solve these, but you may meet someone who has encountered them before. Steer the conversation towards these issues. They may help you get over that awkward situation in which you’ve introduced yourself and aren’t sure what more to talk about. You can say something like «So, you folks do a lot of project work. How do find your meetings?» or «What kind of servers do you run in there?».

Now, let’s think about human-based goals. The purpose of networking is, of course, to build a human network. You talk to people, and your network grows. You talk to more people, and your network grows even more. That’s great, but if your purpose heading into a networking event is very general, like «talking to people», then how do you know whether you’ve been successful? Setting specific goals will help you get more done and measure your success, especially if you feel you’re not very good at networking.

Put numbers to your goals. Set targets, just as you might for sales or other important business basics. For example, perhaps you decide that you will make three soft contacts and one excellent contact. Or maybe you decide to tell five people about your company’s new product. Or maybe you aim simply to pass out ten business cards. Whatever the specific goal is, it will help you focus your efforts. Chatting for thirty minutes about baseball with a former co-worker may qualify as «talking to people», but it’s not necessarily the best use of your networking time.