Networking in the meetings industry is a key way to form partnerships, generate business, and identify new professional opportunities. With my frequent business travel, I’ve learned that with some pre-planning and targeted follow-up, I can make the most of each networking event and maximize my time spent.
One important best practice to remember is that networking should continue back in the office, after the event, through tools like LinkedIn. Most of my successful networking contacts have been made in person, but the relationships have continued to strengthen with ongoing, interesting discussions, which largely take place digitally.
When I’m meeting someone new, I consider not only who this person connects me with, but also what benefit I can offer. I’ve found this “pay it forward” logic makes networking more effective and successful in the long run.
Maintaining a network doesn’t have to be time-consuming; it can be achieved with a little planning, including ensuring that you are someone with whom others want to network. Here are three basic ways to help cultivate a network:
• Be personable and engaging.
• Ask open-ended questions.
• Spend time listening.
While such advice seems straightforward enough, the art of networking doesn’t come easily to everyone. Here are some tips if you feel uncomfortable in networking situations:
• Take a friend or colleague with you to ease into the situation; there is comfort in the familiar.
• Get out there and meet people. Don’t let the fact that you have a friend with you give you an excuse to hang in a corner. Take advantage of your enhanced confidence and venture out together to make new connections.
• Be aware of your unease and work on overcoming the hurdle.
• Don’t be intimidated by the number of attendees on the list; identify a few familiar names and try to join in their conversations.
Effective networking means being both genuine and intentional. Keep your goals in mind, and periodically analyze and re-evaluate them. If I find I’m becoming too focused on the same group of contacts, I try to stretch myself by visiting a networking event in a different but related industry. Networking is a skill that must be developed—remain diligent and your work ultimately will lead to trustworthy relationships, with many years of benefit.
Brad Goodsell is president of Executive Travel Directors, a Chicago-based company that has been helping businesses plan and execute meetings for 23 years. He can be reached at www.traveldirectors.com or [email protected].