- Tradeshows
- Conferences/Seminars
- Association/Business meetings that incorporate meals
- Casual contact
- Conferences/Seminars
Tradeshows
The two best things about tradeshows are that you’ll learn something and that you’re seen as a potential customer. The benefit of being perceived as a customer is the representative at the booth or table will be nice to you and provide you with needed information. Even if you are the representative at the table there will be opportunities to network with fellow representatives.
Several years ago when I was recruiting on Mainframe assignments I had approached a professional employed with a large organization but was unsuccessful in getting him to consider making a move to my client at that time. I also had the impression that he was fairly entrenched at his current employer. Several months later I approached him again for a different assignment. When I called him at his work number I was informed that he was no longer there. Upon reaching him at home he informed me that he had changed employers. How and why did he do it? He struck up a conversation with a representative from a competitor at a Tradeshow. The rest as they say “is history”.
Conferences/Seminars
Here is another situation where all attendees are in a level playing field. Remember, you want to be perceived as a professional with mutual interests; not a job seeker. Obtain materials, exchange business cards (remember to use your two-sided personal card, not your employer’s) and get to know 3-4 people at the event. Ask those questions about themselves, employer, industry or technical interests or experiences. Learn as much about them as you can before you bring your information into the conversation. You want to be soft sell and give them the impression that you have an interest (and you should) in what they have to say or do.
Association/Business meeting (with food)
The food and drink parts of these events are critical. You need to be on your best behavior and master the art of networking while eating. When I was the Director of Career Services at the Milwaukee campus of a career college, two other Program Directors and I developed and implemented a Business Etiquette Dinner event for our graduating interns. It was done in the fashion of an association dinner meeting and a required project for the students. They had to pre-register, sign in, obtain name badges and proceed to the dinner meeting room. Also attending the event were selected area employers and faculty members. Each table was composed of six students, one employer and one faculty member. The employer’s role was to “interview” the students during the evening (a two-hour event). The conversation ranged from “small talk” to requesting information on goals, successes and technical abilities. The Hyatt Regency Hotel, where the event was held supplied a speaker. That person provided basic business etiquette “dos and don’ts” between each course. We had a four-course meal consisting of soup, salad, entrée and dessert. The students were also required to bring their two-sided personal business cards to use in networking before and during the meal.
Do you know how to conduct yourself during this type of event? Ask yourself these questions:
- What is all of this silverware for?
- Why are there three glasses and which one is mine?
- What is this little plate and knife for?
- How do I pass requested items to a tablemate?
- How to I get the server’s attention?
- Should I order an alcoholic beverage? Everyone else is.
- How does the server know that I’m finished?
- What if someone asks me a question just as I take a bite?
- How do I handle dietary issues for preselected menus?
If you cannot answer these basic questions; take a class. People or new graduates with limited or no experience can jeopardize their chances for success without these skills. We had conducted an employer survey before we began this project. An overwhelming concern of employers in the interview process was “mealtime etiquette” Some employers incorporate this function in the interview process intentionally. As a recruiter, I often suggested this to my clients. If the candidate will be hiring a manager, potential manager or someone who’ll meet with customers, upper/top management or vendors they’ll need to know that the candidate can handle the situation.
Casual Contact
You never know who you will run into the airport, cleaners or the Department of Motor Vehicles. These are places where people can spend long periods of time waiting in line. You never know whom you’ll be standing next to. This is great time to strike up a conversation if the person seems approachable. Learn the art of “small talk”. Find some common ground or item of interest; ask “noninvasive” questions to get to know more about them. Above all, avoid controversy (gender, religion, or politics).
Always leave good impression; you want to be remembered for the right reasons. You never know who’s observing you in a professional situation. Even in this day and age of business casual dress I’d still recommend the same dress code mentioned in last month’s column for all but the casual contact. Those situations are too unpredictable.
Be yourself, but be prepared. Start practicing these suggestions. You want to appear natural at these events. Making good connections will pay off when you need assistance. Effectively connect with a lot of strangers to develop some friends to help you.