I just came back from Adsum in Key West and I must say – IT SUCKED (seeing people spend good money to go there but not truly getting their money’s worth – from a MARKETING perspective). 🙂

Networking is a critical aspect in the world of business. Often, the only difference between a successful business owner and a struggling one is how well they’ve managed their contacts and relationships. Proper networking in the industry can lead to discovering mutually beneficial relationships and establishing a client base. However, while the concept of networking sounds easy, it’s actually quite complex. After all, forming new relationships is complicated enough in our every day lives, but it’s doubly so in the challenging world of business.

Networking is defined as a process in which you as a member of a business (or owner) establish relationships between other people in the industry, clients or customers. In fact, one of the primary objectives of networking is to inform others of your business and thereby turn them into clients. By networking, you’re literally leveraging your business through personal connections in order to generate more business.

The benefits of business networking are numerous and include:

• Visibility in the Industry
• Keener Understanding of the Industry
• New Referrals & Contacts
• Broader Knowledge Base
• Solutions to Unexpected Problems

But, just how and where should you start your networking venture? Well, a good place to commence your networking venture is at conferences. Business conferences provide ample opportunity for you to meet, communicate, and interact with hundreds of other like-minded individuals. But, there are a few things you should keep in mind before trying your hand at networking in conferences. Fewer meaningful connections will always be more effective than numerous superficial ones.

But, just how do you make these smaller meaningful relationships? Just take a look at these eight tips for networking in conferences!

Preparation Time

You’ll know the dates for the events beforehand, so take this time to prepare and do everything you need to do before setting out to network!

1. Set Specific Goals

Talking to everyone in a conference is unrealistic. Your goal should theoretically be to have a concrete idea of what you’re seeking to obtain. Are you looking for job opportunities? Are you possibly seeking a larger customer base? Or are you looking to meet people in the industry with more or less experience than you to form connections?

By setting goals, you’re going to provide yourself with a keener understanding of which panels to attend and what group of people to target. You have limited time to work during a conference and by planning out your day you’ll have a better shot at success. Just remember, you’re not the only one there and being willing to listen to other people’s pitches will make them more receptive to yours.

2. Doing the Research and Introductions

Researching the names of those attending the conference will provide you knowledge on what type of business they run or their field of expertise. Read up on the presenters at the conference, these people will assist you in gathering connections in your industry and might be a good source of knowledge and ideas for your business.

Pro tip: Research the websites and backgrounds of the individuals who you wish to mingle with, and if they work or own a company to research its history. Don’t forget to keep calm, cool, and collected because it’s easy to be overwhelmed by the big names. Just take your time and breathe.

Don’t be scared to try to introduce yourself to the key individuals you’re looking to meet. By simply sending them an email or  message introducing yourself and letting them know you’re looking forward to hearing their discussions you’ll open the door to future conversations when you finally meet them.

4. Plan Ahead and Dress For Success

Before the event, take your time to plan out which panels you wish to attend. Planning out your day and events will allow you to participate in all the important events. A keynote is to remember that a schedule is simply a guideline, you don’t have to follow it to the letter because breaks and lunches also provide time to network with others. Planning ahead also means dressing for the event.

Taking advantage of the conference website means that you can obtain a sense of the fashion they’ll be wearing at the event. Always try to look sharp and in place, if this means business attire or casual try to fit in as well as possible with the scene. Additionally, don’t forget to have some business cards made beforehand, buying a card holder is not a bad idea either. Also, don’t forget to include all the pertinent information for your business such as name, email, phone, occupation, and company name.

Pro tip: Take advantage of the cocktail hours and after parties, as this is the time when people relax and conversations flow naturally. Networking requires you to put in extra effort even after the conference is over. But, also keep in mind to set future appointments with the people you absolutely want to meet, everyone has a busy schedule and by coordinating with them you can ensure plenty of opportunities to come.

Leaving your Mark

Introducing yourself and making a long-lasting impression will always open opportunities for the future. Once you’re at the event you’ll have to do the actual legwork, so don’t forget to practice at home!

5. Introductions and Conversations

Regardless of who you’re with, strangers, friends, or someone at the same panel as you, always remember to be cordial and friendly. Keep it brief and succinct, but talk about your name, background, and your line of work. Time is limited and there usually will not be ample time for chatting. But, by practicing what you want to say in the mirror beforehand, you’ll feel a lot more confident.

When you do have time for conversations remember that it is a two-way street. Networking experts stress the importance of being a good listener, and for good reason. By focusing on the person that is talking to you, you’ll open the door for them to listen to you and possibly nurture the start of a good business relationship.

Pro tip: Keep track of your body language. Don’t interrupt the person, let them take charge and ensure to keep eye contact (if you’re uncomfortable looking at their eyes look at the bridge of their nose). More importantly, remain engaged, ask questions and enjoy the chat for what it’s worth.

6. Take it to the Big Leagues & Minor Leagues

Remember all those presenters you introduced yourself through via email? Don’t forget to go ahead and meet them as you said. Ensure you’re at their presentation early and sit in a visible spot where you can gain access to them after the presentation is over. Ensure you’re listening to their key points so that you have ample conversation starters when having a discussion with them, and overall don’t forget to introduce yourself, and ask questions.

Pro tip: ensure that you ask the most important questions you have, it helps to write down a list and select the ones you truly want answers for.  Be polite, and ask the presenter if it’s a good time for questions beforehand. Keep in mind that you can always see them at some later point, and don’t forget to give them a business card.

However, regardless of how fantastic it is to meet important people, you’ll be wasting your time if you don’t go and meet the other attendants in the conference. These are the individuals who have the highest chances of connecting, working, and even partnering with in the future.

7. Having Fun and Saying Goodbye

No matter how intense your desire to network with people in the industry is, remember that you’re in the process of making new acquaintances. Live the event up to the fullest and keep in mind that if you’re working for a particular industry it should be fun to mingle with like-minded individuals. People are perceptive and if they see you’re a genuinely good individual, they’ll be more likely to approach you.

But, as more people approach you, the more you’ll realize there will be times when you simply won’t click with someone. By learning how to say goodbye in a courteous and polite manner you can continue your networking journey.

What do I do Afterwards?

After the conference it’s best to follow-up with all the new contacts you’ve made that you wish to remain in business with, it’s especially important not to let the first impressions cool down too much.

8. Social Media, Emails & Phone Calls

Don’t wait too long after the conference to reach out to all your new point of contacts. However, if you email too soon after the event will make you come off as too eager, so it’s best to wait a day or two. Keep the email brief and relevant to their topics, this will help you in the long run by showing that you have a profound interest in their topic. Don’t be stingy with the information you know as sharing info will benefit everyone in the long run.

Social media is also, a way to keep in touch with people. A lot of major corporations have their own Twitter, Facebook, and LinkedIn pages that help them keep in touch with their users. These websites will help you stay in touch with the contacts and sending them friend request and messages will help you stay relevant.

Finally, if you are contacted back after reaching out to them via email, ensure you call them after a few days. Anything is possible, and even if things don’t turn out as you expected right away, you’re in it for the long haul. Networking is a game about patience and by sharing your knowledge with others, they’ll feel almost obliged to help you down the line.

People remember the good things you’ve done for them nearly as much as the negative actions and by being an active member of the community, you’ll open yourself to others. Remember the importance of preparation and doing the proper research as you’ll be more confident in your abilities when the time comes. Leaving your mark is difficult, but it is possible that by being friendly, courteous, and knowledgeable, you’ll draw people towards you which means more connections and better networking possibilities. Don’t forget that regardless of how famous someone is, they’re people just like you. If you’re polite, they will extend the same courtesy, but even if they aren’t in the major leagues, they’re still equally important. Ensure you stay in touch with the people who’ve you connected with at the conference, keeping yourself relevant in their mind will provide opportunities that you can’t even fathom.