Tips from some of the Industry's best networkers
Say the word 'networking' to a room full of people and it will evoke one of two emotions: excitement for a new opportunity or complete and utter terror. Doing the rounds at an industry event is no easy feat, especially if you're going it alone, so we asked some top industry networkers to share their tips to help turn those nervous mumblers amongst us into confident, networking gurus with a strong handshake and a pocket full of business cards.
Andrea Slattery, former Chief Executive Officer & Managing Director, SMSF Association
A simple but great way to make an impact at a networking event, particularly where you know nobody, is to dress with style and walk confidently up to a person/people and when the opportunity arises to become part of the conversation, look them/each of them in the eye and introduce yourself. Listen to what they are saying and be gracious and honest in your responses. It is always better to find out about them first to engage in the discussion and leave a memorable impression of who you are.
Jeff Bresnahan, Chair of Lonsec and Founder of SuperRatings
Don't be afraid to talk to anyone: Even the CEOs are human and the great majority will happily give up some time to have a rational conversation, with rational being the operative word. That means that, even if you've met them before, don't start name dropping, big noting, telling them where they're going wrong or talking about last weekend's footy results (you may accidentally bag out their team or worse, they don't know what you're talking about).
Above all: Be yourself. Don't pretend to be the CEO in waiting if you're really a few rungs below. You're there in a particular role, so just concentrate on that. If you've got half a sense of humour, show it! Make sure you get their business card and follow them up immediately after the conference. They'll most likely put you in touch with the right person. BTW, you're not going to click with everyone, so just be patient and persistent. However, persistency does not mean physically restraining your victim when they are clearly trying to break free. In this case, you will be remembered, but for all the wrong reasons (the word stalker comes to mind).
Camilla Love, Senior Funds Management Executive, Perennial
My old piano teacher would say "Camilla, as with everything - practice makes perfect". The more meet and greets you do - the easier it feels and the better you are at it. Put regular networking events in the diary and practice.
Be strategic with your networking - do some industry networking and some external to the industry networking in areas that you love (such as art, sports or whatever else makes you tick). More often than not you'll find that your industry networking crosses into your outside industry networking. It's great like that.
Always follow up the next day. Networking is only as good as the continued relationship thereafter. Remember something that you enjoyed talking to the person about and reference it in your follow up note. Linkedin is always a great follow-up tool.
For more tips from Camilla about effective networking, click here.
Annick Donat, CEO Madison Financial Group
Whenever I'm presenting at a conference; the last thing I say to myself before I walk on stage to calm any nerves is "it's showtime."
Be curious about everything, walk into sessions respecting that the person presenting/facilitating has experience and there is always something to learn.
Think about why you've chosen a session. Is it to learn something new? Is it to help you enhance your strategy? Is it to take you out of your comfort zone? Whatever the reason, be clear about it before you walk in. It helps your frame of mind and will ensure that you remain present.
Amanda Young, CEO, First Nation Foundation
Nothing beats your brightest gap-toothed smile when meeting someone at a conference. If you don't have a gap, a full set of teeth will also do nicely.
I am a fan of the sandwich handshake - meet someone warmly and encase their hand in both of yours. First check you aren't holding a drink.
Exit strategy: if it's not going well and awkward silences are featuring, breezily announce you need to check your speech notes with the MC and exit. You will impress even if you are not speaking at this function.
Guy McKanna, Founder, SUPER Recruiters
The best thing you can do when networking, besides handing over your business card - with a very brief summary of what you do and why someone should engage you - is to offer extra value. If you can provide value beyond what you and your organisation does to help the person you are talking to, the better the networking connection. This could be as simple as an interesting piece of knowledge, a tip or an another introduction. It shows that you are interested in helping the person - rather than yourself. And the better you make someone feel the more likely they are to want to deal with you again.
Wayne Sulivan, Head of Marketing and Business Development, Frontier
When you can access a list of attendees at the event it pays to spend a little time looking through the list to see who will be there and what organisation they are from. If there is someone on the list you particularly want to speak to then you have some time to do some background reading on them or their organisation and be prepared should you get the chance to meet them.
Look for people you do know so you can join in conversations they are having with people you don't know. It's a great way to get started in a dialogue with someone you haven't met before.
Most people enjoy talking about themselves so if you approach someone you haven't met before make your conversation about them, not about you. They'll find it much more interesting, you'll learn some interesting insights about them and you'll quickly form a rapport. Eventually they'll want to find out about you!
Michelle Dunner, Marketing Consultant, Willis Towers Watson
As someone who works in marketing, it can be a bit daunting to head into a room full of subject matter experts. Whenever I go to an industry event, I make sure I'm across any trending news stories - especially where an industry identity is named/interviewed. The superannuation industry is still relatively small, so using that as a conversation starter ('Did you see X quoted in the paper today on Y') often starts up an easy chat.
Sandi Orleow, NSW Chair, Women in Super
People go to conferences for different reasons and there are mixed views on the value of them and within that universe the specific providers and themes.
My views should be noted in the context of why I attend conferences - I go to learn and share ideas and get insights into what my peers are being exposed to. I do not go to "network" per se.
Unless asked, I keep my business cards in my bag. If I connect with someone I didn't know before and we establish a dialogue, I follow up with a request for their business card or I connect with them on LinkedIn or via email. No business cards are exchanged unless they are requested.
My advice is to introduce yourself and talk to other attendees sitting nearby. Chat to them over morning coffee. It's not about working the room. You are not hosting an event. You are there to learn, and part of that learning is sharing ideas. If the opportunity arises, connect on a personal level too.
Follow up post conference with an email or LinkedIn request is vital. If something was discussed and you are aware of a mutual interest, share relevant knowledge and invest in developing the relationship.
