Dave Kerpen is someone I follow and watch on LinkedIn. Each morning, when I read information applicable to my industry (remember those daily works tasks from last week!), I review what Dave has to say. Dave is the CEO of Likeable Local, a social media software startup for small businesses, as well as chairman and former CEO of Likeable Media, an award-winning social media and word-of-mouth marketing firm He is also a New York Times best-selling author and a keynote speaker. He has over 160,000 followers on LinkedIn and can be found at http://www.linkedin.com/in/davekerpen/ or http://likeablelocal.com . Dave got sponsors for his wedding and donated the proceeds to charity. Dave knows about marketing, social media, and sponsorship. And you can imagine how many conferences a year he attends as well!
With the SMCC Western Sponsorship Congress™ just two weeks away, I thought I would share with you Dave’s great list of Six Secrets to Better Networking at Conferences.
1. Research speakers and attendees ahead of time – and reach out.
A week or two before the conference, look at the speaker list and, if available, the attendee list. (If you have downloaded the SMCC Western Sponsorship Congress app you can view all the registered delegates and if you are a registered delegate you can actually connect with other delegates through the app.) Research the people you’d most like to meet and spend time with, and then reach out via email, Twitter or LinkedIn. Figure out how you can truly help them – and then offer your help. By showing your friendship first, you’ll be differentiating yourself from everyone else, who just wants to get something from them. Set up a 10-15 minute meeting over coffee or a drink. That way, you won’t have to scramble and compete to get their attention once at the conference.
2. Use social media to connect with and compliment the speakers.
Chances are, you want to meet and network with speakers even more than with fellow attendees. But so does everyone else. One of the best ways to grab a speaker’s attention is to engage with him or her on Twitter (#WSCongress) before the conference, and pay him/her a genuine compliment before or during the speech. I’ll often then send a private message on Twitter to set up a meeting, so that I don’t have to fight through the crowd after his/her speech for 2 meaningless seconds of conversation.
3. Skip a panel or two and hang out in the break room.
As valuable as the content of a conference can be, if you’re there to meet people, it can be more valuable to hang out outside the panels, in the break room, trade show floor, or by the coffee or snacks. (At the SMCC Western Sponsorship Congress™ a great place to meet is the “Games Room” specifically for delegates.) There, you’ll have more time to meet people – a speaker who’s just arrived, or an attendee who stepped out to take a phone call, or a sponsor you might be able to partner with. Most conferences have built-in breaks and networking time, which can be very valuable. But consider making more of this time for yourself – you can always get the notes from that panel later.
4. Forget just giving out business cards – collect them.
The traditional thinking for conferences is “Bring lots of business cards to hand out to everyone you meet.” I bring my business cards to conferences. But I’d rather be in control of who I connect with – collecting cards from the people I most want to stay in touch with. So, do ask each person you meet for his/her card- and then, do connect with them on LinkedIn – either after the conference, or right then and there. Always include a personal message when connecting.
5. Ask meaningful questions of the people you meet.
Everyone else is asking, “Where are you from?” and “Where do you work?” and other small talk at conferences. Larry Benet taught me to ask better questions, such as “What are you most passionate about?” and “What charity do you care most about?” and “Who at this conference would you most like to be connected with?” That way, you get people talking about something they really care about, and you can form a more meaningful relationship faster. Of course, the most important question you can ask of someone is, “How can I help you?” When you ask these questions, listen well, and be genuinely interested. This will make a difference for you.
6. Have a signature style.
I have 21 pairs of orange sneakers and shoes, and I wear one to every conference I speak at or attend. It’s noticeable, it’s memorable, and it’s often a conversation starter. It was my orange shoes that got the attention of a prominent investor at a conference recently, who ended up funding my new company. Of course, this doesn’t mean you should go out and buy orange sneakers – but you should think about how you can differentiate yourself. Whether it’s a certain color tie you wear, signature earrings, or a blazer – having a signature look will help you stand out from the masses at conferences, meet more people, and be remembered.
Above all else, when you attend a conference, have concrete goals in mind for your networking in advance, be both interesting and interested, and spend time to get to know people and help them.
You attend conferences to learn and network. You will meet people that will become your mentors or your protégés at conferences like the SMCC Western Sponsorship Congress and others. So I hope you can put some of these ideas to use as they will definitely set a positive path for your future.
I will be looking for each of you at the SMCC Western Sponsorship Congress™ to see who is using these tips (and wearing orange running shoes or perhaps a bowling shirt) to stand out!
These are just one person’s thoughts. Yours are welcomed as well. Please add your thoughts or comments below. Thank you for reading and your feedback.