Working the room like a pro (even if you are not)
26.September.2024
As a candidate, and indeed as a consultant, putting time and effort into network building is worth the effort. Even if, as our colleague Tim Kaner admits, it doesn’t come naturally.
I like to tell a story about our then teenage son confidently introducing us to the Dean of Westminster Abbey whom he had just met in a crowded room.
That ability to ‘work the room’, to network, to collect connections (without seeming to), to build instant rapport and sow the seeds of a profitable future relationship is a valuable skill to possess. This isn’t in everyone’s wheelhouse and in my son’s case it certainly wasn’t inherited.
Here are a few tips I’ve picked up from watching him in action and learning from friends and colleagues who do this well. I hope you find this useful.
- Be prepared.
Do your homework in advance. Find out in advance who else might be present. Know whom you might want to talk to if the opportunity comes up but also look for moments of serendipity.
- Buddy up.
If you’re not a natural networker, go with some-one else. Don’t just spend time talking to them of course but do make it look as though you’re part of an interesting conversation which you invite others to be part of. ‘We were just discussing……what do you think?’
- Make the first move.
There will be many others in the room sharing your sense of trepidation. Make it easy for them (and you) by breaking the ice. ‘How did you find the last session/speaker?’
- Go to listen.
Everyone has a story to tell. Ask open questions and listen, really listen, to the answer. Listening is not the same as waiting for your turn to speak but do ask questions about the other person to keep the conversation going. It is all about them, not all about you.
- Smile
Giving off a positive and friendly, approachable vibe really helps. Make eye contact. Greet people confidently.
- Make a point of remembering names.
Once you’ve found out, find a way to work their name into your conversation. ‘Jane, can I introduce you to John’ (as a way to lock their name into your memory bank).
- Move around.
Don’t stay in one place and certainly don’t just chat to people you already know. You are there for a reason. Be intentional.
- Offer help not a sales pitch.
This is (hopefully) the start of a relationship not a transaction. Give forward.
- Ask permission to connect.
Don’t just assume that everyone is there for the same reason as you. If they say yes, make it easy.
- Find a good reason to follow up.
Sure they’ll anticipate that you’ll be in touch but try to refer back to what you talked about. Why not make an offer of help or an onward connection?
If you’ve found any of this useful and would like to connect and let me know how I can help, please do get in touch.
Email: Tim.Kaner@Hanoverfox.com
Tim began his career in advertising before moving client side at Sony Europe. His roles included Director of Marketing Communications and Director of the Marketing Strategy Office.
After a stint in brand consultancy with the Value Engineers, he moved into the HE sector as Director of Marketing & Communications at the University of Bath, becoming Chief Marketing Officer in 2019. He joined Hanover Fox in 2023.