How do you balance quality and quantity when networking with decision makers at events?

Navigating bustling events filled with decision-makers can feel overwhelming. Research indicates that a staggering 72% of professionals consider networking crucial for career advancement. However, success lies in intentionality. Define your objectives beforehand. Are you seeking quality leads, a strategic partnership, or valuable industry insights? Clear goals act as your compass, directing your focus, refining your messaging, and allowing you to measure tangible outcomes. This targeted approach not only optimizes your time but also ensures a balanced and fulfilling networking experience, leading to meaningful connections and impactful results.

Go in having done your research (#2 below) so that you have some relevant goals based on the event, who will be there and so on. Having goals makes it easier not to get sidelined or distracted so that you can get the most out of the event. But do be flexible. Before going into the event, remind yourself not just of your goals but the reason for those specific goals. That way, you don't allow the goal to get in the way of something even bigger/better that you didn't expect.

Without a clear goal, networking becomes a shot in the dark. Whether you're aiming to connect with a key decision maker, generate referrals, or gather insights, defining your objectives helps you focus your time and energy where it counts. By knowing exactly what you're after, every conversation becomes intentional, and your networking efforts lead to tangible outcomes. Remember, it's not about meeting everyone—it's about meeting the right ones.

Knowledge is your secret weapon. Before stepping into any event, arm yourself with insights about the decision makers you want to connect with. What are their challenges? What drives their business? This kind of preparation allows you to go beyond surface-level chatter and dive straight into meaningful conversations. People remember those who take the time to understand their needs—so show them that you're not just another face in the crowd, but a potential solution.

When it comes to selectivity, the 80/20 rule is helpful. Not only is it about prioritizing that 20% but it's also about ensuring you spend 80% (or more, if possible) of your time speaking with that 20%. Also, when speaking with a quality contact, ask them for introductions (if they know someone you want to meet). And don't be afraid to ask them who else they believe you should speak with at the event. When doing the latter, be sure to ask why they believe you should meet them. And then (of course) ask for the introduction.

Networking isn’t about what you can take, it’s about what you can give. When you're engaging decision makers, don’t lead with a pitch—lead with value. Offer solutions, share relevant insights, or make introductions that could benefit their business. When people see that you're genuinely interested in their success, the trust and rapport you build becomes the foundation for future opportunities. It's about becoming someone they want to call, not avoid.

Be prepared! The more you network, the more you will realize those most talented have the ability to contribute to the conversation with a personalized touch. Pay attention to the details and know some things about your prospect. Be an active listener and contribute when appropriate. I have learned more from networking events by watching others and being a listener until I was confident to be a contributor.

A simple thank you and acknowledgement of the importance of their time goes a long way. I find it often a forgotten step in today's busy world. Communication is key and if you had the opportunity to interact with a decision maker on your prospect list, then do not forget to follow up with them after the event. A personalized touch helps you stand out and shows you care about the relationship.

I remember when I was beginning my career, being in a network opportunity with professionals I did not feel confident around. I listened and learned how others interacted in these scenarios to gain confidence. I was surprised to find how many successful professionals I was capable of having a great conversation with. Those conversations gave me the confidence to network with decision makers in a personal way. Many times, I used to say to myself, "wow how did I end up in the same room as her," reminding myself of my value and ability. Lastly, always have an open mind to learn and grow from an opportunity!