Industry events are valuable opportunities for management consultants to network with potential clients, partners, and peers. However, attending an event is not enough to make meaningful connections. You need to have a clear strategy and follow some best practices to leverage industry events for networking. Here are some tips to help you do that.
Before you register for an event, you should have a clear idea of what you want to achieve from it. Do you want to generate leads, learn from experts, or build your reputation? Depending on your goals, you should research the event agenda, speakers, and attendees, and identify the most relevant sessions, workshops, and networking activities. You should also prepare a short and compelling pitch that summarizes who you are, what you do, and what value you can offer.
When you attend networking events, go in with a goal - not to obtain static business cards. Go in with a real, tangible, actionable goal that can get you one step closer toward achieving your desired outcomes. If it is an event where a speaker will be in play or there will be breakout sessions, attend ones with panels or where you can get closer access to the keynote, if that is a desire. When you attend panel breakouts, you usually have an option to meet 3-5 people LIVE at the end and can ask them real time questions to help you get unstuck or create a tangible connection they will recall when you follow up with them after the meeting.
Leveraging industry events for networking involves a strategic approach that encompasses both pre-event preparation and active engagement during the event. Firstly, thorough research on the event's agenda, speakers, and attendees helps identify key individuals and companies of interest. Establishing clear goals for networking, such as seeking potential collaborators or staying updated on industry trends, is crucial. During the event, proactively initiating conversations, attending relevant sessions, and participating in networking sessions maximize opportunities to connect with industry professionals.
Once you have your goals and target list, you should plan your schedule accordingly. You should prioritize the events that align with your interests and objectives, and allocate enough time for networking. You should also avoid overbooking yourself or attending too many events in a row. You need to balance your energy and attention, and leave some room for flexibility and spontaneity. You never know when you might encounter an unexpected opportunity or a serendipitous conversation.
Work the room. Work the events. Show up, introduce yourself and know what you are trying to accomplish with everything that goes on the schedule. If you paid $5k for the event ticket plus T & E, determine a path that will allow for you to yield a ROI minimally. Don't cop out and ditch out of meetings early. Show up early and be the last one to leave. Often times you will meet the speakers, or organizers and you can create some live networking in real time allowing you to be memorable when you follow up with them after to speak to what you got out of their session.
Networking is not just about exchanging business cards or handing out brochures. It is about building rapport and trust with others. To do that, you need to engage with them in a genuine and respectful way. You should listen actively, ask open-ended questions, and show interest in their challenges and goals. You should also share your insights, experiences, and stories, and demonstrate how you can add value to them. You should avoid being too salesy, pushy, or self-centered, and focus on creating a positive impression.
Networking transcends the exchange of business cards; it involves fostering trust. Engage sincerely by attentively listening, posing open-ended questions, and displaying genuine interest in others' challenges just as to strike connection and trust. It is also important to share meaningful insights and experiences, illustrating how your contributions can add value. Avoid excessive sales pitches, aiming for authenticity and focusing on building authentic connections through meaningful and respectful interactions.
"Engaging with others has nothing to do with us, but the skills We possess to bring the right resources together to meet an organization’s goal." This is a phrase that has helped me to keep me out of my shell and to physically engage with others. Networking isn't the hard part but sometimes overcoming ourselves when we are a little tired. In business development, sales, marketing, and life networking is a key aspect in building relationships that can create resources.
Networking does not end when the event is over. You need to follow up and stay in touch with the people you met, and nurture the relationships you started. You should send a personalized email or message within 24 hours of the event, and remind them of who you are and what you discussed. You should also express your appreciation, offer your assistance, and suggest a next step. You should also keep the communication going, and share relevant information, feedback, or referrals. You should aim to add value and maintain the connection until you can meet again or collaborate on a project.
This is essential in the world we live in where the amount of people we meet is way above our brain's capacity to keep a track of. How soon you need to do it highly depends: The timing - If you met your contact in a fair/large event with multiple days, it may make more sense to touch base the week after the event The kind of contact - More casual contacts may not mind the quick response but for more formal contacts it has the risk of making people feel under pressure The urgency of the topic - If with your contact you had a topic of interest with a need for quick action, please make sure to follow through about that
You can write to speakers you met, or those you didn't, whether at in person or virtual events. You can thank them for coming and tell them what you liked about their presentation. You can suggest connecting with them at Linkedin and you may find something in their profile worth mentioning to them as a conversation point. Annual events give you the opportunity to keep in touch each year. Someone I met at an accounting conference years ago went up the ranks of the company to become the Chief Executive Officer of the company he represented, and now is President of a well known University, his alma mater in West Virginia.
Maintaining relationships is one of the easiest hardest things that is a key aspect to the successful sustainability of a business developed and growing the right way.
Finally, you should evaluate your results and measure your success. You should review your goals and see how well you achieved them. You should also track your leads, contacts, and opportunities, and analyze the quality and quantity of your network. You should also identify what worked well and what did not, and learn from your mistakes and feedback. You should also celebrate your wins and acknowledge your efforts. You should use your evaluation as a way to improve your networking skills and strategy for future events.