How to Network Like a Pro at Your Next Trade Show

Here are some tips for networking at a trade show and building a meaningful network.

I recently attended a trade show and many colleagues could not believe how many people I knew there—and not merely greeting them in passing.

Many of those relationships started as networking and transitioned into clients. And many are those for whom I made introductions to help them, with nothing more in it for me than extending good will.

One of the great assets we all possess is our individual ability to consistently communicate, network, forge relationships and make impactful introductions.

I often help people even if there is nothing in it for me because making impactful connections for others gives me a great deal of satisfaction. Sometimes my goodwill is rewarded, but that’s not my expectation when I help others.

I learned this early in my career when I sought out the top salesperson at my first job and asked him what made him successful. He told me it was all about networking and leveraging relationships into future partnerships and businesses. Since then I followed those words of wisdom and parlayed them into a successful career running medical companies and recently starting my own recruiting and staffing company.

As a recruiter and professional networker I have connected with 30,000 people on LinkedIn and have an extensive network within the healthcare industry. I built my network over 27 years of successfully running and growing healthcare companies.

While at trade shows or other networking events, while on the road and away from my family and day-to-day commitments, I try to maximize every minute to forge relationships and help people with their respective businesses.

Here are some tips to network like a champion:

1. While en route to a trade show use the time in the air or at a highway rest stop to review the itinerary, look over the speaker list and identify whom you want to connect with. This is also a good time to catch up on work emails and other items so you can focus on networking while at the event.
2. If you're driving a few hours, take the time to make business calls, including setting up meetings when you’re at the trade show.
3. Make yourself visible. Attend as many events, meetings and dinners as possible.
4. Beyond attending, become a speaker. When you present, you boost your credibility along with sharing your background and expertise.
5. Use social media to let your current clients know you'll be at the trade show and ask when they might have time to connect in person while you’re both there. Beyond trade shows, social media is key to developing a vast network—and engage with others in these channels.
6. While at the event, approach those in your existing network and ask whether they’d appreciate an introduction to others there. With a vast network, my clients look to me not only as a recruiter but also as someone who can aid them in strategically growing their business by making key introductions. At a recent conference I introduced one of my clients to an investor, helped another client close several deals, and even secured a few new contracts for my own company. In just two days.
7. Optimize your networking by going to every workshop or class possible as well as the extracurricular activities before, during and after the event. The best time for networking is during breaks, early morning and evenings over some cocktails or dinner.
8. After the trade show, send thank you emails to new connections and follow-up emails about specific action items you discussed.

Anyone can network, but until you see the power of helping others without any expectation of something in return will you truly benefit and become a networking champion.