You don’t always have to be prepared to do lot of speaking when you start attending business events. People need to know your name, of course, and it is wise to consider how you would answer questions about yourself and your business. Do you remember the old story of the business man on the airplane who engaged an older gentleman in conversation, asking him question after question about himself, his background, his company, and his aspirations, hardly saying a word himself, except in response to the older man? After the flight, the older man remarked to another acquaintance that he had just met the best conversationalist ever. This story has survived the test of time because it illustrates so clearly the value of being an interested listener. Quality conversations, even if they are brief, will set you apart from the “business card collectors” who frequently are all about themselves.
At the next business event you attend, try some of the following questions. Be prepared to answer the same questions yourself, just in case your conversation partner also understands the value of being a terrific listener. In other words, ask questions if you are prepared to answer the same one or one that is closely related. Don’t monopolize, however. Read some of the previous posts regarding moving on signals and related topics.
Ask if you may present your business card. This is the first step in permission marketing. It sets the tone for follow up, requests from you to add people to your distribution list, and all the activities that follow. Be sure your cards are readily accessible. If someone asks you first, acknowledge their professionalism and let them know you appreciate being asked.
Ask people you meet how they got started in their business. You have to play this by intuition. If the event doesn’t call for longer conversations, let the person you just met know that you are interested in finding out how they got started. In your follow up email, ask permission to call to discuss this. Most people love to tell their story. Hopefully, you will get to tell your story, too.
Ask if they would be interested in receiving information from you in the form of bulletins, white papers, or newsletters. I am frequently and unpleasantly surprised when I receive newsletters and other information from people who, just because they have my business card and contact information, assume I want to be included in a distribution list. If I am asked first, I always respond affirmatively. After all, what people send out is usually a good indication of the nature and quality of their professionalism. Occasionally, I have even acquired a new client based upon my offer to edit their material before it is sent to their general distribution list. You can do that, too. As business people, our best relationships are based upon mutual benefit. If you can help someone else appear more credible to their contacts, you can expect some kind of return, even if it is just more credibility in the eyes of the one you helped.
Try these easy tips at your next event. As always, I am interested in your responses to this information. Let’s start a dialog.