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Making Real Connections,
by Timothy Schneider,
Publisher, Association News
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Los
Angeles, CA – April 2015 / Newsmaker Alert / When networking at an
association meeting or trade show, attendees have a limited amount of time
to leave a lasting impression, which is why it is imperative to learn to
use that time more effectively. Nancy O’Reilly, author of “Leading Women:
20 Influential Women Share Their Secrets to Leadership, Business and Life,”
offers several suggestions on how to connect in ways that yield real results:
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 Make
the mental shift from “What can I get from you?” to “What can we create
together?” Simple as it sounds, this new approach can be the key to
successful connections. When we think of networking as self-serving, we
may not want to do it. When we add sharing and giving to the process, it
not only feels good—it works.
Go
to functions alone. This will force you to meet people rather than
spending the whole time chatting with friends and colleagues.
Sit
beside someone you don’t know. Similar to showing up alone, this will
force you to get to know someone new. Be friendly: Introduce yourself,
introduce your neighbor to others and find out whether you have something
in common.
Have
three or four good “go-to” questions at the ready. This will be a huge
help in case a conversation grinds to a halt. It doesn’t matter what the
questions are, but consider thought-provoking ones like: “If time and money
were no object, what would you be doing right now?” “What is the best part
of your job?” “What is the hardest part of your job?” or “What have you
done lately that was fun?”
Practice
being interested rather than interesting. The old style of networking
involved a lot of “selling” skills and knowledge. Resist the urge. Instead,
when you’re talking to someone new, focus on them and really listen.
Probe
for people’s passions. Then stick to that topic for a while. You can
tell when someone is excited about a subject—their eyes light up, their
voice gets animated. When this happens, keep the conversation going along
those lines.
Read
three relevant articles before the event. Scour the relevant trades
for new trends, products and processes. This gives you fodder for discussion.
Gravitate
toward people who are smarter than you. Try not to feel threatened
by people who are “experts.” Instead, ask yourself what you can learn from
them.
Ask,
“What can I do to help you?” Then follow through. This may catch people
off guard. They probably expect you to ask for an interview or a chance
to pitch your product. When you ask people if you can, say, introduce them
to an influential colleague, anyone would be delighted.
Avoid
phoniness at all costs. Be real. Don’t hide or downplay your true nature
or beliefs to fit in. Healthy relationships are built on transparency,
and people respect this, even if you don’t agree on everything.
For
more information, visit drnancyoreilly.com.
And at Meetings Quest in Providence, Rhode Island, April 21–22, we invite
you to strengthen your existing professional relationships, as well as
build new, meaningful ones. For details, see
the special section starting on page 26, visit MeetingsQuest.com
or call 877-577-3700.
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 Timothy
Schneider is the publisher of Association
News and SportsTravel
magazines, which serve group travel planners responsible for generating
106 million hotel room nights annually. Schneider
Publishing also organizes Meetings
Quest, America's longest-running series of trade shows for meeting
planners, and the TEAMS Conference
& Expo, the world’s largest gathering of sports-event organizers.
TEAMS '15 is being held in Las Vegas, November 9–12, 2015. For further
information on advertising or sponsorship opportunities, please call toll-free
877-577-3700 or 310-577-3700 if calling from outside the United States.
The
current issue of Association
News can be viewed in digital format online by clicking
here.
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Media
Contact:
Timothy
Schneider
310-577-3700
Schneider
Publishing Company, Inc. |
