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How to Work a Room

Written by: Catherine Bell

Article Overview: Business mixers, open houses, or cocktail hours before a dinner provide prime opportunities to meet new people. In such settings, you must couple your friendliness with a strategic sensibility.

How to Work a Room

Business mixers, open houses, or cocktail hours before a dinner provide prime opportunities to meet new people. In such settings, you must couple your friendliness with a strategic sensibility.

Set a goal to meet a certain number of new people. Your focus at a business mixer is not to get to know people well, but to make contacts that can be followed up at a later date. It is usually impossible, and if attempted, unwise to conduct business at such events.

When you enter a room approach either a person standing on their own, or a group of more than two. Two people may resent your intrusion, and most people standing alone are happy to have someone with whom to talk.

Introduce yourself, but do not immediately pull out your business cards. If the people you meet neglect to introduce themselves to you, ask them for their names.

If conversing with strangers does not come easily, the stress of “making conversation” will disappear when you concentrate on asking others about themselves. People always enjoy talking about their work, interests, and concerns, while you play the role of the attentive listener. Consequently, they will come away from the experience with a positive feeling that they will associate with meeting you.

Eventually the conversation should turn towards you. Be ready with a short statement that outlines who you are and the nature of your business. Always focus on the benefits your clients have experienced, rather than what you do.

Ask for the business cards of the people you meet and, if requested, be ready to give them your card. Avoid the tendency to force your cards on people. If you have piqued their interest, they will ask for your card.

Excuse yourself from the group and take a minute to write down a comment on the back of their business cards before starting the process again. Make a particular note of anything you promised to do for your new business acquaintances (e.g.: sending a brochure, calling, or e-mailing information, etc.).

No business mixer would feel right without the delicate balance of a drink, hors d’oeuvres, a napkin, and of course, the elaborate choreography that must accompany this jumble as you attempt to circulate through the crowd. Remember to drink responsibly in all circumstances and always keep your right hand free for shaking hands. A mixer is not an opportunity to eat dinner; its prime purpose is to network and search for future business opportunities. If you are hungry before attending the event, consider eating something before you go to help you to maintain your focus on networking.

When you return to your office, review the business cards you collected and send your new contacts a note or e-mail saying that you enjoyed meeting them. This action will set you apart from the others at the mixer, making you more memorable. If you want to develop the business relationship further, call to invite the person to lunch or set up an appointment.

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