How Not to Work a Room

Exchange business cards in every setting How would you react if, during a business card exchange, someone said, “I won’t take your card, but I want you to take mine.”

That’s what happened to me several years ago at a luncheon. She said the words so casually that I almost didn’t hear her.

Can you imagine how many connections you’d sever with that approach?

You may not need the services of an insurance agent, mortgage broker, or carpet cleaner when first meeting them. However, each person brings a new circle of friends to the table that you may need tomorrow or in the near future.

That’s exactly what happened to me when I met a copy machine representative. I wasn’t looking to lease a machine (I did a few years later), but I was searching for someone with a college connection to book a speaking engagement. He happened to know one of the deans, and that tie opened the door.

Here’s my three-step preparation to meet new contacts at any event:

1. Review the list of attendees when RSVP is done online. Many who attend attach their business card or tell you, in advance, what business they serve.

2. Scan my goals’ list to determine the people and services I require to complete a project. I compare this with No. 1 above to line up a connection.

3. Send a personal note by mail to the people I’ve met whom I have the best chance of staying in touch with for the long term.

The story about the woman who wouldn’t accept my business card is a mishap I share in my marketing book along with tips for effective networking similar to the three above.

Working a room doesn’t take rocket science, but it does require the ability to accept business cards graciously, even if you don’t immediately see the long-term connections.

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