When networking at face-to-face events, you need to have a plan in place on what you’re trying to achieve. In the distant past, people would try to shake hands and get as many business cards as possible; with the goal of following up at a later date. Most current in-person networking goals go in the other direction and have the goal of making some kind of personal connection with the person standing right in front of you. With these more up-to-date strategies, it’s very important for the person you’re meeting to remember you and the conversation later when you follow-up.
Clearly, making a real connection with the person you’re meeting and finding ways to help each other is the number one goal. But here are a few starter tips to help you make a more lasting impression, so you have an easier time developing the relationship when you contact them after the first introduction.
Badge/Name Tag
Most people are horrible with remembering names. While the name badge is as old at time itself, it’s still a good idea. Focus on making your first name larger on the badge and place it just below your right collar bone, if possible. When shaking hands, that position is easier to read. In addition, you know how you’re supposed to say the other person’s name in the first conversation to try to keep it in your memory? It’s also okay to tell a story and say your own name again, in the third person. So, this would sound something like, “…then my client said, ‘That’s a good idea about marketing, Mike!’” You’re just trying to help your new contact to remember your name.
Something unique about your appearance
Do something unique about your appearance. It doesn’t have to be too gimmicky, but just something that nobody else in the room is doing. So, having a bright pink business card, or a pin of a duck, lucky earrings, etc. You should have a reason for any of these that you can bring up or can respond with if they ask about your item. For example, a pin of a duck could represent how having your insurance product allows worry to fall away, like water off a duck. It’s just enough that they might remember you when you call in a few days and say, “I was the guy with the duck pin.”
Something unique about your name
Some people have a memorable name they can work with. Others will use nick names to help people remember their names. On occasion, I’ve introduced myself to a new group of people as “Marketing Mike“. It’s quick and just memorable enough to brand myself in the room, because nobody else will use that in the same gathering.
Elevator speech
Have a one liner elevator speech or statistic that they will remember
Business card with a picture
Put your picture on your physical business card.
Unique vCards
When creating your vCard (electronic file with your contact information), consider putting something in it that allows the person to find you in their contacts. So, they scan the QR code you give them and “accept” your vCard into their contacts on their phone, it’s now lost in 1000 contacts on their phone, and they don’t remember your name yet. So, put something in your vCard that allows them to search for you. Like, in your job title, you can use “Marketing VP – Guy with the Duck Pin”. Then, when they get your vCard, you can say, “Just search for ‘duck pin’ and I’ll show up in your contacts.” Or, in my case, “Marketing Mike”.
Something personal
Mention something personal in the conversation. Anything memorable could to the trick, like “…yeah, that insurance policy allowed my client to keep her riverboat and her three-legged pet alligator!”
Lock down permission to contact them in the future with a question
Try to gain permission to contact them in the near future. While being at a networking event implies it’s okay to ask for cards and follow-up, it’s better to ask for permission to follow-up. It’s a pre-sale idea where you ask, “It is okay to follow-up in the future is I have a question?”. The question provokes a small emotional response because they must think for a second about it. It might be just enough to get them to remember you.
Again, none of these tactics replace the need to create a real connection with the person and have them feeling like you really care about them and what they are trying to do. But it doesn’t hurt to experiment with the ways you make these true connections. If you see me around at networking events around St. Petersburg, I’d love to hear about your tips!
Accent is a boutique consulting firm in the St. Petersburg, FL area and handles projects and fractional leadership roles in areas including IT, HR and Marketing. Mike Martino is a managing partner in the firm and leads the marketing projects.
