How to Work A Room, Part I

Picture this: You just arrived at a business reception for the Steak Fry, a Wheaton Chamber of Commerce event held in front of the beautiful Danada House on Naperville Road.  You've already registered with the lovely Danielle Ferrari, an Edward Jones representative and a volunteer for the Wheaton Chamber of Commerce's Young Professionals group.  With ticket in hand, you turn to the mass of people standing in clusters, holding drinks and chatting it up.  NOW what do you do?

It's called "working the room."  Whether it's a Chamber of Commerce event or a large conference held by your professional association, facing the mass of people at a business social event can be intimidating.  If you don't know anyone, it can be really confronting… and if you do know someone, it's easy to just "hang" with them and miss the opportunity to meet new people and add them to your network, what I call your "Golden Rolodex."  How can you maximize the value of these events and get a return on your investment?

Here are some tips for "working the room" that may help:

• Create a powerful intention.  Before you arrive, ask yourself, "What is it I want to create or generate from this event?"  Are you there to build on relationships you already have?  Are you looking to cultivate new colleagues and contacts?  Is there someone specific you want to meet?  Spend some time thinking about your intention--then write it down someplace where you can revisit it afterward to see if you met your goals.  Ultimately, you're there to connect with folks in a way that will help them--and you--with your respective businesses or careers.

• Give yourself a "quota" for your connections.  (I like three.)  Create a game prior to the event, something like "I intend to connect with one 'old' friend and make two new contacts this evening."  Share your quota with someone--a colleague, a co-worker, a friend.  Then compare notes after the event.  Did you meet your quota?  If not, what got in the way?

• Divide and conquer.  Make it a point to connect with folks outside of your company or your usual group of friends.  Be cautious about "clustering" too long with people you already know well… it can discourage others from approaching you.  And continue to work your "quota" so you keep on target with your intention.

Much of networking is simple etiquette--you need to take your mind off yourself and project what other people want and need.  Come to an event prepared to get to know people, ask questions, really inquire into their world.    

In my next blog, I'll share some additional tips about how to work a room and connect with people in ways that will make a difference in building your relationships and your business or career.

Vickie Austin is a business and career coach and founder of CHOICES Worldwide based in Wheaton. She'd love to add you to her "Golden Rolodex!"  You can contact her at 630-510-1900 or vaustin@choicesworldwide.com.