Question: As a small business owner in the Sales and Services sector a significant element of our
marketing effort revolves around Networking events like Exhibitions, Conferences etc. I find the
initial challenge of meeting someone new or introducing myself to a stranger to be downright daunting.
Once I know someone and they know me I feel much more at ease and can build and develop good long term personal and business  relationships. Apart from having a vodka or two to decrease nerves are there any other techniques I can use to help in these situations? George

Answer: You are not alone George. Many people find those ‘introductions or moments of initial contact’
to be at best a challenge and at worst terror inducing. Tempting as it may be, you should resist the
‘vodka option’. There are a number of ideas, tools or techniques that you should consider…

First of these is aim to make others feel comfortable, do this by showing interest, by maintaining eye
contact, asking questions and listening… Don’t wait for others to be friendly, show them how… because
George, people may forget what you say but they will never forget how you made them feel.

A simple technique is to lean toward the person you’re meeting with a firm handshake and a smile – this
helps to make you appear self confident, at ease and interested in the other person. And in your mind
pretend that every single person you meet has a sign around his or her neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you will succeed in life. (That’s a lesson from Mary Kay – the Cosmetics Supremo)

In advance of the conference prepare some interesting conversational topics or questions – those of most relevance to the meeting or the other party will work best. But remember that you get one point for sharing your own topics of conversation and twice as many for your genuine interest in someone else’s.

Be enthusiastic, well rounded, well intentioned, well informed and respectful … convey that enthusiasm, respect and genuinely like people. Don’t monopolise (or get stuck with someone just ‘cause they’re nice). Say; “I better let you move on, I’m sure there are loads of other people you’d like to meet”.

Make introductions of others with enthusiasm and compliment people sincerely wherever possible.

Be able to laugh at yourself and be honest … for example if you forget someone’s name ‘fess up, apologise and smile – it happens to us all.

A good book to read on this topic is: How to Work a Room (HarperResource, 2000), by Susan RoAne.

Really big people are, above everything else, courteous, considerate and generous – not just to some
people in some circumstances – but to everyone all the time. Thomas J. Watson IBM President