1. Be prepared. Think about what you may have in common with those you’ll be seeing and prepare to talk about that.
2. Don’t wait—initiate. Head for the host or the group that’s the noisiest. Stand on the periphery and smile; someone will save you.
3. Introduce yourself clearly and in context. Say your name and why you’re there, then ask for the same from your listener.
4. Shake hands properly. Firmly and web-to-web.
5. Be specific when describing your services or products your company offers. Don’t just say, “I’m in computers.” Be as specific in as concise a way as is possible.
6. Organize your introduction. Have a 15 second elevator speech. If what you do is complex, use an example or case history to quickly illustrate what you do. Stories, if kept to the point, can maintain and help create listener interest.
7. Inform, don’t sell. When in doubt, low key is always better.
8. Be yourself. Learn all you can about what makes people receptive, but remember there’s no substitute for authenticity.
9. Truly listen. Don’t plan your next line of dialogue while the other person is speaking. Listening helps build confidence and trust.
10. Exit gracefully. If someone is glancing at their watch or looking beyond you, it’s time to go. If you’re trapped, thank them for their time and then walkd a quarter of the room away before starting another conversation.
Follow up. Get their business card and send a personal note. If they say, call and set up lunch, do it.
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