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Coffees, breakfasts, luncheons, dinners and receptions are all part of doing business; they are also essential to attracting business. Being relaxed and friendly at these functions will allow you to meet individuals who could potentially become clients.
Would you prefer not to walk into a social function alone? Are you usually the first to arrive? Have you scheduled a meeting with a client and one of the firm's partners, but the partner arrives late, so you end up carrying the conversational ball for a period of time? These situations can be uncomfortable, but there are ways to overcome the discomfort. The following are a few tips that will help you feel prepared and confident in networking situations.
Anticipate the fact that you will make small talk. If you are not normally a gregarious, outgoing person, it is difficult to know what to say to strangers or people you have just met. The thought of sharing a meal at an event with a table of unknown individuals can leave a person with a loss of words. Prepare yourself for small talk by doing the following
If you are at a complete loss of what to say to someone, a simple technique is self-disclosure – by confessing this is your first meeting, or that you dislike the fish that was served, you open a personal conversation with an individual. Once you have engaged the person, then you can switch to small talk or business-related topics.
When you first arrive at an event, assess the situation. Look around the room. Where is the food, the bar and the head table? Determine where people are congregating. Are they by a bar, a vendor table or just standing around? Is there an activity such as a display or entertainment that people are involved in? Gaining a sense of the room will alleviate some of your discomfort.
This is the time to kick in the “host” behavior your mother taught you. Hosts are in charge and they exhibit gracious manners, greet people, introduce people or start conversations. Change your mental state from being a guest to a host. Even if you are a guest at an event, take it upon yourself to notice lost individuals and direct them to the bar, point out that table 4 is in the corner, or start introductions around the table.
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