True confessions: I’m an introvert. I do not like talking to people I don’t know. However, I will be entirely unsuccessful in my profession if I do not meet new people.
For so many professions, meeting new people is crucial to success. And for people like me, networking is a dirty word. So, how can we make networking less painful and more doable?
Attending professional conferences provides an excellent opportunity to engage in networking. Here’s a template for networking at conferences even when it’s not your favorite:
The first step is to attend a panel, talk, or discussion and PAY ATTENTION. While listening, jot down some interesting ideas you hear the speakers sharing. Plan out what you will say based on the template below. When the session is over, choose one of the speakers, go to the front of the room, and start things up.
Start by introducing yourself briefly. For example, “Hello. I’m Cat Kingsley Westerman, and I am just getting into the short-term rental business with three properties.”
Then use HEC (Headline – Example – Comment).
Give them a headline:
H: “I found your comments on short-term rentals interesting.”
Then an example:
E: “That was a great story about the people who put thought into their interior design and had a 50% bump in occupancy.”
Then, a comment:
C: “I would like to know if I can have a similar effect by changing the exterior of my property.”
Finally, follow with a question:
“What are your thoughts on that? What other advice would you give to someone like me?”
Interactions like this demonstrate that you are smart and well-informed, make the speaker feel good, and create new connections with other smart people in your field. Set a goal for yourself for how many people you will meet at the conference and watch your network grow!
