10 Networking Tips from a Natural Introvert

You would never know it to see me work a room, but I am a natural introvert. It scares me to walk into a crowd of strangers armed only with a badge and business cards. But, I’m in business development, and being a wallflower is not an option.

Here are a few tips I’ve picked up over the years — having suffered only minor lacerations to my ego. Maybe you’ll find a nugget or two that you can use.

1) Do your homework. Remember there is a fine line between selling and stalking. So check out the list of attendees in advance if you can, identify one or two targets that will make the entire event worth your time. Once you arrive, check to see if they have picked up their badges and ask one of the sponsors if they can introduce you. Otherwise, stealthily stalk them.
2) Load up on business cards and make sure you have a functioning pen and tiny note pad. Attention women, our suits don’t have pockets, so you have to get creative. Slide a few business cards into your badge holder or in an outside pocket of your purse. Fumbling around in the bottom of your bag just won’t fly. If you can possibly lock your bag in your trunk or downsize to a smaller, hands-free purse, you’ll be happy you did.
3) I like to grab a quick glass of water and take a lap around the room to see what’s what. If you are starving, grab a snack now while you scan to calm your nerves and free you up to concentrate on the business at hand. You simply cannot balance a plate or drink and comfortably shake hands, make eye contact, exchange business cards and take notes.
4) Now, it is time to a little mental pep talk and wade in. Look for a small group of people who are standing in a row (versus a huddle). You want to avoid the huddle because they are already engaged in talking to one another and trust me, it will be awkward to interrupt. Wait for someone to make eye contact, introduce yourself, and then look expectantly at everyone in the group to do the same. Ask about they do. Don’t start by talking about yourself. The conversation will circle back to you, but by then, you’ll know enough about them to customize your own intro to their interests. If there is a fit, say so and ask for a business card. If not, make a little polite chitchat and move to the next line up.
5) Remember, everyone else is also here to network, so don’t worry that people will feel insulted when you move on. Just say, it was nice talking with you and walk away, no need to apologize or pretend to you need another drink.
6) Speaking of drinks, free drinks aren’t really free; they take your time and attention away from the objective. One cocktail or glass of wine is plenty at a business event. Remember that glass of water from step 3, that’s to make sure I’m not too thirsty to stick with one drink. Perrier or soda with a lime is an excellent choice if you need something to do with your hands.
7) Take notes on the business cards you collect so you can follow-up. People will be flattered that you care enough to take notes on what they are saying. The tiny note pad comes into play when the card is dark and printed on both sides.
8) I like to fold down a corner on the business cards for my best leads. That way I know to prioritize the follow-up. Alternatively, I put the cards for people I don’t need to follow-up with in a separate pocket, or I fold them in half.
9) If this event is going to involve sitting down to a meal, be sure to meet as many people as you can before you sit and then pick an almost full table of strangers so you can meet some new people while you dine. Introduce yourself to everyone before you sit. After the meal, people usually head for the door, so make the most of the pre-dining time. If you can, try to pick a seat at the table that faces the podium so you don’t have to wrench your neck or turn your back to your table mates during the presentations.
10) After the event, follow-up that day or next! After three days, all momentum is lost.

It only takes one solid lead to make an event a big success, and no matter how shy you are, you can survive anything for a couple of hours — even a room full of strangers.