To network well at an event, have a clear purpose, research who is worth meeting, start natural conversations, listen before you pitch, record the context, and follow up personally. Most people only do the third step.
Networking at an event, a conference or a trade show is a process with eight steps. Most people only do the third one, which is walking up to someone.
What event networking is, and what it is not
Effective networking is not a race to collect the most contacts. It is finding relevant people, creating a useful conversation, remembering the context and following through on a specific reason to stay connected. That is the difference between networking and lead collection.
Collecting contacts
- Counts business cards
- Talks to everyone briefly
- Pitches first
- Forgets the context
- Sends the same message to all
Building relationships
- Counts useful conversations
- Meets fewer, more relevant people
- Listens first
- Records context and promises
- Follows up personally
Framework
The 8-step networking system
| Step | What it means | Go deeper |
|---|---|---|
| Prepare | Set a clear goal and know what you can offer | Define your networking goals |
| Identify | Research the people worth meeting | Research attendees |
| Approach | Request meetings and start natural conversations | Outreach and meeting requests |
| Listen | Ask open questions and let people finish | Listen first, be useful |
| Help | Offer something relevant, such as a resource or introduction | Listen first, be useful |
| Connect | Exchange details thoughtfully and write notes | Business card etiquette |
| Follow up | Send a personal message and keep your promises | Follow up |
| Continue | Keep a few thoughtful relationships going | Build relationships |
Exhibitors and attendees
Exhibiting or attending: what changes
The steps are the same, but the starting point is different. An exhibitor has a booth, a team and a list of target accounts. An attendee moves freely between sessions, the show floor and the social spaces.
Treat the booth as one part of your networking
- Agree a goal and a short list of target accounts before the show
- Book a few meetings in advance and leave gaps
- Coordinate with the booth team so contacts have one owner
- Use the quiet hours to meet other exhibitors and attendees
Use the whole event, not only the booth area
- Choose one clear objective and one or two target roles
- Plan your sessions around people you want to meet
- Ask one genuine question, then listen
- Write a note straight after each useful conversation
Framework
Before, during and after the event
Frequently asked questions
How do you network effectively at an event?
Start with a clear objective, research the people worth meeting, request a few meetings in advance, start natural conversations, listen before you pitch, be useful, record the context and follow up personally and promptly.
What should you do before, during and after event networking?
Before: define the objective, research, build a priority list and prepare an introduction. During: start conversations naturally, listen, offer useful context and record notes. After: send personalised follow-up, complete promises and develop relationships where relevant.
What is the difference between networking and lead collection?
Lead collection records contacts and interest for a sales process. Networking builds relationships through relevant conversations, usefulness and follow-through. They can overlap, but the goals and the measures differ.
How many people should you try to meet at a conference?
There is no right number. Use a small number of clear objectives and a short priority list, leave room for unexpected conversations and judge success by useful relationships rather than the count of contacts.
Schedule meetings before the event
Identify priority attendees, send meeting requests and plan conversations before the event. BoothMaven helps exhibitors manage their meeting schedule.