Masonry Magazine December 1999 Page. 34
MASONRY
SHOW
Las Vegas, Nevada
Feb 9-10, 2000
Make Yourself Known
# A Guide to Convention Networking
By Richard G. Ensman, Jr.
Conventions are one of the best ways to make yourself known within your profession or industry. Equally important, conventions are one of the best places to meet people who may help you become more successful. How? New contacts can help you obtain exciting new products... acquire new customers... learn about new innovations... forge new partnerships.
So next time you attend your convention, don't be a passive observer. Instead, use a few of these twenty-five tips to start you on the road to new acquaintances and new adventures:
1. Organize pre- and post-convention events, such as post-convention wrap-up seminars or pre-convention travelogues.
2. Circulate position papers. These need not be elaborate. Jot a few pages of your thoughts on the current state of your industry, legislative matters, or other issues of pressing concern.
3. Let colleagues know you'll be there. Make telephone calls or send e-mails to people you want to meet beforehand.
4. Join a committee. This might be the convention marketing committee, the budget committee, or the program committee. Committee service is a great way to meet the movers and shakers in your industry, as well as the people they know.
5. Volunteer. If committee work is not up your alley, offer to host a reception for speakers, introduce a speaker before a seminar audience, or moderate a panel discussion. Or propose a volunteer opportunity of your own.
6. Look sharp. Don't underestimate the importance of dressing well in places where you'll be noticed.
7. Wear your business identification. This might be a convention button or badge, giving others the opportunity to address you by name. Better yet, wear a button displaying your business name and logo.
8. Publish an article for the convention newspaper. Describe the steps you took toward a major accomplishment. Share information about a new selling technique. Be sure to mention your telephone number and e-mail address.
9. Organize a lunch or dinner. Invite peers you meet to join. If you're interested in hosting a roundtable lunch on a specific topic, place a public notice in the convention hall with response instructions.
10. Set up your own reception. A small seminar room might be a perfect place for your own informal gathering. If you're trying to make your business better known, you might request that your reception be part of the formal convention program.
11. Circulate your business cards. Give them to everyone you meet.
12. Leave business cards and brochures everywhere. Leave a few cards at popular booths or gathering places. Ambitious folks even leave them in restrooms.
13. Meet and greet the speakers. They may gather in a convention lounge, and the lounge may be open to convention-goers.
14. Offer to speak. Remember this doesn't have to be an in-depth talk. It might be nothing more than participating in a panel discussion. This is a great way to build exposure.
15. Use booths as meeting places. Don't assume that the only reason to stop at a booth is to examine products. It's a great way to meet your peers and talk about items of mutual interest. And if you notice a booth that attracts innovators, stay close.
16. Sit strategically. If you arrive early at a seminar, sit squarely in the front of the room; some attendees might assume you're associated with the speaker, and will visit with you. You'll also be able to chat briefly with the speaker. Alternatively, sit near the door and greet participants as they come in. You'll be amazed how strongly people will be attracted to you when you assume this stance.
17. Stalk the leaders. Here's another way to meet convention organizers or seminar leaders: Arrive early at events where they'll be speaking. Stand near key entrances or registration tables and be ready to introduce yourself.
18. Use the bulletin boards. Want to gather convention participants for a special discussion? Tack a note on the board.
19. Announce yourself. When you introduce yourself in person, or during a meeting, offer your name, your business name and, if appropriate, a