Why your smartphone should not accompany you to networking events
I attended the annual Gov Con awards this past week in Washington DC. This is the event recognizing leaders in the government contracting space. There were over 1,300 people in attendance. It occurred to me that I would have a great opportunity to observe various approaches to networking. I had recently written an article about referrals that apparently struck a chord with many readers, and figured this would be a good follow-up topic.
I then saw something that caught my attention: Around the perimeter of the large crowd, there were dozens of would-be professionals checking email, texting, and generally using their smartphones. We all know it is bad form to check your email during dinner (my wife was kind enough to not-so-gently explain that to me a few years ago). Maybe these people had a pressing need to send a text to their buddy instead of investing in face-to-face time with people in their industry at the very event their company paid for them to attend.
I made it a point to write down the company names from their badges and have listed them in the next paragraph.
Nah – I wouldn’t do that (Were you scared that you or your company would have made the list?). However, when you or a knucklehead at your company is focused on your phone instead of the people in the room, anyone passing by can take notice. They might even walk right past you and speak to your competitor who is not distracted by his or her phone and is more than willing to discuss your client’s most pressing issues. I had a few other observations to help attendees and organizers for these award events:
- Know your VIP’s names: Twice during the event the co-hosts mispronounced the names of sponsors. The great line of the evening was when Vic Seested of UBS was introduced to present an award and the host introduced Vic as his “good friend” and mispronounced his last name. Vic, without missing a beat, said with a smile “We must not be that good of friends since you couldn’t pronounce my name.” He got a huge laugh from the sell-out crowd. The co-hosts remain nameless as they generally did a fine job with nothing but the best of intentions. Take the time to review everyone’s names and ensure proper pronunciation of the sponsors, finalists, and winners.
- Don’t be attracted by numbers: A friend of mine said “This is an awesome event. 1,300 people. Wow!” Keep in mind that in a networking situation, size doesn’t matter (so much). If you have about an hour to network, and you spend 3 minutes with the average person, you only have time for 20 conversations. Most of us would be lucky to have 6 conversations with people we don’t already know. I recommend smaller groups of your ideal audience. In a group of 30 people, you can connect beyond a superficial level. In addition, the first person you meet might actually remember the problems you solve for clients when they meet someone else who could benefit from your services.
- You are NOT there to close a deal: One of the biggest mistakes I see at networking and tradeshow events is the person who quickly discovers an ideal potential client. They quickly go into “sales mode” and try to close a deal. Let me let you in on a little secret: It’s not going to happen. If you uncover a potential fit, your goal should be to setup a firm meeting to discuss it in an appropriate setting. You are both there to network. So, neither of you should monopolize the other’s time. If you want to use your smartphone, you now have my permission to check your calendar, and find a mutually agreed time to continue the conversation. Steve Dorfman would then say that you should send them a calendar invitation to confirm the meeting.
With the exception of jotting down a note, or checking your calendar, your smartphone does not have a place at these events. Oh, and for those of you who like to tweet during a function, the speaker and those surrounding you just assume you are sending messages to a friend or checking email… put it away. If you are a news reporter displaying a press pass, go for it.
What great networking stories can you share?
About Ian AltmanIan is the author of Upside Down Selling, an Amazon #1 Best Seller. CEO’s partners and executives call on Ian as a trusted author, strategic advisor, and speaker on sales and business development (some people even think he’s a good guy!). Every day, he helps his clients discover how to flip the buyer-seller dynamic on its head, regain control of the sales process, and earn the role of trusted advisor to dramatically grow revenue.
Category: Consultative selling, Networking, Upside-Down Selling
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A lack of discipline is what should be left in the car, not the mobile phone. The most modern mobile communication devices can and should be used to gather/exchange contact and company information in no more time than it takes to hand someone a business card. It only takes a second using your smartphone to process an image of the Quick-Reponse Code (“QR Code”) commonly found on corporate materials and business cards. We already see QR Codes everywhere, like bus and subway stops. Just take a snapshot of what you want for detailed analysis later. Near field communication (“NFC”) will make the smartphone an even more important tool at networking events.
Jim – you make some great points. Thank you for contributing to the discussion.
As usual, Ian, sage advice from a pro and a nice plug for Steve D as well. I’m glad I can count you lads as trusted advisors.
Art,
Thank you for the kind words.
Ian
Brilliantly done Ian!
You have a special gift. I totally get your point and I agree with you completely. I wish that the landscape of today’s networking circles were different. I suspect that folks like us will be increasingly in the minority moving forward but let’s keep our fingers crossed:-).
Marvin,
Thank you for dropping by and sharing your thoughts.
Ian
Great post Ian! It never ceases to amaze me the number of folks locked in to their phones at events. I agree that you should only use your phone for exchanging information or calendar cross-checking, and perhaps live tweeting at events where appropriate! When Chris Brogan and Scott Stratten give you “hashtags”, you know its OK!
Melanie,
Thanks for participating. Clearly, at a social media event when the speaker provides a #hashtag, it’s ok to comply.
I was at an event when a friend a couple of tables over was taking notes on her iPad and sending tweets. A person at my table said “Look at that woman checking her email right in front of the speaker. I’m going to be sure to never do business with that company.” I set them straight since I knew the other person, but beware of the impression you might be leaving.
Ian
I attended the Women Who Mean Business Awards earlier this year and they actually had a contest for tweeters! The hashtag was announced at the very beginning and displayed on the screen for all to note. Then everyone was encouraged to tweet in order for a chance at a prize (which wasn’t disclosed). Honestly, I don’t normally tweet during events but I joined the masses for a short while. Then I felt like I was missing the program entirely and stopped. It was so disrespectful to the honorees when everyone had their head down and in their phones. I am sure you have some advice on this one Ian!
Barbara,
I never saw you as someone who would be swayed by peer pressure
“It’s OK to tweet… all the cool kids are doing it.” I was speaking at an event where social media was an integral part. I told the audience “After each segment, I am going to pause for a minute so you can tweet or post without missing what we’re discussing.” The speaker and the audience have to be working together. Otherwise, you may send a ton of tweets, but who knows if you’ll miss the point of the session.
Thanks for sharing your experience with the community.
Ian
I was actually at the same event (nice to see you there) and was blown away by the number of people standing off by themselves playing with their phones. This particular program attracts a first-class crowd of leaders and business champions in the market, so every second looking at the phone was a wasted opportunity to meet someone new or touch base with a great contact.
Vic’s retort was also a great moment.
Fred,
It was great seeing you, there. I loved how when we saw each other you gave me a genuine welcome, and then said “we already know each other.” We both made it a point to introduce the other to new people we were meeting, but you didn’t fall into the trap of just hanging with the folks you already know.
I look forward to seeing you at the IESBD at the end of this month. Should be a great session.
Ian