How to Work A Room

Are you planning to attend a Chamber of Commerce "mixer" or any other business networking event this summer? If so, here are some suggestions on how to work the room. It's a four-step process. The steps are: (1) the walk-up; (2) the follow-up; (3) the inquiry; and (4) the close. 

Walk-Up 
The walk-up is a 15-second self-introduction. Basically, you walk up to someone you don't know, and introduce yourself and your company. You've got to prepare this introduction ahead of time, and practice it until you have it memorized and it sounds natural to you.
 
The self-introduction consists of the word, "Hello," followed by three sentences. The first sentence gives your name and the name of your company. The second sentence is your unique selling proposition (USP). The third sentence tells why you are attending the event and concludes with something like, "and I'm pleased to meet you."
 
Practice the self-introduction at the office until you get it honed to 15 seconds. The second sentence is the most important one. Here's why.
 
Follow-up 
The person you just met will immediately start talking when you stop. With any luck, he or she will hone in on your second sentence -- your USP -- and ask you a follow-up question about it.
 
When that happens, you deliver a 30-second story. Think of it as a 30-second radio commercial. Instead of talking about your product features, focus on the benefits to the customer. You've got 30 seconds to explain "what's in it for me" by using your services. 
 
Inquire 
As soon as you finish the follow-up, immediately move to the inquire step. Your goal is to get the person you just met to comment on your commercial and start thinking about ways he or she could benefit from your services.
 
The inquire step consists of three sentences. Here's an example: "I hope that gave you the information you needed about our company. But enough about us. Tell me about yourself and how much time you spend on the road."
 
Close 
The purpose of the close is to get permission to stay in touch. You signal the end of the conversation by exchanging business cards. Make a one sentence summary comment about your company and then ask for permission to stay in touch. For example: "Would you like me to give you a call to discuss ways we can turn your overnight trips into same-day round trips?"
 
For more information about how to work a room, give us a call at (800) 769-6082 or write to us. We'll be glad to write a walk-up, follow-up, inquire, and close for you.