What kind of impression do you make? Do people remember you, and want to connect with you? Or will your business card become just a piece of clutter?
Your influence as a professional will be measured according to your ability to get others to listen and take action.
It can be daunting to introduce yourself at a conference or networking event. Yet those face-to-face moments give you an extraordinary opportunity to grow your professional sphere, expand your knowledge, and tap into emerging trends that directly affect you and your company.
This all begins with your ability to introduce yourself.
At a conference, a fascinating conversation is one that bypasses the usual superficial pleasantries, and instead gets to a stimulating conversation in which both sides deliver real value.
Start with understanding the people around you, and how the world sees you.
5 quick tips for introducing yourself at a conference
When you can be authentic and confident in your introductions, you’re more likely to make a positive impression.
I’m excited to be keynoting at the IBM Smarter Commerce Global Summit 2014 – Tampa in a few weeks. This event includes the crème de la crème of business leaders across categories. If you’re among the 4,000 leaders attending, here’s how to turn your natural conversational approach into a thriving connection.
1. Find one way to ADD VALUE to the conversation.
What problem is your listener facing, and how can you help them overcome it?
From the moment you meet someone, be asking yourself: “How can I add value to this person?” You want your listener to come away from the conversation feeling good about their investment of time and energy.
What can you contribute to the discussion? For example: Has your team recently learned a new way to connect via conference call, or in attracting new customers?
The key here is to add value to every interaction, so that you’re not just occupying conversational space.
2. Ask real questions.
When it comes to first impressions, your questions matter more than your answers.
The goal is to get away from trite topics, and get on a roll together in which you’re both effortlessly engaged in a subject.
You don’t have to be witty or spontaneous to ask great questions. You do have to listen, and be ready to ask real questions.
Examples of real questions:
• “What has been the most successful new business practice you’ve tried in the past year?”
• “What’s the main thing you want to get out of this conference?”
• “What is stressing out your team these days?”
The less trite, the better.
(Sure, you can ask where they’re from. But questions about geography rarely get you very far.)
3. Find out how the world sees you.
How is your personality most likely to impress and influence others? Your personality already has certain patterns of communication, and these shape how people perceive you.
I developed the first assessment to measure how your listener perceives you. The Fascination Advantage® assessment, you’ll find out what type of impression you make, and how others perceive your communication.
Once you know what makes you valuable to others, you’re more authentic and confident, and more likely to make a positive impression. It all begins with understanding how the word sees you, at your best.
4. Consider what people will ALREADY be thinking about and talking about.
It’s much easier to immediately connect with someone if you already know what they are already pondering, struggling with, or excited about.
What will people be buzzing about at your next conference? Is there an industry-wide issue that your peers face? Is everyone jittery about a concerning trend?
Before you attend your next conference, spend just a moment to consider what will already be on everyone’s mind. That helps you get in sync. What will be on your listener’s mind, and how can you become part of their current mindset?
5. Commit to a strong start.
Sometimes, it feels effortful to start a conversation. That’s why people don’t make eye contact, and instead keep scanning the room. Or they give a half-hearted greeting, waiting for the other person to do all the work.
Here’s the problem with that approach: Today, the average attention span is about nine seconds. Every time you introduce yourself, you have about nine seconds to engage your listener.
When it comes to first impressions, a weak start leads to a poor impression.
The first moments of an interaction offer your window of opportunity for connection. If you earn your listener’s interest during those nine seconds, people will be more likely to engage further. If you fail to add some sort of value in that golden window, they’re less likely to listen to what you say, let alone remember you.
Those first nine seconds are worth a little focus and energy, don’t you think?
The purpose of a conversation is not to kill time, but to grow a connection.
As you stand in the registration line, or wait for the next speaker to begin, and you strike up a conversation with the person next to you, how can you turn a random chat into a meaningful interaction? Make the moments matter.
Tweetable Bits:
Tweet: How to make a brilliant first impression: http://ctt.ec/biK9f+ via @SallyHogshead
Tweet: 5 quick tips for introducing yourself: http://ctt.ec/SU11b+ via @SallyHogshead
Tweet: Influence begins with impressions. Make a better impression: http://ctt.ec/gh0oH+ via @SallyHogshead
Tweet: When you feel authentic, you're more fascinating. http://ctt.ec/S5FB8+ via @SallyHogshead
Tweet: The purpose of a conversation is not to kill time, but to grow a connection.
Now, here’s my question to you:
How do you introduce yourself at a conference? Do you have a question, or ice-breaker? Tell me, in the comments below.
I like to ask people I meet: "What do you like to do for fun?" This helps you connect with them on a personal level, rather than strictly business.
I ususally start off by asking people "can you help me?" People love to help others and this typically starts the conversation off in a very positive light. The key is to follow up with a compelling next question.
I have been working a room for 15 years, and the best way to "get" the attention of a new comer is to get to the event earlier then every one else. You can spot a new comer a mile away. I try to get eye contact and then walk up and say "I don't think we've met". I introduce myself and then ask about they. Make sure the intro conversation is all about them. I ask if we can meet for coffee later that week and learn more about them . . . The follow up meeting is where they feel you really are interested.
To Mike M.— What kind of product and industry will you be representing at the conference? Your power question will depend on the product, so please tell us what it is so we can give you the feedback you requested. Thanks, Liz Searcy
I am getting ready to attend a large conference in two weeks as an exhibitor. There will be thousands of people in attendance and you literally have 3 to 5 seconds to engage someone and initiate a conversation. Taking a tip from Jeffery Gitomer, I usually try a "power" question to make them stop and think, consider new information, and respond in terms of me. I would like to get some feedback on good engagement questions that have worked or others. Thank you, Mike M.
Love the new profile pics. Love "tweetable bits". Grow connections, Add value... My best networking secret is to have a goal(s) for the networking, and have a hit list of key people to meet & greet. Who and Why am I trying to meet or what am I currently trying to do with my business and who can help me? I always keep in mind to "not go for the sale" on the first meeting, but start a conversation to build a relationship and give it time to evolve. Surround yourself with people who kickass if you want to kick. ass. I usually start a conversation with a statement instead of a question, like "Wow speaker XXXXX was aawwwwwesome. I feel like I have a million ideas to take back." People usually are way more comfortable offering something up when you offer up first. And talking about a third party and not putting them "on the spot" to directly answer something about themselves. Not me of course, haha but a lot of people are just flat out not comfortable talking about themselves. My biggest challenge is I talk to much. I get so excited to talk industry and biz that I forget to listen! Shocker my triggers are trust, mystique, power...Thanks for being a kickass sharer!
I usually ask new faces at an event "What brings you here?" or notice something about them to ask about - Love your earrings/shoes/tie... The goal is to get more authentic and personal easily and quickly. People feel connected when they feel seen and acknowledged.
I start even before I enter the room, taking a couple of breaths to center myself, and put on my smile. Then normally what happens at the event is people come up to me first who either know me, or want to get to know me. I am known for wearing fascinators in my hair, and I've been told I have amazing energy when I enter the room. (I'm thinking of the big conference in Dallas for eWomen Network). I have had people come across the big ballroom to see what I'm all about, they were attracted to my energy. I like asking what the other is passionate about when we get over the 'where are you from' part.
Two things...(1) Use my flamboyant, sometimes goofy / out there / bright sense of fashion to make an entrance - it speaks volumes to how I fascinate and tends to draw conversation. And (2) from that first "Love your dress/shirt/pin/hat! How are you?" I respond with honesty. Most folks will respond to "How are you?" with "Good" or "Fine" - I honestly tell how I am in that moment and a few details about why followed immediately by "And how are YOU?" which leads naturally to an authentic conversation. Thanks Sally for these insights - has made me think so differently about a number of interactions and love sharing your ideas!
I guess I could use help on this one -- I'm TOO good of a listener, born of the knowledge that men love talking about themselves & never tire of the subject, or at least that's been my frequent experience. Any way to help with this one?
I like to ask, "What are you in to?" That usually gives people permission to talk about what they're really passionate about. Thanks for the wisdom, Sally.
Sally, My two key take aways are to be real and to commit to the conversation. Forget the small talk. Trite conversations are just...trite. Cheers, Marc
I know no one likes to talk about this because it's the hardest and most frightening thing you could ever do, yet the very thing that will reap exponential results and that is to dress in a fascinating, magnetic and attractive way. When you understand the psychology of style, you'll know how to use clothes to draw people to you and get them to ENGAGE you. It's about dressing in a compelling way. You do this and half your battle is solved. You won't have to resort to gimmicky techniques and tactics. Bible says, seek ye first the kingdom of God and all things shall be given unto you. Express what you've found out about your personal style, first beginning with the way you dress, and all things shall be given into you. 🙂 Ps...men are not the only "visual creatures" out there.
When asked what I do, I usually respond, "I'm the communications manager, which means I'm the wordy, nerdy, and slightly absurdy one on the team." It catches attention and breaks the ice at the same time. Our CEO will say it for me if he's introducing me and I don't say it. It was born out of a Facebook question: Describe yourself in four words.
I usually ask a question? Have you been to this conference before? Have you heard this speaker? Things like that.
Thank you Sally & Team! Another phenomenal piece of actionable wisdom. My advice is to laugh at yourself with a quick story about something you struggle with. This should set the tone that everyone in the room struggles with something. From there, its easier for your audience to relate as you help them with their struggle.
The first question at a mixer or conference is always "What do you do?", to which I usually respond with, "What do I do or what is it that most people find fascinating about what I do?" (I often credit you for giving me the idea) I guess I'm lucky that there are indeed millions of people who do find that at least part of what I do is somewhat fascinating. I even made a video called "Who is J S Gilbert? It's less than 2 minutes long https://www.youtube.com/watch?v=VqEYOEeVC5M&noredirect;=1
This is excellent. From a "secret weapon"...sharing a unique perspective is part of being authentic, making it easier for the people you speak with to remember you. It wasn't a conference, but a similar scene, with people I hadn't seen in years. I spoke to man; instead of asking where he living now--because I already knew that from previous chats with others, I asked how his mother was enjoying retirement. It was his reaction that made it memorable for me-he was shocked and began laughing - saying he was ready to launch into his answer about where he lived, etc... and that I really threw him off--and he was happy to talk about something fresh.
I always notice who is new in the room so that is my advantage with meetings and things I attend in the community. So the moment I say, "Hey, you are new face here!" The person already takes a liking to that because it means that they are being noticed. Everyone wants to be noticed! From there I start finding out all about them as much as possible. Then try to make a connection with someone or something I know about the field they are in. And if I don't know that is an even better convo. This is also untraditional but if I can leave a conversation with a hug then I will. I know we are in this very handshake like society, but people never forget the way you make them feel. And I have found hugs to be so much more rewarding than handshakes.
Excellent David! What a clever thing to say, and it's a great icebreaker. It's also a key difference that helps you stand out above your competition. Do you incorporate that wit into your communication with clients?
I usually start a conversation at a conference or networking event with the phrase, "I'm here looking for women, how about you?" I quickly go on to say that as a Painting Contractor, 90% of my business is from dealing with women clients. Then, on goes a great conversation.!