This document provides tips for effectively working a room and turning introductions into leads. It discusses building personal brands and relationships. The key strategies outlined include preparing for the event, entering with confidence, positioning yourself to meet new people, using an introduction buddy system, spending 8-10 minutes per person, asking questions to show interest, and minding etiquette like sending thank you notes. The document emphasizes qualities like listening skills, eye contact, body language, and avoiding excessive drinking or monopolizing conversations. The overall message is to prepare, engage others with warmth and sincerity, and represent yourself professionally while networking anywhere.

1. Effectively Working the Room
The Top 7 Habits of Turning Introductions into Leads
Diane Roundy
Director of Growth and Business Development, Schenck SC

2. Contact Information
Diane L. Roundy, MBA
Director of Growth & Business Development
Schenck SC
200 E. Washington Street
P.O. Box 1739
Appleton, WI 54912-1739
diane.roundy@schencksc.com
920-996-1381

3. Topics
▶ The Power of You – Building Your Personal Brand
▶ Working The Room
▶ Building Relationships – 7 Habits/Experiences

4. The Power of You
Building Your Personal Brand
▶ What is a personal brand?
▶ Why is it important?
▶ What is YOUR personal brand?
▶ How to become in charge of it?

5. Personal Branding – What Is It?
▶ Identifies your individual assets, characteristics, strengths
and skills
▶ It is a mix of how you present yourself and how others see
you
▶ It is essential for career and personal growth

6. Personal Branding – Why is it Important?
▶ If you don’t take charge of your brand – someone will
▶ View your personal brand as a trademark

7. People You Admire
▶ Words that describe him or her?

8. Words that Describe
▶ Doom and gloom riding the broom!

9. Words that Describe – Diane Roundy

10. What is Your Personal Brand?
▶ Ask yourself and write down
– What words describe you?
– What you expect others to experience from you?
– What is the total experience of having a relationship with you like?
▶ Ask a friend the same question
▶ Are the answers the same or similar in meaning?
– If they are, good for you!
– If not, you have some work to do.

11. Personal Strategy Map

12. Building Relationships
▶ 7 touches/experiences
▶ Your own style
▶ Consistency

13. Building Relationships
▶ With your
– Staff
– Clients
– Client’s family
– Your partners….Hospice, pharmacy
– Community

14. WORKING THE ROOM
BY SUSAN ROANE

15. Working a Room
▶ The ability to circulate comfortably and graciously through
a gathering of people
▶ Creating warm and sincere communication
▶ Establishing honest rapport
▶ How to start, continue, and end lively and interesting
conversations

16. Roadblocks
▶ Number one social fear?
– A party with strangers
– Most would rather speak in public (fear number 2)
– Less than .0025% say they actually enjoy walking into a room full of
strangers

17. Types of Roadblocks
▶ Don’t talk to strangers
▶ Wait to be properly introduced
▶ Good things come to those who wait
▶ Better safe than sorry
▶ Negative self talk
– I’ve always had trouble meeting people; I don’t have anything
interesting to say; Why would anyone want to listen to me?
▶ Nothing ventured, nothing gained

18. Remedies
▶ Identify common ground with strangers
▶ Practice self introductions
– “Hi, I am Diane Roundy, the Director of Growth and Business
Development of Schenck. I am here to get to know the people at
XYZ Company.”

19. Remedies
▶ Move from “guest” behavior to “host” behavior
▶ Respond to rudeness as you would to the flu - fly the coop
and move on!
▶ Quality Contacts

20. How Not to Work a Room
▶ Technical skills are not enough, you need warmth and desire
to work a room
▶ Inappropriate humor: Use the AT&T test (Appropriate,
Tasteful, Timely)
▶ One drink too many
▶ Monopolizing someone’s time
▶ Wearing casual at a suit event

21. How Not to Work a Room
▶ Overloading your plate at a buffet
▶ Eating, drinking and talking simultaneously
▶ Loudness
▶ The hard sell
▶ Not following through on promises
▶ Complaining--about the room, the food or other attendees

22. Preparation
▶ Planning your presence
▶ Positive attitude
▶ Focus on the benefits
▶ Plan your self introduction (no more than 10 seconds)
▶ Wear your name tag and bring business cards
▶ Prepare your small talk

23. Preparation
▶ Remember eye contact and smile (avoid a “roving eye”)
▶ Picture your handshake – avoid the “jellyfish,” “knuckle
breaker,” “finger squeeze,” or the “covered handshake”

24. Strategies
▶ Enter the room with confidence
▶ Orient yourself
▶ Look for people you either know or want to know
▶ Position yourself between the entry and buffet/bar

25. Strategies
▶ Use the buddy system and introduce each other around
▶ Split up as soon as possible
▶ Seek out the “white-knuckled drinker” and other people
who will appreciate your interest and conversations
▶ Place your nametag on the right hand side
▶ You don’t need great opening lines
▶ Anything will work if it’s done honestly and with a smile

26. Strategies
▶ Don’t be afraid to move in and join conversations already in
process
▶ Approach groups of three or more
▶ Be open to others who “want in”
▶ Name nightmare
▶ Moving on
– Spend no more than 8-10 minutes with any one person
– Graceful exit: “Excuse me”
– Thank the host

27. Keys to a Lively Conversation
1. Current news
2. Know something about the event/organization
3. LinkedIn – who will be there
4. Use humor
– Is it tasteful, timely?

28. The Significant Seven
1. Listen actively, not passively
2. Eye contact
3. Nodding
4. Smiling and/or laughing
5. Asking relevant questions that indicate interest and making
statements that reflect similar situations
6. Facial expressions
7. Body language that is open and receptive

29. Working the Rules of Etiquette
▶ People with good manners are those who treat others in
such a way that everyone is comfortable with them
▶ People with good manners treat others with respect
▶ Courtesy is the cornerstone to good manners
▶ Manners are 99% common sense and 1% kindness
▶ Handwritten “thank you” notes

30. Introductions
▶ Invite another to attend with you:
– YP
– Client
– Co-worker

31. Summary
▶ Thou shalt prepare
▶ Thou shalt attend
▶ Thou shalt try strategies
that feel comfortable
▶ Thou shalt say something
▶ Thou shalt mind thy
manners
▶ Thou shalt avoid the
common clutches
– Arrive too late
– Leave too early
– Drink too much
– Gorge at the buffet table
– Misuse the buddy system by
joining yourself at the hip

32. Summary
▶ Thou shalt remember the E’s
– Effort
– Energy
– Enthusiasm
▶ Thou shalt dress appropriately
– Unsure? Ask!
▶ Thou shalt bring thy sense of humor (AT&T method)

33. WORKING THE WORLD
Wherever you are, whatever you are doing, you
can be networking

34. Any questions?
Thank you!