No matter how striking your business card is, it can’t ask questions or engage in meaningful conversations. You must leave prospects and influencers with good impressions as well as you contact information.

1. Manage the
mingling
No matter how striking your business
card is, it can’t ask questions or engage
in meaningful conversations. You must
leave prospects and influencers with
good impressions as well as you
contact information.

2. 1. Plan in advance.
Know who you want to meet. If possible, have a
mutual friend introduce you so that you come into the
relationship with a good recommendation.
2. Say something.
Have the courage to converse. Plan conversation
starters (see below) and know how to find areas
of interest. Remember, everyone loves to talk
about themselves.
3. Start with getting to
know the person.
If you introduce yourself, then jump into a sales pitch,
you’ll turn them off. Asking questions will help you
build a relationship of trust.
4. Go with small talk.
Just because it’s a business-related gathering does
not mean that you have to launch into a discussion of
your business right away.
5. Keep your
conversations short.
If the other person starts looking around, checking her
watch or fumbling for his cell phone, it’s probably time
to move on.
6. Converse in
the moment
Don’t chat with one person while your eyes are
cruising the room for your next conversational victim.
Pay complete attention to the person you are talking
to at the moment.
Some people believe that the number of business cards handed out or pitches delivered is the measure
of success. This approach, however, is doomed from the start – if people remember you at all it will be as
overbearing and self-centered. The best way to work a room is to ask questions. Show your interest in the other
person by asking a question, listening to the answer, and asking follow up questions. You are much more likely
to be remembered – and in a positive light!
7. Be positive.
Negativity is never attractive. Never criticize the
speaker, the venue or the food – you could be talking
to the caterer.
8. It’s about them,
not you.
People generally like to talk about themselves. Learn
something personal about them – their family, interests
and background in addition to finding out what they do
for a living. This tells them that you care more about them
than their business.
9. Smile.
Even if you’re nervous – you’ll make your new
acquaintances (and yourself) more comfortable.
10. Some new lines.
Try out some networking lines that work for you
and your style.
Personal Questions
Business Questions

3. 13. Ask for their card.
contacts, potential clients or referral sources,
ask them for their card. They will likely then
ask for yours.
14. Now it’s your turn.
More than likely, after receiving your undivided
attention and interest, the person you are speaking
with will probably ask you what you do. This is
the time for your elevator speech (see Spike On:
Elevator Speeches). Make sure you’ve got it down
pat and keep it short.
15. Do lunch.
After the event, if you met people you’d like to chat
with again, call or e-mail them, or connect with
them on LinkedIn, Facebook or Twitter, and remind
them where you met and invite them out for coffee
or lunch.
Want to know more?
Contact Pat Sears (pat@spikeadvertising.com),
Julia Andrews (julia@spikeadvertising.com)
or Ken Millman (ken@spikeadvertising.com)
at 802.951.1700.
Business Questions (cont.)
you’ve ever experienced in your business.
11. Always ask a follow
up question.
Examples include:
12. Offer help.
Think about how you can help your new
acquaintances to meet their business or even
personal goals. Then tell them how you can help
them do things for free. You’re not selling your
services/products at this point, you’re helping.