How to Work a Room

Donn Davis, in his Survival Skills for the Modern Man, reminds us the John Keats wrote, "Conversation is not a search after knowledge, but an endeavor at affect."

Here are Davis' rules for making an impression:
1. KEEP MOVING: Your goal is to exchange a pleasant comment or two and smile as you move to the next group
2. REMEMBER NAMES: People are flattered when you remember their names.  Before the event, go over the attendee list.
3. LOVE THE ONE YOU'RE WITH: Give the person you are talking with your undivided attention.  Two minutes of laser-like personal chatter goes a long way.
4. DON'T FORGET THE LITTLE PEOPLE: The tendency is to talk only to those at or above your level in the power structure.  Make sure you spend time with administrative assistants and people new to the organization.  You can learn a lot from them.
5. TAKE THE INITIATIVE: Most people are flattered when approached.  Just walk up and introduce yourself.
6. CIRCLE BACK TO THE MOST IMPORTANT CONTACTS ON YOUR WAY OUT: Last impressions can be the most memorable.

More Networking Tips:

Name Badges: Wear a name badge at all times.  As a vendor, feel free to insert your business card into your name badge to further promote your logo, etc.

Business Cards: Jot down notes on business cards (i.e. information they told you, your observations, physical or personal characteristics).

Promotional Material: If requested, mail within 48 hours after the event, with a personal note letting them know you appreciate their interest.  Follow up with a phone call within a week.