Ever get tongue tied, nervous or freeze up in social situations? Do you wish you could be one of those people who can walk into a room of strangers and leave with new business leads and even a few new friends? Roundy will present the topic, “Effectively Working the Room,” an overview of networking basics, how to meet key people and hold lively conversations while creating long lasting professional relationships.

1. How To Work A Room
Diane Roundy, Director of Business Development
Schenck SC

2. 2
How To Work A Room
by Susan RoAne

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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

4. 4
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

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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?

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Remedies
• Identify common ground with strangers
• Practice self introductions
– “Hi, I am Diane Roundy of Schenck and I specialize in
Business Development.”

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Remedies
• Move from “guest” behavior to “host” behavior
• Respond to rudeness as you would to the flu - fly the
coop and move on!
• A study of 2000 millionaires by Georgia State
Professor Thomas Stanley noted they all have two
things in common: Rolex watches and an “uncanny
ability to distinguish quality contacts.”

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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

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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

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Preparation
• Planning your presence
• Positive attitude
• Focus on the benefits
• Plan your self introduction (no more than 10 seconds)
• Prepare your small talk

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

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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

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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
• Wear your name tag and bring business cards
• You don’t need great opening lines
• Anything will work if it’s done honestly and with a
smile

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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”
• Moving on
– Spend no more than 8-10 minutes with any one person
– Graceful exit: “Excuse me”
– Thank the host

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Five Keys to a Lively Conversation
1. Read one newspaper a day
2. Listen to the radio
3. Read newsletters, professional journals

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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

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

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Introductions
• Introduce a junior executive to a senior executive
• Introduce a fellow employee to a client
• Name nightmare (memory lapse)
– “Forgive me--I can’t even remember my own name.”
– Introduce the person you are with

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Working the World
Wherever you are, whatever you are
doing, you can be networking

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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

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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)

22. Any questions?
Thank you!