Attending events can be a great way to grow your network and connect with key stakeholders within your industry. Events often include keynote speakers and guest panels as part of the agenda who share their expertise on a certain subject with the attendees. In most cases following a keynote or a panel, the speakers hang around after the event to mingle with attendees seeking to connect or ask a follow-up question on the side. This often leads to a flood of people waiting for their turn to introduce themselves which can be overwhelming for the speaker and those waiting to connect with the person. As someone who’s been on both sides of this equation, here are my tips and tricks for making a solid first impression and for an effective follow-up post-event.
BE CONCISE AND MEMORABLE
They say “You only get one chance to make a first impression” so presenting yourself in a professional manner that respects the speaker’s time will go a long way in successfully following up with the speaker post-event. The worst thing you can do is take up all of a speaker’s time by asking questions while not being cognisant of the other people waiting for their turn. I’ve not only seen this, but it has also happened to me a time or two, so my first tip is to be concise and memorable.
When it’s your turn to say hello, always greet the speaker with a firm handshake while making eye contact, clearly conveying who you are and the organization you are representing. You should always thank them for their time and for sharing their knowledge with the audience. I always like to go into the conversation with a question and a connection. The question should be related to the topic the speaker just spoke about and should also reflect your knowledge of the industry or topic. This helps give you credibility in the speaker’s mind.
FIND COMMON GROUND
As for the connection, I try to find someone or something we have in common so that when it’s my turn to introduce myself I can drop that name or thing in common. For example, you might have graduated from the same school, you may have worked for the same company at some point, you might have a close mutual connection, or anything that might make you memorable to the speaker. This helps build trust in the speaker’s mind. All of this can be achieved in under a couple of minutes if done right.
END ON A POSITIVE NOTE
The final thing you want to do is end the conversation on a positive note. If people are waiting to also speak to the keynote or panelist you can say something to the effect “Hey look it was great meeting you, thanks for taking a few minutes to speak with me. I want to give others a chance to speak with you as well, do you mind if I add you on LinkedIn?” This shows social awareness and that you’re thinking of others. It also sets you up to follow up with the speaker on LinkedIn. If you do this right ten times out of ten, they will say yes of course, or even better they will hand you their business card.
Now that you’ve successfully introduced yourself and made a positive first impression, now it’s time for the follow-up!
Generally speaking, most keynote speakers and panelists are industry leaders whose time is limited and sought after so the way you follow up is just as important as the first impression you’ve made. Assuming you’ve already sent a LinkedIn connection request to the speaker following your interaction at the event and that they have accepted here are my tips and tricks for getting a follow-up reply.
Many industry leaders are inundated daily on LinkedIn with people trying to connect or to get time on their calendars so it’s important that not only stand out but provide value. One thing that I like to do when I attend events is to take a picture of the speaker or the panel that I can send in a follow-up message. This shows that I was engaged with the speaker, and it also reminds them of where we met (bonus points if you can include a quote from the speaker that you can say really resonated with you). If you made a good first impression, they will quickly remember you and the conversation you had, where you built credibility and trust for yourself.
Another important thing to remember when following up is to have a purpose. Don’t just ask for something or to “Pick their brain” try to provide value by offering to make a connection or something other than just trying to sell them on something. Sometimes it can take some time to get a reply, industry leaders are busy people who might not often check their mailbox regularly so one thing that can help you get their attention is to engage with them and their content on LinkedIn. Reacting to their content and leaving meaningful comments can go a long way in helping to book a call.
Hopefully, these tips can help you plan for your next event or conference and prepare you to successfully make more meaningful and strong connections with speakers.
by Kris McCarthy