How To Work A Room

Diane Roundy, Director of Business Development Schenck SC

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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

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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)

Any questions?

Thank you!