Networking At Seminars

I've closed more deals from photographing a table plan than from any pitch. Teach me how to get great at networking, and a table plan is exactly where I would start. The people who are good at networking aren't necessarily the smoothest talkers in the room. They simply did the work before they arrived and are more interested in you than in sounding interesting themselves. Most of the value isn't created at the event at all. It's created before and after it. 1. Before I commit to anything, I ask for the guest list. Who's going, where do they work, and whether it’s worth my time. If I can't get a list, I think hard about whether to go at all. Your time doesn't come back, so make the room earn it. I'm not there to collect fifty business cards. I'm there for a few conversations that do actually lead somewhere. 2. Then I sort the boring stuff, because the boring stuff is what trips people up. A business card, even now, with a QR code I've checked actually works. One broken link can quietly cost you a deal. A phone with enough battery to swap details all evening. And the right clothes for the room. Knowing the dress code does more than make you comfortable. It makes you look like you belong, and people walk towards those who look like they belong. 3. In the room, I keep one rule: The conversation goes both ways. A short, confident introduction is enough to break the ice. After that, I'm asking questions to learn, not perform.  There's good research showing that asking someone for advice makes you look more capable, not less, especially on a hard problem. People remember being asked. The intern you're chatting to today could be running their own company in five years. 4. Now the table plan: If I can’t get the guest list, I photograph any list of names there and name badges before people arrive. By the end of the night, I've got a record of everyone I didn't reach. I did exactly that at The Times CEO Summit recently. I followed up with the people I'd missed, asked for a coffee, and some of those chats are now future projects. Do it within 48 hours, while the event is still fresh in their mind. 5. The part most people get wrong is treating networking as transactional. The relationships that have mattered most to me were built authentically. I worked out what I could offer first, then led with that, whether it was an introduction, some hard-won experience, or a door I could open. Know what you bring and give it without keeping score. None of this is a rigid set of rules. It's about preparation, and genuinely curious about people. Get those two things right, and networking starts feeling like the best part of the job. What's the best networking advice you've ever been given? I'd like to hear it. For more founder questions and answers, join my newsletter: https://lnkd.in/ergDQtiK

Few months ago, I was on a flight and the person next to me asked, “what do you do for work?” The old me would’ve awkwardly engaged in small talk, such as thinking: what do I say? How do I say it? Is it even interesting? However, over the years I’ve discovered one of the best ways to engage is to make it relatable. Instead of saying I work for this company, with this title, and I do ABC, I learned the better structure is actually this: 🔵 Talk about the issues you solve 🔵 The solutions you offer 🔵 Name drop proof You can even use this formula, “You know how (state issue)? So what I do is (share solution). For example (give proof).” Personally, this is what I said: “You know how communicating clearly and confidently is one of the most important workplace skills, but so many people and teams struggle with it? I have a communication book coming out and I speak at conferences about developing leadership communication skills for business growth. It’s where I’m headed to now.” Suddenly, he had so many questions about the book and the work because he could relate. Next time you have to think about crafting a compelling introduction or talk about your work, follow this easy structure. How would you fill in the blank? Let me know below 👇🏻 #smartnotloud #book #communication #smalltalk #elevatorpitch

In a world where every executive has a firm handshake and a stack of business cards, how do you become the person everyone remembers after a conference? After attending dozens in the past decade, I've developed a strategy that transforms conferences from transactional meetups into relationship goldmines. ♟️Pre-Conference LinkedIn Strategy The real networking begins weeks before the event. Review the speaker and attendee lists, then connect with key individuals on LinkedIn with a personalized message: "I noticed we’re both attending the Stand & Deliver event. I'd love to connect. See you soon." This pre-conference connection creates a warm introduction and significantly increases your chances of meaningful engagement. 👗👔The Memorable Wardrobe Element In my early career, I blended in at conferences. Now? I'm known for wearing a little more color (often D&S Executive Career Management teal) or patterns that are professional yet distinctive. When someone says, "Oh, you're the one with the great dress," you've already won half the networking battle. 🤝Contribute Before You Collect** Instead of collecting business cards, focus on providing immediate value in conversations. Can you connect someone to a resource? Share relevant research? Offer a solution to a challenge they mentioned? The executives who stand out aren't those who take the most cards—they're the ones who solve problems on the spot. What networking approach has worked for you at recent conferences? Share in the comments below! #ExecutiveLeadership #NetworkingStrategy #ConferenceSuccess #ProfessionalDevelopment

The advice to "perfect your elevator pitch" is incomplete. That's why your networking events end in awkward silences. Most networking experts say: Have one clear elevator pitch and be concise. Make sure to stick to your main focus. Here's the thing: That approach is actually making networking harder for you. When you say "I'm in marketing," you've just created a conversation dead end. The other person nods politely and you both stand there in awkward silence. If you're already uncomfortable at networking events, this conventional advice makes it exponentially worse. Christian Busch, who studies serendipity at USC, has a completely different approach: serendipity hooks. Instead of giving people one thing to remember about you, give them five things to connect with. This isn't about being scattered—it's about being strategic. Here's what this looks like in practice: ❌ Conventional: "I'm Joe and I'm in marketing." ✅ Serendipity hooks: "I'm Dorie and I split my time between Miami and New York. I write business and career books, and also do a lot of speaking - I just got back from a talk in Dubai. I also write musicals and I'm organizing a concert performance of my new spy musical." Notice the difference in what you've just created? The other person now has multiple pathways into a real conversation. Maybe they're fascinated by musicals, have connections in Dubai, want to write a book, or used to live in New York. They can grab onto whatever resonates and suddenly you're both relaxed and actually talking. People don't need to remember you for one perfect thing. They need to find one thing that they can relate to. Once they do, the conversation becomes effortless. We've been approaching networking backwards. Instead of being memorable for one thing, be relatable in multiple ways. 💾 Save this post and send it to someone who dreads networking events ➡️ Follow Dorie Clark for more

How to network like a diplomat (without feeling fake) Most networking advice is wrong. Diplomats know something everyone else misses. One of the biggest misconceptions about diplomacy is that we're all charming extroverts effortlessly working the room. Many diplomats are introverts. Far happier wonking out on sanctions policy or some obscure political dispute than making small talk over warm white wine. The secret isn't being fascinating. It's being fascinated. One of the most useful things I learned came not from diplomacy, but from an improv workshop. The goal of improv isn't (controversially) to be the funniest person in the room. It's to give the other person something to work with. Great networking works exactly the same way. The aim isn't to impress people. It's to help them tell you something they weren't expecting to say. Instead of trying to dazzle people, try these diplomatic tricks: 1/ Stop asking administrative questions. Most people have answered "What do you do?" 2 squillion times already. Try: → What's keeping you busy at the moment? → What's the most interesting thing you're working on? → What are you spending most of your time thinking about these days? ⤷ You get a person, not a job title. 2/ Look for the deeper conversation. Most networking conversations stay on the surface. We're trained to go one layer deeper. Someone says: "I'm working on a merger." Most people nod and move on. Instead ask: → What's been the hardest part? → How does a merger actually work? → What makes one succeed or fail? Don't be intimidated by expertise. Asking an obvious question often puts people at ease. Most people enjoy explaining something they know well. ⤷ Curiosity is far more attractive than pretending you already understand. 3/ Give people something to work with. In improv, every response should create new possibilities. Networking is no different. Instead of: → Yes, I work in marketing. Try: → I work in marketing. At the moment we're trying to figure out how AI changes customer trust. ⤷ Curiosity needs somewhere to go. 4/ Listen for energy. Pay attention to what makes someone's eyes light up. What excites them. What frustrates them. What they can't stop talking about. ⤷ That's usually where the real conversation lives. 5/ Focus on connection, not collection. I've seen people treat networking like a competitive sport. Collect enough business cards, connections and contacts and somehow success will follow. Diplomats know differently. One meaningful conversation is worth more than twenty forgettable ones. ⤷ Depth beats volume. Most people think networking is about being interesting. Actually it's about helping other people feel interesting. The conversations we remember aren't usually the cleverest ones. They're the ones where we discovered something new. About the other person. Or ourselves. What's the best networking question you've ever been asked?

How Improv Turned My Relationship with Networking Networking often feels like a necessary evil in professional life, but what if I told you it could be a fun and fruitful activity? Let me share how improv transformed my networking approach and led to the birth of WYSH - What's Your Story (huh)? Backstory: Years ago, while pursuing my interests in Washington, DC, on Social Impact Storytelling, I attended various meetups without a clear career path. To make these events more interesting, I decided to treat networking like an improv game. It wasn't just about making connections but about enjoying the process. Here’s how you can do the same: Embrace the Improv Spirit: Start every conversation with a "yes, and..." attitude. It encourages open, expansive interactions and can lead to unexpected opportunities. Invent Creative Introductions: Instead of the usual titles, I used playful introductions like "kombucha chemist" or "aspiring comic." This not only broke the ice but made conversations more memorable. Listen Actively: Improv is about building on the dialogue. Listen intently, and use what you learn to add depth to the conversation, showing genuine interest in others' stories. Offer Unique Value: At one event, I introduced myself as a “storyteller” to a startup founder, leading to a discussion about how I could help weave personal narratives into his company’s mission. This chance interaction sparked the idea for my current business. Follow Up Thoughtfully: Connect on LinkedIn with a personalized message that references something unique from your conversation. It shows you were listening and valued the connection. This approach led me to a startup founder who became pivotal in my career and helped me create a business that aligns perfectly with my passion for storytelling. Networking doesn't have to be drudgery. With a little creativity and genuine engagement, it can open doors you never expected. Have you ever found unexpected opportunities through networking? Share your story; I’d love to hear it! #whatsyourstory #storytelling #networking #communicationskills

𝐎𝐯𝐞𝐫𝐜𝐨𝐦𝐢𝐧𝐠 𝐭𝐡𝐞 𝐅𝐞𝐚𝐫 𝐨𝐟 𝐒𝐡𝐚𝐥𝐥𝐨𝐰 𝐂𝐗𝐎 𝐂𝐨𝐧𝐯𝐞𝐫𝐬𝐚𝐭𝐢𝐨𝐧𝐬 During a recent executive presence training with senior consultants, one common frustration stood out—how to break free from surface-level conversations, especially in high-stakes CXO interactions. Despite their experience, many leaders felt trapped in polite exchanges that lacked substance, and they feared not making the impact they should at the C-suite level. One participant shared, “I’d walk into meetings with all the right insights and strategies, but the conversation would stay stuck in small talk. It felt like a missed opportunity, and I feared I wasn’t building the trust I needed.” Another added, “It’s not about lacking confidence—it’s the fear of never moving past small talk. No matter what expertise I bring, the conversation always stays shallow.” The fear of being stuck in superficial dialogue can feel paralyzing, especially in CXO meetings where every word counts. But here’s the truth: those surface-level exchanges are not only unproductive, they’re holding back your ability to truly influence. In the session, we addressed this fear head-on. Here are 3 key strategies that helped these leaders, and can help you, overcome small talk and elevate your presence in CXO conversations: 1️⃣ Master the Art of Listening: The pressure to speak first can fuel the fear of silence. But active listening is a powerful tool. Focus on understanding the other person’s perspective before responding. Pausing to process their words builds trust and allows you to offer thoughtful, impactful responses—shifting the conversation from small talk to meaningful dialogue. 2️⃣ Lead with Warmth, Not Just Expertise: Worrying about not being valuable in CXO conversations is common. But true influence comes from leading with warmth, not just facts. Share insights and ask questions that reflect genuine curiosity. When you connect on a human level first, you can then transition to more substantial topics with greater ease. 3️⃣ Embrace Deliberate Pauses: Fear of silence often leads to rushed, shallow responses. Strategic pauses give you time to gather your thoughts and reflect before speaking. This approach not only helps you communicate more effectively but also shows confidence and control—key elements in CXO conversations. The breakthrough for many was realizing that small talk isn’t the problem—it’s how you use it. One participant shared, “I now see that the key wasn’t avoiding small talk, but approaching it with a different mindset. Listening more and leading with warmth opened the door for deeper conversations.” 𝐓𝐚𝐤𝐞𝐚𝐰𝐚𝐲: Every CXO conversation is a high-stakes opportunity. Fear of staying in small talk can prevent you from building lasting influence and trust. The next time you engage with a CXO, remember: these moments are about connection, influence, and lasting impact. #ExecutivePresence #Relationships #CXOConversations

Your network is worthless when you actually need it. Unless you’ve cultivated it over the years. Everyone's talking about layoffs, job anxiety and career security. Your network is your lifeline. But not if you only think about it when you're in trouble. After 25 years of coaching executives through multiple economic downturns, I've seen the same pattern. The people who land on their feet aren't scrambling to build relationships when the writing's on the wall. They spent years building authentic connections when they didn't need anything. Most networking advice is superficial. Here's what actually works: 1️⃣ Proactively share others’ wins  When something goes well, highlight  the people who helped make it happen. Send their boss a note. Tag them in your success post. This single habit builds massive  goodwill. 2️⃣ Make introductions that surprise people Don't just connect people in your industry. The VP of sales who loves hiking needs to meet the operations manager who leads wilderness trips. Unexpected connections create value. 3️⃣ Remember what they actually care about Someone mentioned  their daughter's career  search six months ago. When you see a relevant article, send it. Stand out by remembering the human details. 4️⃣ Ask for their opinion on your challenges  "I'm thinking through this issue and could use your perspective" is a form of sincere flattery. People love sharing expertise. 5️⃣ Amplify their voice, not just their achievements Don't just comment on promotion posts. Share their insights. Quote their smart takes in your own content. Make  them a thought leader in your network. 6️⃣ Follow up on the hard stuff When someone mentions a difficult project or family situation remember to check in about it.  "How did that restructuring announcement land with your team?" “How’s your mom?” Real relationships aren't built when you need something. They're built over time with sincere interest in others’ success. It’s a good moment to check in with someone to see how they’re doing.

For 3-years I’ve hosted a no-BS, invite-only dinner for leaders to break bread and build relationships. Most networking events suck. For real. They’re awful. Forced small talk, sales pitches, and rooms full of people who just want to talk about themselves. Nobody actually connects. Nobody actually learns anything. That’s why I started hosting invite-only dinners for marketing, design, product, and tech leaders. No sponsors. No awkward icebreakers. Just real conversations over good food. If you want to do the same, here’s how. Step 1: Personally Invite People (No Automation, No AI) If you can’t take the time to text, DM, or email someone yourself, don’t do this. No mass invites, no event software. Keep it personal, keep it human. Step 2: Pay for It. No Sponsors. No Sales Pitch. If you try to monetize this, you’ve already lost. People can smell an agenda a mile away. The best way to make this work? Make it not about business. Just bring people together and let things happen organically. Step 3: Get a Private Room. No Cameras. No Recording. Public restaurants are too loud. Private spaces create real conversations. No one should be filtering what they say because they think it’ll end up on LinkedIn. Make it exclusive, keep it off the record. Step 4: Let People Order What They Want Catering sounds good in theory. In reality, you’ll get it wrong. Someone’s keto, someone’s gluten-free, someone just wants fries. Let people order for themselves and avoid the headache. Step 5: Keep It Small 10-15 people max. Anything bigger turns into a networking event, and that’s not what this is. Keep it intimate so people can actually connect. Step 6: Be the Connector Your job isn’t just hosting. It’s matchmaking. At the end of dinner, tell everyone: “Find someone here you want to grab coffee with. If you need an excuse, blame me.” Make it easy for people to stay in touch. Step 7: No Branding. No Name Tags. No Corporate Vibes. This isn’t a “leadership roundtable” or some LinkedIn influencer’s personal brand play. It’s just a dinner. Keep it low-key. Step 8: Focus on Stories, Not Titles No elevator pitches. No bragging. The best conversations come from real stories.. especially failures. The more honest, the better. Step 9: Do It Again (But Keep It Small) If it works, do it again. Rotate in new faces, keep the guest list fresh, and never let it turn into a sales funnel. No automation. No scaling. No BS. Just real people, having real conversations, over real food. Onward & upward! 🤘

You're about to spend thousands on a conference ticket, flights, and hotels. And your plan is to "figure it out when you get there." That's insane. I ran THAT Conference for 15 years, 2,000+ attendees. If I were still running it today, I'd be building AI-powered tools to help every single attendee do what I'm about to describe. Let's call it "Clark's Conference Playbook". 𝗕𝗘𝗙𝗢𝗥𝗘 𝗧𝗛𝗘 𝗘𝗩𝗘𝗡𝗧 Start weeks out. Have AI do deep research on every speaker, their topic, their previous talks, and what others have said about the subject. Then rank every session against your actual short, medium, and long-term goals. Not what sounds interesting. What moves the needle. Build a social contact list. Watch the event hashtag, the event's social accounts, speaker profiles. Find out who's going. Start connecting before you ever walk through the door. Now do the same thing with sponsors. Have AI research every single one, what they sell, who they serve, whether they're relevant to YOUR goals. Sorry, but I don't need to visit 40 booths when AI can tell me in five minutes which 3 actually matter. I'd rather spend that time with the right sponsors. Use Claude Cowork to create detailed calendar entries, not just "Session at 2pm" but the why, who the speaker is, what you want to learn, and who you want to connect with nearby. I'd double up every timeslot. Map your hallway time intentionally ;) The best conversations at conferences don't happen in sessions. 𝗗𝗨𝗥𝗜𝗡𝗚 𝗧𝗛𝗘 𝗘𝗩𝗘𝗡𝗧 Voice record every talk. Save the transcript. Have AI generate a summary and action item list on the spot. Then go deeper, have it research the topic further so you leave smarter than the talk alone could make you. After each session, prompt AI with "based on this talk and my goals, what questions should I ask this speaker in the hallway?" Turn every session into a networking launchpad. End each day with a debrief. Feed AI everything: transcripts, notes, conversations, and new contacts. Ask it: What should I prioritize tomorrow? Who should I follow up with tonight while it's fresh? What did I learn that changes my plan? Let your schedule evolve in real time based on what you're actually learning. 𝗔𝗙𝗧𝗘𝗥 𝗧𝗛𝗘 𝗘𝗩𝗘𝗡𝗧 Take every transcript, every note, every contact, and build a full conference brief. Key insights, action items, and a follow-up list: who you want to reach out to, why, and what you talked about. This is where 95% of conference ROI dies. People go home, get busy, and never follow up. Your AI-built brief makes that almost impossible to screw up. Here's what most people miss: AI doesn't replace the conference experience. It strips away all the low-value information gathering so you can spend every minute on the one thing AI can't do. Being human. Shaking hands. Building real relationships. That's the playbook. Save it for your next event. What would you add to this? What's your move at conferences that most people miss?