Use These Five Steps for TradeShow Networking

Contemporary networking techniques include connecting with people on LinkedIn, talking to colleagues you meet at industry events, job fairs and during your regular job duties, and meeting people who influence those responsible for hiring. One reason for networking is to get a job, and trade shows offer a perfect opportunity to expand your network. Use these five steps to mine these types of gatherings.

1. Research Trade Shows

Find out which trade shows interest you the most. Ideally, there is one for your industry or area of expertise. Consider things you're passionate about as a hobby as well as your vocation. These gatherings post a list of exhibitors, and that's where you start to make your list of people to contact. You have a chance to tap into a hidden job market with people who may have inside information to your dream job. These connections may pay off in a few months or several years, but you have to make the connections first for the networking techniques to bear fruit.

2. Narrow Your Targets

Narrow your targets to about 20 of the exhibitors listed. This makes certain trade shows worth your while without overwhelming you. From this list, research who might attend the event, such as someone from the marketing team or sales team. Look for an announcement made by the company that says a representative plans to attend the show. That announcement gives you a contact person's name at the end of the press release or blog entry.

3. Research Further

After you narrow down the list of people who might attend the trade show, research those people specifically. This is where LinkedIn, Twitter, SlideShare and other social media comes in handy. Get to know these people by examining what they talk, write and post about on these social media sites. Take notes in an organized computer file to work up dossiers on each person. Getting to know the interests of your contacts lets you find topics of conversation to have at the gathering.

4. Plan Some More

Plan your next move to make your time as efficient as possible. Determine how to attend the trade show; make travel arrangements, if necessary; and then get a map of the exhibit hall. Connect the companies and people on your dossiers on a strategic map that gets you to your most important companies first.

5. Go Live

Once you arrive, start talking. State your interest in the company and how you want to learn more, even though the person in the booth is more interested in what you may want to purchase. Make the connection first, and then probe a bit further by asking some relevant questions, such as: What innovations does the company plan to release in the next six months? What do you like best about working for this company? What do you think your business needs to do better? Do you know of any open positions, and who should I contact about them?

All of these queries at trade shows give you answers you cannot find from ordinary research. Even if there aren't any open positions now, you get valuable information about how to apply for them later. Your efforts should pay off eventually.

Photo courtesy of Steven Damron at Flickr.com