Even the most extroverted person can feel anxious at the thought of attending a networking event. It’s hard work (and let’s face it, a bit awkward) making conversation with complete strangers with the goal of fostering business connections for sales opportunities, career mobility and (hopefully) long-term relationships.

But according to Apollo Technical, an IT and engineering recruiting firm, 80% of business professionals say networking events are essential to career success. Meanwhile, sales training and resource site Selling Signals reports that only 25% of sales reps attend networking events regularly.

After determining that a given promo industry networking event is the right fit for your needs, use these five strategies to make it work for you.

1. Check out other nametags.
Don’t try to strike up conversations immediately upon entering the room. First, focus on your nametag. If you’re asked to fill out your own, take a quick look at what others have written. Are they mostly going with their first name, first and last, and/or including their title and company? Mirror others’ tags and, if there’s room, add an attention-grabbing line, like a fun take on your formal title. People will see it and ask for more information, which should spark a conversation.  

2. Find a strategic spot.
Don’t stand at the front doors trying to make conversation – when they first arrive, most people are looking for food and drinks before getting into networking. Instead, grab your nourishment and then stand at the end of the food/drink line so you’re ready to meet people after they’ve filled their plates and glasses. You’ll have more of their attention, rather than trying to talk to them when they’re focused on the bar. And try to strike up conversation in line as well.

3. Bring plenty of business cards.
Have with you more business cards than you think you’ll need and make sure you can easily access them, like in a jacket or front purse pocket. Also consider revamping your card before attending the event – make sure all information is current and go for a different size and shape than the typical rectangle. A square card made of thick stock, for example, won’t blend in with others when attendees are planning their follow-up strategy after the event.

80%
of business professionals say networking is essential to career success.

(Apollo Technical)

4. Note key conversation points.
As you’re speaking with people, write notes on the back of their card so you can refer to your discussion with the person in your follow-up. If you refer in vague terms to your past conversation, the person may not remember the details. And jot down key points during the conversation – don’t wait for a break during the event because it may never come, and it’ll be difficult to try to remember post-event. Even better, use a mobile CRM to put their information directly into the platform.

5. Follow up with prospects.
The next day, take a few minutes to follow up with sales prospects and other valuable connections you made using the contact information on their business cards. If they’re on LinkedIn, send them a direct message or an email and mention the conversation you had. Figure out what’s appropriate, see if they’re interested in a phone call or coffee to continue the discussion and how you can help each other.