Let’s face it, walking into a networking event or trade show can feel like speed dating for professionals. Everyone’s got a name badge, an elevator pitch, and a pocket full of business cards. But here’s the truth: the most successful networkers aren’t just there to collect contacts. They’re there to create value. In the IT service and tech world, where relationships drive deals and trust drives retention, the way you show up to industry events matters. A lot.
Whether you’re at a construction trade show, a leadership summit, or a cybersecurity roundtable, here are tried-and-true strategies to help you turn brief conversations into long-term business assets.
Be Intentional: Choose the Right Events
Not all networking is created equal.
Start by identifying events that align with your goals and audience. Target relevant industries and prioritize:
- Industry-Specific Events: Think specific industry groups and trade shows. These offer high-value, targeted opportunities.
- Leadership Forums: These help elevate your brand and you strive to become a strategic partner.
- Hybrid and Online Events: Virtual expos offer reach, but in-person events offer depth. The best strategy? Do both.
Pro Tip:
Use LinkedIn and event apps to pre-scout attendees or speakers you’d like to connect with.Prepare to Engage, Not Just Exchange
You have 30 seconds to make a strong impression so make it count.
- Craft a compelling pitch: What problems do you solve? Why do you stand out? Practice saying it naturally.
- Do your homework: Know who’s attending and what topics are trending. A little prep goes a long way in showing genuine interest.
- Be human: A smile and a handshake still go a long way. Confidence and curiosity open more doors than a hard sell.
Make It About Them
Great networkers don’t talk the most, they ask the best questions. Instead of jumping into a monologue about your services or company, ask:
- “What’s one challenge you’re facing right now?”
- “What brought you to this event?”
- “What trends are you seeing in your projects this year?”
Then listen. And if you can offer a useful resource or introduction even better.
Add Immediate Value
Want to be memorable? Solve a small problem or offer a helpful insight on the spot.
- Recommend a tool, blog post, or contact.
- Share an industry tip you’ve seen work for a similar client.
- Invite them to your next event, webinar or to download a relevant resource.
This isn’t just about lead generation. It’s about lead nurturing.
Follow Up Like a Pro
Networking doesn’t end at the event, it begins there. Within 24-48 hours:
- Send a short LinkedIn message or email thanking them for the conversation.
- Mention something specific you discussed.
- Share something useful such as an article, a stat, or even just a shoutout to their company.
Keep the Connection Alive
The best networkers don’t just show up at events. They show up year-round.
- Engage on LinkedIn: Comment on posts, reshare news, and be visible in your industry’s digital conversations.
- Offer Opportunities: If you see a way someone in your network could benefit from another, make the intro.
- Create Value-Centered Touchpoints: Send quarterly newsletters, host small roundtables, or offer to guest speak or co-sponsor events.
Measure What Matters
Networking is more than socializing, it’s strategy. Always track:
- Number of meaningful conversations (not just cards collected)
- Follow-up conversions into meetings or partnerships
- ROI from trade show presence (leads, referrals, branding lift)
Use tools like your LinkedIn Sales Navigator, or simple tagging in your CRM to measure impact over time.
Networking isn’t about being the loudest in the room. It’s about being the most valuable to your industry, to your partners, and to the people you meet. Show up. Serve others. Stay connected. And next time you walk into that trade show, remember you’re not there to just shake hands. You’re there to build something that lasts and provide value to those around you.
Need an IT Partner that understands how to provide value?
Contact Computer Dimensions today!
