Are you conference-ready?

As I prepare for Inman Connect SFO next week, I'm reminded that there are many benefits to attending an industry conference: learning, keeping up with trends, raising your brand awareness, the opportunity to change the perspective from which you view your company and of course: networking.

For me, networking definitely tops the list and that's where conference-readiness comes in. There's planning before you go, plenty of work during the conference and post-conference home work once it's all over. This may sound easy but these important elements each come with their own challenges: before the conference you're getting ready at work and at home, during the conference there's a lot going on and once you're home the struggle between conference follow up and that pile of work and email that was waiting for you is probably the biggest challenge.

I'd have to say I'd give myself a pretty good score when it comes to conference networking but my game really moved up a few levels after I read a post from Jana Coleman @jcolema4, VP Business Solutions at Leading Real Estate Companies of the World. In "Registering for Any Conference is Just the Beginning", Jana walks through the before, during and after steps with the most practical and useful advice I've seen; advice that I took to heart back in 2011 and continue to follow today. As Jana says, "the finest networkers follow up and follow through on all promises and commitments."

Jana's article is so good, in fact, that we could stop here and just follow her crystal clear instructions. Promise me you'll read and heed Jana's advice and building on that, here are a few more suggestions:

Before You Go

Make realistic goals. Plan to meet five contacts that you pre-arranged and five contacts on-the-fly. Your number may differ but don't over do it. Leave lots of room for spontaneity and when you've met your goal relax a bit. Enjoy yourself.

At the Conference

In addition to Jana's tips, presentation coach Pam Chambers suggests pushing the envelope a bit. Pam suggests you locate and speak to the highest ranking person in the room and the person who you feel most intimidated about meeting. These are great tips for loosening up and will spare you the, "I should have" speech on your flight home.

My friend, professional speaker Marilyn Sherman suggests we all take a "front row" approach. Not just where we sit but in everything we do. Between registration fees and travel, you've made an investment and your actions are key to maximizing ROI. For me this "front row" mindset means heading to that final session even when you're dead tired, running to that impromptu pre-conference dinner even though you just landed and haven't unpacked, and most importantly: reaching out to someone new.

Meeting Someone New

A room full of complete strangers is not always a great place to be. I've been saved many times by someone who has gone out of their way to speak to me and bring me in to their group. When that doesn't happen right away you've got to dive in. When in doubt, find another newbie like yourself.

Once you're an old pro, it's a great feeling to be in the "comfort zone" with friends and colleagues, but remember to find the new person in the room and bring them in.

The secret, we're told, is to be more "interested" than "interesting". Asking someone else questions about themselves is usually much easier than talking about yourself and much better than monopolizing the conversation. If you can remember to put everything else aside and be present with each person you meet, you'll be on your way.

Larry Kendall's Ninja Selling philosophy suggests we ask F.O.R.D. questions to build relationships: questions about family & friends, occupation, relationships and dreams. Rely on these questions when you've run out of things to say.

Follow Through

Thank you notes, Linked-In connections, calls and meetings: be sure to follow through with your promises. Thanking a speaker that inspired you can be the foundation for a great friendship.

Now that you've made your plan, execute and have a great conference!

Photo Credit: http://www.inman.com/inman-connect-sf-15/