Networking at conventions

Roslyn Goldmacher, president and chief executive officer of the Long Island Development Corporation, offers the following suggestions for networking at conventions and seminars.

* Wear your name tag on your right shoulder. When someone shakes your hand, his line of sight is to your right shoulder.

* Make sure your name tag has big letters.

* Eat early. It’s hard to eat and mingle. Get your fill when you first arrive so you are free to shake hands, talk without spitting food, and to work the crowd effectively.

* If you attend a meeting with a friend or associate, split up. It’s a waste of time to talk, walk or sit together.

* If you know nobody, stand in the food or bar line. That way, you’ll always have at least two people to talk to — the one in front of you and the one behind you.

* Don’t be afraid to go up to another lost soul, extend your hand, smile and introduce yourself.

* Be happy, enthusiastic and positive. Don’t grumble or lament your tough day. People want to do business with a winner, not a whiner.

* Don’t butt in. Interrupting can create a bad first impression. Stand close by, and when a pause or opening appears, jump in.

* Know when to cut bait — don’t hang around someone who is of no possible use to your business. Move on to the next person.

* Stay until the end. The longer you stay, the more contacts you make.

* After the seminar or convention, follow up good contacts with a letter or phone call immediately.