Delegate Guidebook

you. If you mumble when talking, you
are simply projecting: What I am saying
is not worth listening to. There are
plenty other people in the room, why
would anyone waste time with someone
who won’t shake your hand or speak
up? Get out of your comfort zone and
COMMUNICATE with confidence and
clarity.
Ask a question to start the relationship.
An easy way in is to ask a question…
‘How are you feeling?’, ‘Did you see
that last session?’, ‘How did you get
on in your pitches?’ Keep opening
questions lighter, more personal and
conversational. There will be time after
you have made friends to ask about how
to send them a script.
Ask questions and listen
Don’t launch into how cool you are and
how amazing your script is. Doing this
could just get you into the competitive
cycle of mine is better than yours,
and that’s NOT a good way to make
powerful new friends and allies. Ask
questions. Interesting questions. Even
personal questions. Be genuine in
your conversation and listen. You’d be
amazed how much more likeable most
of us become if we just keep our mouths
shut for more of the time. When you
have something genuinely relevant,
illuminating or valuable, of course get
involved. Remember, experienced
people talk about the industry all the time
and most of us can’t compete on that
level, we just don’t have the knowledge,
peer group and relationships. But talking
about ‘the kids’, assuming you both have
children, IS somewhere that you will both
share expertise, opinion and rapport.
Don’t Stay In One Place
Every conversation has a natural life
– when that’s over, move on. Don’t
linger awkwardly. It’s totally fine to say
‘It was great to meet, and there are
so many others I want to meet here
too, so I am going say to goodbye for
now…’ Shake hands, smile and move
on. And if someone says that to you,
don’t get upset. It’s part of the unwritten
agreement we make with each other at
these professional events and parties.
Your need to be ‘right’…
The need to be ‘right’ is toxic - we
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