Whether or not you’ve managed to contact your targeted individuals beforehand, if they’re speakers, you’ll want to make contact during their program. The best time to approach them is just before their program begins. Every speaker, no matter how seasoned, gets a bit nervous before going up on stage and will be grateful for your warm welcome.

So go ahead and introduce yourself, welcome the speaker, and let him know precisely why you chose his session. Presenters are often eager for information about their audience.

When you find your seat, greet the people who will be sitting next to you as soon as you see them. It’s the easiest time to initiate contact since people actually expect a hello. From then on, the best time to start chatting is during breaks. If you’re going to get coffee, you could ask if your seatmates want some too, or you might ask them to watch over your belongings while you go get it. This simple request creates instant bonding on a visceral level, because you’re trusting them with your possessions. When you return, it’s easy to thank them and start the conversation.

During the program, find a good question to ask. You’ll be noticed and remembered because you have been seen. Remember to introduce yourself. Doing so will make it easier for people to come up to you after the session and start a conversation.

When the session is over, wait until everyone else has left the room—the speaker will generally be the last one left. You can then thank him for his speech and let him know precisely what you found most interesting. This information is worth its weight in gold for speakers, and they will be eager to hear more.

Remember, you can be networking at any time during the event: during registration, coffee breaks, or meals. Fantastic contacts can be made everywhere—women are known for making lifelong friends in the ladies’ room. Remember that conferences really aren’t about the sessions– they’re about the people you meet at the coffee breaks! I’ve once attended a three-day conference, without attending a single session. The contacts were invaluable.

Let’s say you’re going to a conference. How can you make sure that you’re making the most of your time there?Here’s a sequence which should help you plan things out.

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A month before the event:
•    Determine your goals and objectives.
o    Research speakers and attendees.
o    Identify those you would like to meet, and why.
o    Set out an agenda for the meeting.
o    Prepare a synopsis for individuals selected, including biographies, pictures, and any personal information you can find.
o    Define what you can do for them—be it in the conference (instant introductions to others they might want to know) or outside.

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A week or two before the event:
o    Start reaching out to your target individuals. If they’re major players, work around them. Offer several meeting options, from a quick cup of coffee to taking them out to dinner, to discuss a subject you know is close to their heart. If the topic is titillating enough, they will accept. Even if the meeting can’t work, they will remember you and your invitation. For second-tier individuals, consider setting up a group event (a group dinner, for example).
o    Research the tribal wear and language and the latest news in the community—you’re gathering conversation fuel.

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…to be continued…