Exchanging business cards at networking events

I thought, today, we could spend a moment to learn some finer distinctions in the subject of exchanging business cards at networking events.

First and foremost, in networking, it is always about the other person. And to be clear, let's cut out a tangible ratio: 99% about the other person and 1% about ourselves. This is from a book on networking I read years ago written by Bob Burg, Endless Referrals.

I have seen too many people who are members in a networking group too eager to pass out their own business cards.

Here's what I would say:

Taking into account that it's always about the other person, it is better that we focus on the other person, who is likely a guest at a networking event.

Greet the person, and get to know him.

When it comes to the bit of exchanging cards, always say invitingly, 'Could I have your business/name card please?'

And when they present it to you, thank them while now engaging in questions about their business, and totally focusing the conversation about them and their business. The ratio has been disclosed. Ask questions, gently, about their business and customers.

When is appropriate to pass our own cards?

You will always have a chance, don't worry.

One of the ways is to ask: 'Thank you for your name card! Could I give you one of mine?'

Ask for consent. Rather than just assuming that this person wants your card and you just shoving it to him.

Then when he gives you consent to receive your card, it is a leveraged moment, because he has asked for it and will now treasure receiving it.

And if this guest is a seasoned networker himself, he would now apply the 99/1% ratio himself and get to know you better.

In any case, it is person who is asking the questions who is the real networker. Ask questions, and listen to their answers and think of how you can possibly link them up as a contact.

Hope this helps.