Independent Banker - June 2023 - 20

PORTFOLIO LEADERSHIP AT ALL LEVELS
How to work the room
By Lindsay LaNore, ICBA
appropriately. Check social media
for pictures of previous events to
see what people wear, or talk to
someone who's been before.
¡ Arrive early. It's easier to
walk into an empty room than a
packed one.
¡ Scan the room. Look for
people you already know and
people you want to meet. If you
know the organizer, ask them to
introduce you.
Stephen Tramp,
president and CEO
of BLC Community
Bank, attended
his first ICBA LIVE
in 2022.
¡ Check body language. Find
a group that looks receptive
to including another person.
Alternatively, approach someone
who is standing alone. They'll
appreciate the gesture, and it
could be the start of a great
business relationship.
or this, the second in our series of tips for new (and seasoned) bankers,
we're looking at networking-an activity that most people find daunting,
whether they admit it or not!
These days, we do a lot of our networking online via forums like LinkedIn, but
they're no match for meeting in person. Even so, we all know from experience
that working a room can be challenging, especially a room in which we know
nobody. The good news is, having a disciplined approach can work wonders.
¡ Start by planning ahead. What
kind of event are you attending? If
it's a charity event, school or local
economic development group,
think about contributing services
in advance. Keep this generosity of
spirit going throughout the event;
lend a hand where appropriate. It'll
get you a foot in the door.
¡ Have a clear goal in mind.
Why are you going? Do you want
to meet five new people, secure an
invitation to another event or talk
to a specific person? See if you can
find out who is attending by asking
the host for a guest list.
¡ Do your homework. If you
want to speak to a specific
person, researching a little about
them or their business will give
you more confidence when you
start a conversation. If you are
attending a local community group
meeting, look for previous meeting
minutes and agendas to review
before arriving.
¡ Prepare your introduction.
That includes your name, the name
of your bank and your role there,
but think about sharing something
interesting about what you do.
Remember to keep it short, though.
Nobody enjoys monologues.
¡ Make sure you're dressed
F
¡ Listen carefully. Focus on the
person you're with and make eye
contact. Keep the conversation
balanced: Reveal information about
yourself, ask open-ended questions
and focus on what they seem
excited about.
¡ Keep moving. It may be tempting
to stay where you're comfortable,
but you're there to make new
connections. Just don't look like
you're already planning your
next move.
¡ Give and take business cards.
Whether you share a paper or digital
business card, be mindful of the fact
that handing out too many can come
across as disingenuous. Make sure
to follow up with your new contacts
a few days later. Professional
platforms like LinkedIn and email
come in very handy, but don't ignore
the power of a handwritten note!
Lindsay LaNore (lindsay.lanore@
icba.org) is ICBA's group executive
vice president and chief learning
and experience officer
20 // ICBA Independent Banker // June 2023
Photo by Chris Williams
Independent Banker - June 2023

Table of Contents for the Digital Edition of Independent Banker - June 2023
