Networking with high-net-worth individuals can be easier than it sounds. In many communities, the charity and nonprofit sectors become a great entry point because you’re united in support of a worthy cause. Once you pay membership dues or buy a ticket to the fundraiser, you’re in the right room. How do you turn that into meeting potential new clients?
- Don’t be intimidated. Assume everyone is an equal. You all support the same cause.
- Look for the singletons. You are not the only person who came alone to this event. Put on a smile and walk over to someone to start a conversation. They are probably also looking around for someone to talk with.
- Ask the icebreaker questions. The standard ones are “Where do you live?” and “What do you do?” Also, you can draw them out with more questions, such as “What is your connection to the organization?” which gives you both opportunities to exchange information. You also can learn a lot by asking, “Are you involved with other organizations? What are they?”
- Find shared interests. Conversation flows easily if you can discover their passion. It might be travel, cooking or fine dining. It might be investing! Once you find this topic, you can get them talking.
- Less is more. We have all been in conversations that have gone on too long. It becomes awkward as you run out of things to say, and you appear clingy. Smile again, thank them for talking and cir You can always reconnect later in the evening.
It is easy to start conversations with strangers, and you improve with practice. As you attend more of these events, you also will start seeing lots of the same faces and conversations will flow more easily.
Bryce Sanders is president of Perceptive Business Solutions Inc. His book, “Captivating the Wealthy Investor,” is available on Amazon.
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