11 ways to connect with the HNW at events

Nonprofits often hold splashy events at the end of the year. Perhaps you’re attending one of these dressy fundraisers filled with strangers, including the high net worth (HNW). How can you put yourself in situations where you can chat with people, letting them know what you do and not come across as pushy? With conversation starters at the ready at these events, waiting in line can turn into an opportunity instead of an inconvenience.

1. Check-in desk. If the event is expensive to attend, there will be a system where your name is checked off a list and you are handed a name tag and an event program. This is your first stop upon arrival, and there’s always a line. This is your first opportunity to chat. Complimenting someone on their outfit is a good icebreaker.
2. The line at the bar. These events usually have an open bar, so guests typically stop at the bar. You chat while waiting in line. You might ask “Is the wine any good?” or “What wines are they pouring?”
3. Photos. There are often two types of photos that get taken: those for the press and staged photos in front of a nice backdrop. For press photos, the organization’s publicity person is usually taking them. Sometimes you get lucky and you’re standing next to a prominent person at the right time since the photographers like group shots. For staged photos, details are taken of those in the photos, which are then emailed days later. There is often a line for this. This is another opportunity to chat.
4. The silent auction. The items are displayed on tables in one section of the room. People linger to study silent auction items or read the details. It’s an opportunity to chat about the items.
5. Sitting at a table. Some events are sit-down dinners. When you are seated at a table, you introduce yourself to the person seated on either side. This is conventional politeness.
6. The buffet line. Other events include dinner where you serve yourself. Buffet lines move slowly. There is plenty of opportunity to speak with the person ahead of or behind you.
7. Enjoying the music. If there is a live band, there should be people sitting and enjoying the music. Wander over and join them. Music fans often enjoy talking with other music fans. Is the band good? Bad? What have they played so far?
8. Walk up to the organizer (or the honoree). Tell them it is a great event. Congratulate them on their award. You enjoyed the comments they made. Both people will appreciate the feedback.
9. The checkout desk. The people staffing the check-in desk transition to the checkout desk later in the evening. People who bid at the live auctions need to settle up or collect their auction items. If you were the high bidder on one of the auction items, you are in line. Chat with other high bidders.
10. Coat check. If it is cold in your part of the world, people arrived wearing coats, which they checked in with a cloakroom attendant. Yes, it’s another slow-moving line and an opportunity to chat about how the night went.
11. The parking valet station. There are many ways these events can be organized to minimize bottlenecks. Parking is not one of them! Unless they have self-parking or a tech-driven system where you request your car in advance, you are lined up with well-dressed people waiting their turn. It is easy to start conversations here about how much you enjoyed the event.

You might be attending an event where you don’t have any friends. That is not a barrier to starting conversations and making new friends.

Bryce Sanders is president of Perceptive Business Solutions Inc. His book “Captivating the Wealthy Investor” is available on Amazon.

For more networking tips, read

• “Make the most of HNW events you paid to attend”
• “Networking to reach high-net-worth (HNW) clients”
• “Networking your way to Top of the Table as a millennial” (MDRT member exclusive)