Conversation Tips: Networking with a High-Level Executive

Meeting with a high-level executive can be quite nerve-wracking, especially if you have never met them before. Yet, if you want to get ahead in your career or in growing your business, you should be open to networking with other professionals in your field. Networking is important for discovering people and business opportunities. You’ll need to make your conversations productive, even if it simply involves making small talk. Here are five things to keep in mind when networking with a high-level executive.

1. Don’t Underestimate the Value of Small Talk

Making small talk is a natural way to start and finish even the most awkward of conversations. The key is to make it sound effortless while also making yourself and the other person feel more comfortable. Don’t assume you’re the only nervous one. After you start the meeting with a little small talk (e.g., "How is your day going?"), get to the point of the meeting so they can focus on that instead of wondering what your intentions are. Knowing a little bit about the person beforehand can help you find a common interest to enhance your small talk, but don’t make it obvious that you did your research. For example, if you know they are a fan of a local sports team, you can ask as you’re getting up to leave, “Will you be watching [insert team name here] this weekend?” Do it in a way that seems and feels natural. And don’t take too long doing it. It should be reserved for when you initially sit down and when you’re getting up to leave. The rest of the conversation should have a focus.

2. Don’t Act Like Their Time Is More Valuable Than Yours

It might be instinctive to be overly appreciative that they’re talking to you and to even apologize for taking their time. Don’t do that. Doing so implies that your time isn’t valuable, that you have nothing to offer, and that you are inferior to them. There’s obviously a reason why you want to network with them, so focus on making that reason apparent, and be confident in the fact that you have something of value to offer, even if that is just making their acquaintance. Choosing to wear embroidered business professional clothing that you look and feel good in can also boost your confidence when networking.

3. Prepare Your Elevator Pitch

If your networking agenda is preplanned instead of a spontaneous meeting, prepare some facts that can be tossed about in conversation. Even in the absence of a planned networking event, you should always have an elevator pitch in your arsenal just in case you do bump into someone you’d like to invite into your inner circle. That speech should say, in a few short statements, what you do and what your goals are. Don’t bore them with mundane details. An elevator pitch should last between 20 to 30 seconds, no longer, and avoid industry jargon. Make them understand a bit of what you do, and leave them wanting to learn more. Giving them too much information can have the opposite effect.

4. Be Cognizant of the Time

If you’re at a social event and are pleased that you were able to capture the attention of a high-level executive, do not dominate that guest’s time. If the person comes back to you and seems to enjoy speaking with you, fine. But don’t chase the executive down after you’ve already had a conversation. If you have a scheduled meeting with the executive, don’t go over the allotted amount of time. Have a call-to-action prepared, and don’t forget to steer the conversation toward it. For example, you can say something like, “I see we have about 10 minutes left, so before I go, I just wanted to point out this feature that could help you with [fill in the blank].” Don’t forget to leave them with a promotional item to help them remember you as well.

5. Don’t Be Nervous

That person at the other end of the desk behind that business suit is a human just like you, with a family to take care of, hobbies and interests, and bills to pay. If you’re nervous about meeting with a high-level executive, remind yourself of those things. Being too nervous will undermine your true value, and the executive will see right through it. Use your time wisely, and always be prepared with answers to questions they’re likely to ask.

If you’re trying to promote a brand, or you’re trying to get the name of your business out there, wear an item of clothing with your logo branded on it. You don’t want to leave them thinking, “What an interesting person. What company did he [or she] work for?” Instead, you want them to visually associate your brand with your conversation. You can brand custom business casual shirts for this purpose.

Networking with a high-level executive doesn’t have to be a scary undertaking. By following the above tips, you’ll be sure to leave a lasting impression and ensure that some day you are at the other end of the desk.