You walk into a networking event with a plan.

Tonight, you’re going to mix. You’re going to meet new people, have completely different conversations and maybe even stand somewhere different.

Then you see them. Your networking buddy.

“HELLO!”

And that’s it. Twenty-five minutes later, you’re still standing together having a fabulous time.

Sound familiar?

I think most of us have someone like this, and actually, I think that’s a lovely thing.

We sometimes talk about networking as though success means constantly meeting new people. More contacts, more introductions, more names added to the phone.

But existing relationships need attention too.

That familiar person you always gravitate towards might be someone you’ve known for years. They know what you do, you know what they do, and you’ve shared stories, introductions, advice and probably a few laughs along the way.

That relationship has value precisely because you didn’t meet once and immediately moved on to somebody new. You kept showing up. You got to know each other. Trust had time to grow.

So I am absolutely NOT suggesting that you see someone you know at an event and dramatically run in the opposite direction.

Although that would certainly make the evening memorable.

Go and say hello. Have a catch-up. Enjoy it.

Then perhaps do something else.

One of the easiest ways to meet new people is through the people you already know. So instead of your familiar conversation becoming a little two-person island for the next hour, open it up.

If someone is standing nearby, welcome them in. Introduce your friend to someone you’ve just met. Ask, “Have you two met?”

Four very useful words.

Suddenly, your comfortable conversation has become a new one, and you’ve made it easier for someone else to join in too.

This is particularly valuable when someone looks a little unsure about where to go or who to speak to. Walking into a group of people who clearly know one another can be intimidating. Being the person who opens the circle and says hello can completely change someone’s experience of the event.

We hear a lot about getting out of our comfort zones, but I’m not convinced we always need to launch ourselves out of them at full speed.

Sometimes you can use your comfort zone as the starting point.

If you know one person in the room, brilliant. Ask them who they’ve met. Ask them to introduce you to somebody. Go and meet someone together.

You could even make it a challenge: “Right. We’ve had our catch-up. Let's meet two new people and compare notes later.”

Now your familiar face isn’t stopping you from expanding your network. They’re helping you do it.

And you can do the same for them.

Good networking has room for both.

The people you already know bring history, trust and familiarity. The people you haven’t met yet bring new ideas, different perspectives and possibilities you probably can’t see yet.

You don’t need to choose between them.

So next time you walk into an event and immediately spot that person, go and say hello. Enjoy the conversation. Have a laugh.

Then look around the room together and ask, “Who haven’t we met yet?”

That familiar face might just help you make your next great connection.

Happy Connecting!

WLC