Impactful Conversations – Your Secret Weapon in Professional Networking

At CHART’s 106th Hospitality Training Conference in Chicago this summer, I attended a breakout titled “Master the Art of More Impactful Conversations,” led by members James Frank and Corban Nichols. The session delved into how we can elevate everyday interactions into meaningful conversations that resonate and connect on a deeper level. 

The strategies they shared were incredibly insightful, and it dawned on me just how relevant the session was, especially given that we were at a professional conference where these principles could be seamlessly integrated into every networking opportunity. 

But that practice can still be daunting for some.

In the hospitality industry, connecting with others is second nature. Every minute of every day, hotel and restaurant employees engage with guests to ensure their needs are met and their experiences are memorable. Given this natural focus on relationship-building, one might assume that networking would be a breeze to those in hospitality, an industry which thrives on human interaction and connection. 

Networking within the professional sphere, however, presents a different challenge. Unlike providing excellent service, which often follows a well-established script, networking demands a deeper level of engagement. It’s not just about being friendly or making a good impression, but rather about cultivating relationships that can support your career growth. While hospitality professionals excel at making guests feel welcome, navigating the nuances of professional networking – where the stakes are higher and the connections are long-term – requires a different set of skills. 

Effective networking can open doors to career opportunities, mentorships, and collaborations that propel your professional growth. It can also provide a support system, offering advice, encouragement, and potential job leads when navigating career challenges, such as a layoff during a recession or when there are limited promotion opportunities at your current workplace. A robust network can help you land on your feet or even discover new paths to success.

Impactful conversations

Networking isn’t about who can collect the most business cards or LinkedIn connections – it’s about building meaningful relationships, and those types of relationships start with impactful conversations. 

When you engage in conversations that go beyond superficial small talk, you’re more likely to create lasting connections. These interactions should be authentic, engaging, and tailored to the individual you’re speaking with. Asking insightful questions, sharing relevant experiences, and showing genuine interest in the other person’s career journey can set you apart in a crowded industry.

Incorporating impactful conversations into your networking

To maximize the benefits of networking, here are 10 suggestions I gleaned from James and Corban’s agenda (as well as from conversations with other breakout attendees) that you can use to ensure your conversations leave a lasting impact: 

1. Be intentional – Before attending a networking event or reaching out to a contact, think about what you want to achieve. Are you looking to learn more about a specific area of the industry? Seeking advice on a career move? Knowing your goals will help you steer conversations in a meaningful direction. 

1. Ask thoughtful, open-ended questions – Move beyond the usual chit-chat about the weather by asking questions that encourage deeper discussion. For example, “What challenges are you currently facing in your role?” or “What trends do you see shaping our industry (or are keeping you up at night)?” Instead of asking, “What do you do?” you might ask, “What’s the most rewarding part of your role?” or “How did you get started in hospitality?” These questions invite the other person to share their story, which can help to create a deeper connection and laying the groundwork for your professional relationship. 

1. Use storytelling – Don’t be afraid to share your own experiences, especially those that highlight your skills and adaptability (and bonus points if they are humorous and/or vulnerable). Personal anecdotes about how you overcame challenges or achieved success can help others see the value you bring to the table. Now, there’s one time when you SHOULDN’T immediately launch into one of your greatest hits, and I address that in the suggestion below. 

1. Avoid one-upmanship – When someone shares a story, resist the urge to respond with a “better” story of your own (“Oh, you went to Japan for a week? Well, let me tell you about the month I spent there.”). Instead, you can show genuine interest and respect by asking additional questions to learn more about their experience. 

1. Seek common ground – Look for shared experiences or challenges, like perhaps you’ve both grappled with implementing new technologies in your establishments or navigated similar regulatory changes. Finding mutual interests can deepen the connection and open up opportunities for future collaboration. 

1. Be a “deep” listener – Deep listening goes beyond simply hearing words, but rather requires your undivided attention. It’s about putting down your phone, making eye contact, and fully engaging in a conversation. It’s about trying to understand the other person’s emotions and recognizing the unspoken elements of the conversation. It’s also about not interrupting the speaker, unless you have clarifying questions to help you delve further into their thoughts or feelings. These actions demonstrate your respect for the other person and often result in them being more open to sharing important information or opportunities with you. 

1. Offer value – Networking is a two-way street. Think about how you can provide value to the people you’re connecting with, whether it’s by sharing useful information, making introductions, or offering your assistance. 

1. Leverage visual cues – Here’s one that is very easy to do at any CHART conference: when you’re not sure how to break the ice, use visible items (like name badges or ribbons) as conversation starters. This approach demonstrates your attentiveness, helps initiate dialogue naturally, and can lead to more meaningful exchanges. Outside of a conference setting, other examples of visual cues include a) books or work materials someone is carrying, b) logos on clothing or bags that could indicate company affiliations, alma maters, or favorite sports teams, c) awards, certificates, or artwork in an office setting, or d) cultural items that might suggest someone’s background or heritage. 

1. Know when fold ‘em – Pay attention to cues that the other person might be losing interest, such as body language or short responses. Recognize when it’s time to wrap up the conversation to leave a positive and respectful impression, rather than dragging it on unnecessarily. 

1. Follow up meaningfully – A conversation at a networking event is just the beginning; you should also follow up with a thoughtful email or LinkedIn message to reinforce your commitment and solidify the connection (especially if you discussed an offer to help or made a promise to send additional information). Mention something specific from your conversation to show that you were truly engaged.

Overcoming networking challenges

For many, the idea of networking can be intimidating (especially for those of us who are introverts and would rather be doing ANYTHING besides more talking). If you find yourself hesitating to engage in conversations at your next business meeting, conference, or industry event, remember: 

1. Everyone is there to connect – People expect and welcome conversations. 

1. Authenticity trumps perfection – Being genuine in your interactions is more important than having a polished pitch. 

1. Practice makes progress – The more you engage in these conversations, the more comfortable and skilled you’ll become. 

Also remember, in the hospitality industry, every interaction is an opportunity to network (and a chance to practice making your conversations more impactful). Whether you’re chatting with a vendor, a guest, or a colleague, approach the interaction with the same level of engagement and curiosity you would at a formal networking event. A spontaneous chat with a regular guest might lead to information about business opportunities in their industry, for example, or a thoughtful discussion with a supplier could result in insights about market trends that help you make strategic decisions for your establishment.

Building relationships that last

In the hospitality industry, your network isn’t just a list of contacts – it’s a vital resource that can shape your career and open doors to opportunities you might not even know exist. By weaving impactful conversations into your networking approach, you’re not just exchanging pleasantries; you’re laying the foundation for relationships that can support and sustain you throughout your professional journey. 

Think of each interaction as an investment. The time and effort you put into truly connecting with others will pay dividends in the form of career growth, mentorship, and collaboration. Especially during challenging times, these relationships can provide the guidance and support you need to navigate your career with confidence. 

As you continue to build and nurture your network, remember that every conversation holds the potential to influence your future. The connections you foster today could very well become the stepping stones to your success tomorrow. So, approach each interaction with intention, empathy, and the desire to build a lasting, mutually beneficial relationship, as the impact of these conversations will not only elevate your career but also enrich your personal and professional life in ways you never imagined.