Here's your free report, "How to Work a Room."

I've based this report on my years of finding employment for over 1,500 people. While some people are looking for client accounts, others are looking for international trades and still others are looking for new partnerships. When it comes to working a room, it doesn't really matter what you're seeking, the WAY you find it is the same from industry to industry.

One thing I've discovered is that there's often opportunity in places I least expected to find it. In that sense, working a room is like prospecting for gold -- often a nugget will show up in the middle of all the silt you have to pan through.

Keep that thought in mind as read on and then apply what you learn as you work a room searching for your own nuggets.

Your business cards are tucked into your pocket as you enter the hotel convention hall. You're ready to make the connections that will lead to your dream job. But in this sea of faces, you wonder, how will you make the first move?

Before you enter the room, establish at least one goal. For example: "I will introduce myself to ten potential employers who may be interested in my skills and experience." With this goal in mind, you're ready to work the room as a soloist or as part of a team.

Flying Solo
First, walk a circuit of the room, a vast figure-8 in which you assess the "talking circles" made up of three to five people. Continue the figure-8 until you've assessed where your prospects lie.

Next, return to the circle where one of your likely prospects is talking. As you approach, do a head count. Your best chance of entering the circle is in a threesome or an odd-numbered group where one individual is isolated from the dialogue. Look for someone breaking eye contact with others in her circle. Discreetly loop around until she makes eye contact with you. Smile. If the smile is returned, you have permission to begin a dialogue.

Begin a discussion about a topic you have in common, something you can both comment on: the keynote speaker, the well-organized reception, or the supplier displays in the exhibition room. Then focus the dialogue on your colleague's interests and business. "What brings you to the convention?" provides a polite and personal opening.

After the conversation runs about two minutes, introduce yourself with the offer of a handshake: "Let me introduce myself. I'm Jake Johnson." Rest assured, your contact will tell you her name. Be sure to use it at least once before you part company.

Once you have your contact's name, this is the best time to ask for a business card. Take a moment to study the card and make an observation that focuses on your contact's duties: "So you're the marketing director."

Keep the dialogue rolling and focused on your prospect. You'll rarely stumble if you remain reflective and centered on her needs and interests. Reveal your own background and interests whenever it's appropriate. Make a mental note of her unique needs.

As soon as possible you MUST ask the following question: "So what are your key challenges this year?" No matter what your contact's job -- no matter whom she works for, no matter what industry, no matter in what country -- this question is a huge can-opener. You are about to get an ear-full and you must listen carefully.

As your contact replies, listen for any comments that you think offers a "fit" with your career search. For example, if she says, "Well, getting competitive prices from suppliers is like pulling teeth," then your reply is set: "Gee, I've spent a lot of time running supplier competitions."

Now your next instinct will be to sell her on the spot. DO NOT give in to the urge to close the deal here and now. Remember, you're working a room and your goal is to get ten employment leads. Besides, this is a semi-social event -- even though everyone in the room has business in mind.

Because successful selling is always permission-based you must ask permission to discuss your experience, skills and goals. Therefore, ask this simple question: "Do you mind if I email you some information about the supplier competitions I've organized?"

I guarantee the answer -- most of the time -- will be a version of: "Definitely. I look forward to it." When you hear this you are ready to move on to your next prospect. Thank her for her time and move on.

Once you have collected your ten leads and ten "permissions" to email your contacts, you must follow-up. Before the night is over, sit down and make a note about each person's "challenge" statement.

Next, you email them a note which beings with a friendly reminder of who you are -- and repeat your understanding of their "challenge." Then follow with a detailed statement about your skills, experience, education as they relate to the contact's key challenge. Conclude the email by asking permission to call them to discuss your email.

My experience has been that 30-50% of these people will email you back inviting you to contact them. Of these, one in five will put forward a job posting for consideration after you visit with them once again and follow-up the relationship you have already established. Not bad!

Important tips and Pointers

1. Tag-team Approach
Two heads are better than one, but not if they work a room like Siamese twins. Instead, share your goals with your partner before you enter the room. Then split up and independently work the figure-8 system, enter the most promising circles individually.

If you find a rich set of contacts, stay with the circle until your partner wanders by. Then bring him into the circle and make a round of introductions. When the time's right, make a graceful exit and move on to another circle. Keep the tag-team momentum going and check with one another only to review prospect and goal management. Never loiter together for social support; most people can spot wall-flowers from twenty paces.

2. Exchanging Business Cards
Consider the card as an extension of the individual who has given it to you. Provide the same respect you would offer her personally. Give it your full attention, as if you were addressing her face to face.

Hold the card at chest-level. Comment on something unique about the card: "I see you have an LLB. Which law school did you attend?" In this way the card further develops your understanding of your contact and her needs. Comment on the logo or design. Comment about her company to explore her role within it.

3. Eating and Greeting
Never mix the two. If you are at a catered event, enjoy the food by all means. But once you've eaten, make your way to the washroom, wash your hands and get back to work. No one wants to shake hands stained by mayo or shrimp dip. (And don't forget what your grandmother taught you: be sure to wash your hands before you leave the conference and get back to your routine. All those strangers....)

4. Name tags
I confess, when I started out, I was embarrassed to wear a name tag. The simple fact is, it's essential to working a room. So make sure your tag is legible and wear it as high up on your right lapel as possible. That way no one feels awkward and people can read your name and offer you good eye contact at the same time.

One day, working a room may become something you look forward to. Once I'd had a few successes I became quite fond of meeting strangers, asking them the challenge question and seeing what kind of "fit" we could find. It's amazing how eager people are to help one another -- and if you know how to approach the process, you'll achieve some real successes.