Lost Connection? How smart phones could transform networking

Michael Schrage, in his Harvard Business Review blog on Thursday, put forward the interesting idea that smart phones may soon be the tool of choice at networking events. Instead of the fumbling elevator pitch where people struggle to explain what they do, business people can instead take out their smart phone and show people. With a wide range of apps such as YouTube and presentations available on phones, we can carry around and quickly access everything a new contact needs to know about our business.

I find this concept both fascinating and frightening. Schrage's suggestion makes perfect sense to me and I can envisage smart phones and possibly iPads, being seen increasingly frequently at events. For certain businesses, which are either very technical or visual, this could also be an advantage.

But the thought being accosted by people at events rushing to show me their latest promotional video on their iPhone really doesn't appeal. When I first started networking you would find people carrying their brochures around with them and passing them out at the slightest excuse. That happens less and less frequently now but will smart phones bring such practice back, only this time with sound?

I don't want to be a dinosaur, in fact I'm enjoying making the most of my new HTC Desire Android phone! If technology can be used effectively to help people connect more effectively and satisfy someone else's curiosity, then that is fantastic. Sage are relying a lot on Spotme technology at the Sage World 2010 event at which I'm speaking next month, and I'm very interested to see how it works.

I was tweeted today by someone outlining new technology incorporating a barcode in a business card, presumably carrying all of the pertinent information that can be picked up on your smart phone and save you entering details manually into a database. Again, this is an interesting idea which I can see value in.

We mustn't, however, let technology take over from conversation and relationship building. I still believe that you are better off finding out what you have in common with someone when you first meet, rather than asking what they do. We could run the risk of technology getting in the way of such conversations, particularly when we hear talk of exchanging smart phone presentations.

In his article Schrage says that smart phones could replace the elevator pitch. If you know my approach to networking, you know that I'm not a fan of the elevator pitch anyway. Schrage says, "What do you hand over that transforms the conversation? What do you hand over that visually and interactively adds value to your spoken words?" My response would be that it is how you interact and engage that makes that difference. It is the interest you show in the other person, not the information you can share about yourself.

Build the relationship first, let the technology come in later. I think that smart phone technology used as outlined by Schrage, but in subsequent meetings, can be very powerful. But please, make sure you get the connection right before making the call.