Attending a conference is a great way to find business opportunities. I highly recommend it.

But, isn’t it funny that NONE of us have been taught how to attend conferences? 

Most people go to conferences and completely waste their time and money. 

Let me show you how to do it right – from my experience having organized 6 of them and attending over 100s of events. 

1. You can’t fake being interested

This is hard. But you have to be interested in the people you meet.

You can only be interesting, if you’re interested in the others.

Listen more than you talk. Use the mirroring and labeling technique. Let’s say you’re talking to someone, and he mentions something about his fitness routines.

Here’s how you use the techniques:

  • Mirroring: “Did you say you like CrossFit?”
  • Labeling: “You sound like you love exercising and pushing yourself!” 

2. People LOVE talking about themselves

There are 3 variables you need for successful negotiations.

  • Power
  • Time 
  • Information

The more someone talks about themselves, the more information you’ll learn about them. This puts you in the upper hand. 

Let the other person talk when networking. Absorb all the information. The more you know about him, the better you can discover their challenges, what they want and offer your solutions.

Entrepreneurs succeed by solving problems, not by having skills. So you gotta listen and let the others talk.  

3. Be a connector (not a hunter)

Don’t go to conferences as a hunter. 

Instead, follow what BNI teaches. Givers gain. Be a “connector”. 

Turn to someone and say, “Hi, what do you do? What brings you here?”

Ask them how they got into what they do. What’s good about it? What’s hard? Figure out how you can help them. Then offer to recommend someone who can help solve their problems. 

After the conference, send them a follow-up message. “Hey Lee, it was nice meeting you. You were right about the car plug. Here’s a link you asked about.”

Be interested and actively try to help them. And they’ll probably become interested in you and try to help you. (Read #1 again)

4. The business ALWAYS happens in the follow-ups. 

People who go to conferences to get a “deal” or “opportunity” rarely do. People not only generally avoid such folks, but conferences are also filled with distractions.

You talk to one guy, and the next second, you’re pulled into another conversation. 

I throw away most flyers and cards I receive at a conference. And the "goody bag" that contains vouchers and flyers? Ughh..

It’s better to follow up and reach out, once they’re back at the office – a few days after the conference, when they have the mind space to give you one-on-one attention. Now, they’re focused. 

Also, most people are too shielded up at conferences, trying to look good. 

Action plan for you: Go join an event this week. Don't forget to book a ticket to Underdog Sales Con.

What's up in marketing💡

Deal of the week 🤝

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Video of the week 📹

Here's one from the member's only section:

CEO of Montigo (the bottles) shares their marketing strategies and how he set up his teams. I asked him hard questions as well. You get to hear all of them here.

Thought of the week 💬

Here's a secret. Nobody knows what the hell they are doing anyway. Trust your gut.

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