Achieving Business Excellence with John Spence

How do you make the most of a conference?

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I was just asked by the folks at the Eventbrite, a tool for events I use often, if I would offer some suggestions for how to be more successful when networking at a conference. You’ll see the great infographic they created below, but I’d like to emphasize a few of my main ideas on this topic.

  1. It is NOT about what the people at the conference can do for you, it’s about what you can do for them in order to earn the right to have a real business relationship.
  2. Be a connector, imagine the conference as a giant party where you are the host and it is your job to make sure that all of the guests have a great time and meet lots of interesting people. So focus being a superb connector of cool people, they will appreciate your efforts a great deal and in turn will introduce you to their cool colleagues.
  3. When you meet someone, ask about their business, then ask them what are two or three of the big challenges they are facing that they would love to have help with, then do everything you can to connect them with someone that can assist them. There might be a chance that they will mention something that you can help them with, but the goal here is just offer assistance, not try to get a new client right away.
  4. Follow up soon after the conference, not to ask for business, but to say how wonderful it was to meet them and then try to offer more value. Connect with them on social media, connect them with someone you know that you think they’d like to meet, recommend a great book on a topic they are interested in, send them a fantastic article or a link to a great blog – and then send them something else of value every month or so. And then, every now and then, send them something about your company, products or services – not something super  salesy — it has to be something interesting and of real value to them. If they are a great potential customer they will eventually reach back out to you and ask more about your business and how you can help them.

Here are a few more suggestions from the folks at Eventbrite and me…

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Three Superb Books I Highly Recommend

I have been on vacation, fly fishing in Colorado for the last two weeks, and on a few days when the weather was particularly poor (like snowing on June 9th!!!!) I had a chance to catch up on some reading. I wanted to pass along three of the books I read that I found very, very valuable. Continue reading “Three Superb Books I Highly Recommend” »