Your Blueprint To Nail EVERY In-Person Meeting

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1. 0:15

   You can't expect to run in-person meetings at conferences and trade shows the same way that you run virtual meetings via Zoom. If you do that, you'll have a bunch of really great conversations with prospects, but then you will spend weeks and weeks and weeks playing “chase with prospects that don't ever end up turning into opportunities or deals.” Today, I'm going to talk about how you should be running in-person meetings at events and trade shows. I'm going to talk about how to make sure that you don't let logistics spoil the fun. I'll talk about how you should be structuring those meetings, and then I'll talk about how you should be wrapping those meetings so that you actually get an opportunity

   In Cost per meeting and efficiency

2. 5:24

   And then the last piece at the end, if you're going to be meeting with this person again, you should be aiming to get on the calendar there. Do not say, cool, I'll email you next week. We can schedule a time for a demo. If they're interested in seeing a demo, get on the calendar there, pull out your phone, open the calendar app, and get time on the books then. “Know that you can always reschedule and share that with the prospect.” Hey, why don't we pencil some time and if we end up having craziness after this, we can always reschedule and move. But get on the calendar because it's that gap between conference and trying to get on the calendar where most post-conference deals go to die. Spend an inordinate amount of time on the next steps, especially with these in-person meetings. And part of the reason that I said that you should end at the 20-minute mark

   In Rescheduling and cancellation workflows

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