Podcast episode
I Never Go To A Conference Without Doing THIS First
30 Minutes to President's Club18 Oct 20239 min
Description
Watch in full vibrant color: https://bit.ly/3rUL8tM 30MPC YouTube is here. It’s like Hollywood, except the hosts are even better looking than Brad Pitt.... 5 minutes, one tactic per video, with schweet visuals (real emails, roleplays) to make it even more actionable than the podcast. 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
0:000:00
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
it's an actually effective conference. With that said, pack your bags. Let's do this thing. So if you're expecting prospects just to flock to your booth, ready to see demos of your product, you're actually going to be really disappointed. Most of the success that you'll find at these “in-person events comes as a result of the prospecting that you do to set meetings at” the event. Do not show up with an empty calendar expecting just to meet prospects. You've got to do the work in advance to pre-schedule in-person meetings. And so how do you actually do that?
it's an actually effective conference. With that said, pack your bags. Let's do this thing. So if you're expecting prospects just to flock to your booth, ready to see demos of your product, you're actually going to be really disappointed. Most of the success that you'll find at these “in-person events comes as a result of the prospecting that you do to set meetings at” the event. Do not show up with an empty calendar expecting just to meet prospects. You've got to do the work in advance to pre-schedule in-person meetings. And so how do you actually do that?
the event. Do not show up with an empty calendar expecting just to meet prospects. You've got to do the work in advance to pre-schedule in-person meetings. And so how do you actually do that? “you should build some sort of pre-conference sequence.” line literally the name of the conference. Your goal with this sequence is not to schedule a demo. It's not to have a discovery call. It is simply to meet for 15 minutes. I usually try to set a coffee meeting because it's a quick standup. Your goal is to make contact with folks and determine,
the event. Do not show up with an empty calendar expecting just to meet prospects. You've got to do the work in advance to pre-schedule in-person meetings. And so how do you actually do that? “Call them, email them” line literally the name of the conference. Your goal with this sequence is not to schedule a demo. It's not to have a discovery call. It is simply to meet for 15 minutes. I usually try to set a coffee meeting because it's a quick standup. Your goal is to make contact with folks and determine,
the event. Do not show up with an empty calendar expecting just to meet prospects. You've got to do the work in advance to pre-schedule in-person meetings. And so how do you actually do that? “you should build some sort of pre-conference sequence.” line literally the name of the conference. Your goal with this sequence is not to schedule a demo. It's not to have a discovery call. It is simply to meet for 15 minutes. I usually try to set a coffee meeting because it's a quick standup. Your goal is to make contact with folks and determine,
the event. Do not show up with an empty calendar expecting just to meet prospects. You've got to do the work in advance to pre-schedule in-person meetings. And so how do you actually do that? “Call them, email them” line literally the name of the conference. Your goal with this sequence is not to schedule a demo. It's not to have a discovery call. It is simply to meet for 15 minutes. I usually try to set a coffee meeting because it's a quick standup. Your goal is to make contact with folks and determine,
coffee meeting because it's a quick standup. Your goal is to make contact with folks and determine, hey, is there any sense in us talking after this conference? And so that's the goal of your sequence. Who are you actually going to be contacting though? If you can get the list of “the people who are actually attending this thing, of course that is the best” the case. You won't always know who's going to one of these events. Here's some ways that you can set meetings with folks, even if you don't get the list. So number one, contact prospects who are part of the trade association of whoever's putting on the event. I used to sell to law firm legal
sequence. Who are you actually going to be contacting though? If you can get the list of the people who are actually attending this thing, of course that is the best, but that's not always the case. You won't always know who's going to one of these events. Here's some ways that you can set meetings with folks, even if you don't get the list. So number one, contact prospects who are “part of the trade association of whoever's putting on the event.” administrators and there was this big conference called the Association of Legal Administrators Conference. And so I would just look to see who was part of the local chapters. And those are the folks that I would call and say, hey, can we meet at this thing? So trade show association can be one of the best ways to figure out who's going to the trade show conference. If you don't have
two of the things you should be doing in advance of these conferences is preparing to do what I call floor hunting. Floor hunting is simply seeking out the humans that you were not able to pin down a meeting with at the event. Yes, I know you prospect all the time. I just made you “Floor hunting is in-person prospecting” seeking those people out. Here's what you're going to do. Step one, make a list of all the prospects you know are going, who you were not able to pin down time with. Step two, go to LinkedIn profiles and get their picture so you know what they look like. It's really tough to like hunt for people that you don't know what they look like in person. Step three,
to like hunt for people that you don't know what they look like in person. Step three, share those faces and that list with your entire team and tell them, hey, these are the people I'm trying to meet. Can you point me in their direction? If you see them, get your whole team “figure out where those people might be. Happy hours.” Look at the other vendors that are going to this event and what events they're throwing. A lot of them throw happy hours or like socials during these things. Ask your customers, hey, what are some of the events, happy hours, things that I should be going to where I should be looking out for folks? Oftentimes your customers will be your best source of intel in advance of these things.
some of the events, happy hours, things that I should be going to where I should be looking out for folks? Oftentimes your customers will be your best source of intel in advance of these things. And then the last one is you might consider going to some of the speaker sessions. A lot of prospects go to those to learn. You should be going to learn, but you should also be going to “meet those folks.” next video, where I talk about what you should be doing at these events is you should not be waiting for prospects to come to you. You should be seeking them out. You've got to live by the mantra here. If it's. So what we've done now, we've set a bunch of meetings by prospecting in advance of the event.
some of the events, happy hours, things that I should be going to where I should be looking out for folks? Oftentimes your customers will be your best source of intel in advance of these things. And then the last one is you might consider going to some of the speaker sessions. A lot of prospects go to those to learn. You should be going to learn, but you should also be going to “meet those folks.” next video, where I talk about what you should be doing at these events is you should not be waiting for prospects to come to you. You should be seeking them out. You've got to live by the mantra here. If it's. So what we've done now, we've set a bunch of meetings by prospecting in advance of the event.
And then the last one is you might consider going to some of the speaker sessions. A lot of prospects go to those to learn. You should be going to learn, but you should also be going to meet those folks. Floor hunting. The moral of the story is, and you'll see when we talk about the next video, where I talk about what you should be doing at these events is you should not be “You should be seeking them out.” mantra here. If it's. So what we've done now, we've set a bunch of meetings by prospecting in advance of the event. Two, we've made a plan so that we can floor hunt and prospect at the event.
having the most effective conference. These in-person events are stressful enough and the last thing you want is added logistical stress on top of all of the selling that you're going to be doing at these things. So some tips to minimize the logistical stress. Step one, get your calendar right. “Get every single in-person meeting, speaker session, and event on your calendar” sure to add transit time from in-person meeting to in-person meeting. This is not like your virtual Zoom meeting where you can literally have a 15 second transition from one to another. You've got to block off some time for transit, otherwise you'll be late and make a terrible impression on your prospects. So get your calendar right.