Since I mentioned on one of my calls that I get a lot of business out of attending live events, a few people have asked me How do you do it?.
I actually see attending live events as an important part of my business development strategy. In fact, it is one of my most important ones. My business wouldn’t be where it is today without this strategy, I am totally serious about that.
Let me explain.
Apart from the knowledge and new ideas you attend a workshop for in the first place, it’s the people you meet that are one of the greatest assets a live event has to offer. It’s a unique opportunity to create Joint Venture Partnerships, meet new clients and create business relationships with people who supply exactly the missing ingredient to solve a problem you are having.
Sometimes payoffs from these side effects are much greater than what you expected from the workshop in the first place.
So do you want to know how I do it? I am going to share with you the 5 things I do to make sure every workshop I attend more than pays for itself. They are so easy everyone can do them now immediately. It’s the fastest way I know to get business. So read on.
1. Set your intent
When I went to the States my intent was to create one new business opportunity and make a firm arrangement for my own mentoring for 2010. I was very clear about that, thought about it on the plane going there and wrote it down.
Then when getting there I trusted that it would all sort itself out and while it was in the back of my mind, I was unattached to this outcome and focused on having a good time. And it did all work itself out, I got exactly what I wanted.
2. Be strategic about who you hang out with
While good things often come from unexpected places, I still recommend you make some educated guesses as to who would be useful to spend time with, have conversations with, get to know. If you know who is attending, plan in advance who you would like to meet and connect with.
3. Give and you shall receive
Listen and watch out for opportunities to add value. Be generous with your knowledge and give so others benefit from having spoken to you. I always aim to leave someone I spoke to a bit richer for having had our conversation. Sometimes it’s not your knowledge they need, sometimes it’s simply an opinion, an open ear, a compliment, a connection to someone who can help them. All of these things will be appreciated and you will be remembered for it.
4. Be clear about what you can offer people you meet
If people want to know more about what you do, be sure to be prepared. What is the introductory offer you can make them? Is there a way to get started while you are there (if you are both travelling), or can you make an appointment for the near future. Lock it in, it’s much more likely to happen if it’s in the diary straight away.
5. Don’t push your business cards onto others
This is a Don’t’ that you are probably already familiar with. I generally don’t give my business card to anyone these days unless they ask for it. Otherwise the card will most likely end up in the bin or the drawer anyway and I don’t want that. Be choosy and don’t give your card to just anyone. They have to be qualified and really interested (they kind of have to earn the right to have your card).
If you do these things, then I’d be surprised if you didn’t generate new business from attending a life event. It has worked for me for years.