by BobTheTeacher · Filed Under: Bob The Teacher Training · Business Building · List Building · Social Networking
Do you get great lead generation results when you attend networking events?
Whether Chambers of Commerce meetings, referral groups, or larger conferences, turning the contacts in the room into leads is crucial to making those types of events worthwhile.
Every month or so, I attend Meetups in the Minneapolis-St. Paul region, and every 6-8 weeks I travel to events as a speaker and/or attendee. Here are a few tips I’ve picked up over the years to get good leads, and not just mediocre snacks, in-person.
Don’t Vomit (Verbally) On Others
I’m talking figuratively here (although literally, it’s a bad idea, too) – when it comes to your initial conversations with a new introduction, keep your answers concise and relevant to the person you’re talking to. Nodoby enjoys a 10 minute diatribe about the importance of the work you do. When you’re asked, “What do you do?” people aren’t expecting you to explain the why, how, when, and who for in one breath.
Pay attention to the body language of the person you’re talking to when you’re answering their questions. Are they actually interested? Do they seem to be more intrigued by the door or the hors d’oeuvres tray coming by? Notice the impact you are having during the conversation, and feel free to dis-engage from the intro chat when you discover the connection won’t bear much fruit for either of you. No need to drone on (or continue listening) when one or both of you have already tuned out.
Seek Doorkeepers Not Doormats
One of the best things you can do for your business at events like these is to seek out those in the room who serve an audience similar to your own, but do so in a different way. Instead of walking into a room of potential clients or customers, think of the crowd as a pool of potential connectors to your ideal client.
See who can share your experience and expertise to their audience through a teleseminar or webinar. Who can publish your guest blog post for their readers?
Likewise, attempt to be a connector to other experts for your audience. You can’t solve all the challenges and obstacles of your customers; bring other experts to them.
Leave The Rookie Cards At Home
You may not know this, but I have a hefty collection of baseball cards, including rookie cards of my favorite all time player, Cal Ripken, Jr. But the rookie cards I’m talking about have no value for your business. I’m talking about the cheaply produced, poorly worded business cards that I see people hand out at these events.
Most of us are “in the know” about the free business card offers or print-at-home templates, so unless you’re going to a thrifty savers meetup, get a better card.
Beyond the construction of the card, what’s on your card matters even more. Have a branded email address on your card (not Gmail, Hotmail, AOL, etc.). Include a great headshot photo so people will be able to remember you more easily. And add a call-to-action for those that are ideal clients (or doorkeepers as mentioned above), they have a compelling reason to visit your online materials sooner than later.
Use These And Share More
Next time you go to an event in-person (and I do hope that’s within the next 6 weeks), put these tips into action, and let me know how it goes. And if you have your own strategies for lead generation at local events or larger conferences, share them below!
p.s. These tips are just a few pieces of the Lead-Conversions-Revenue (LCR) Formula I discuss in the Bounce Back To Six Figures training. Enjoy it with my compliments!
|Bob Jenkins is an internet business marketing teacher, with ten years experience teaching teenagers and teachers. He is the creator of several online training courses that teach you how to get better customers and increase your profits. Specializing in social networking strategies for business and creating information products from teleseminars, Bob can help you use internet marketing tools and strategies to promote your business online.|