If there’s one strategy that will grow your firm FAST, it’s combining the power of online marketing with in-person networking.
Building a strong brand online is so important.
But you need to show up and meet face-to-face if you want to take your growth to the next level.
That being said, how you show up to the events matters.
Not sure how to prepare for these events?
I’ve got you covered.
Today, I’m going to share what to do before, during and after to maximize your time there and the overall outcome.
Because the last thing you want to do is show up and wing it. I have the winning formula to transform you into a networking rockstar.
Want to watch the video instead? See it here: https://youtu.be/kzkiRnsl9c8
Before the event, figure out who you want to meet up with. Often, you can see a list of vendors at events. You may even be able to get your hands on an attendee list.
Sometimes, you need to do some searching on LinkedIn.
A lot of these events have hashtags that people use in their posts, so search for those to see who may be attending.
You can even create a post yourself to let people know that you’ll be there and ask who else will be attending.
There are LOTS of ways to figure out who will be there.
What happens if you don’t know anyone attending already? Go anyway. In fact, I would argue that not knowing anyone has an advantage (I’ll talk more about that soon).
In the meantime, use your research and the lists you find online to make your own list of people you want to meet at the event.
Figure out:
I want you to really get organized here. Create a spreadsheet outlining the two points above.
Then, start reaching out to people. If you have their email or phone number, that’s great (but not necessary). If not, in many cases, you can find them on LinkedIn.
Let them know that you’ll be at the event and ask if they’d be willing to meet.
Now, to stay organized, I recommend tracking who you’ve reached out to and who replied so that you know who to follow up with later.
Depending on the responses you receive, you can start organizing your schedule.
If people agree to meet up, get their phone number so that you can text them as the event gets closer to confirm your plans.
Keep your text simple:
The goal is to get the plan together and confirm the plans just before the event.
You don’t want to walk into the event thinking, “Let’s just run into some people and see what conversations happen.”
No. You want to be prepared, have a plan and go into it.
So far, you’ve done most of the work online. But here’s where the in-person puzzle piece comes into play.
Once you’re at the event, make sure that you follow through with your plans and meet the people you wanted to meet.
Because this is where something powerful happens.
Either:
In either scenario, you’ve built up a ton of credibility with these people. And that goes a long way to helping you grow your firm.
Now, while you’re at the event, I also want you to carve out time to meet and network with new people.
If you already know some people attending the event, that’s great. But I encourage you to branch out.
Maybe you’re going with a colleague that you know really well. You’ve probably had lunch together at least once. You don’t need to have lunch with them at the conference. Use that time to connect with someone new.
If you don’t have lunch planned with someone, head out to the expo halls and meet people. Introduce yourself. Have conversations.
Not sure how to start them?
Here are some conversation starters to have in your back pocket:
Keep it simple and light to start things off.
Along those lines, when it comes to exchanging contact information, I highly recommend that you give people your online digital contact before you hand them a business card.
There are TONS of apps out there that allow you to essentially share a business card.
I personally love just sharing an Apple contact. Why? Because if I send you my contact card over a text message, I am now in control of reaching you.
I don’t have to hope that you didn’t lose my business card. I have your contact information, so I can send mine and say, “Hey, let’s touch base after the event.”
Now, while you’re at these events, I also want you to think about how you dress.
When I say this, I mean wearing something that makes it easy for people to identify you.
For example, let’s say you’re wearing a striped shirt or a colored blazer and you’re meeting someone for lunch at a restaurant. You can say, “Hey, I’m sitting at the table over here and I’m in a striped shirt or a red blazer (whatever you’re wearing).”
Not only will this help people find you, but it will also help them remember you.
More than five years ago, I went to a conference and there was a guy named Dan there. He wore a Hawaiian shirt every single day. And I still remember him. During that conference, sometimes I would forget his name, but he was the Hawaiian shirt guy.
A few years after that event, I got an email from Dan and thought, “Who is this person?” Then, I looked him up and immediately recognized him as the Hawaiian shirt guy.
One simple wardrobe choice can make you memorable.
When you attend a conference, you’re only there for a short period of time. Go into it with an open mind.
I’ve had so many conversations with people who say they’re introverted and need to recharge. I get it 100%.
You want to make decisions that, of course, allow you to perform the best and have great conversations with people and keep your energy up.
But I also want you to keep in mind that these events are just short periods of time and you don’t know where that next conversation will lead.
If someone wants to grab some drinks after dinner, consider going for 30 minutes (even if you don’t drink anything) to have that extra conversation with people.
Because that conversation could lead to them becoming:
So, I highly encourage you to attend conferences with an open mind and if you’re up for it, try not to just spend time in your hotel room.
Get out of your comfort zone a little and see where these conversations take you.
The event is over. You’re back home. Now what?
The final step is to follow up with the people you’ve met.
This could mean:
The goal is to follow up and let the person know that you remembered your conversation. Maybe that’s sharing a tool you’ve talked about and have now demoed, or sharing a helpful article. The key is to show them that you still have your conversation in mind.
I also want you to follow them on social media and engage with them.
Find ways to stay in touch and keep the relationship alive.
Online networking and brand building are SO important. But it becomes even more powerful when you combine them with in-person networking.
If you follow my guide on how to prepare for conferences, I promise that you’ll walk away from every event saying, “Hey, that gave me a huge positive ROI.” Maybe you’ll land new clients (or even multiple clients). Maybe you’ll find a new mentor. Or maybe you’ll build a new friendship.
In any of these cases, the ROI is huge.
But it does require you to be intentional about your time before, during and after the event.
You can check the event’s vendor list or attendee list, search on LinkedIn, and use event hashtags to find out who will be attending. Create a list of people you want to meet and reach out to them in advance.
Make a plan by organizing your schedule, confirming meetings with contacts, and preparing conversation starters. Dress in a way that makes you memorable and easy to identify.
Start with simple conversation starters like asking about their experience at the conference or where they are from. Be friendly and open to discussions.
Instead of handing out business cards, share your digital contact via text or an app. This way, you maintain control of the connection and can follow up easily.
Follow-up is crucial. Reach out to the people you met to acknowledge your conversation, share helpful resources, and engage with them on social media to keep the relationship alive.
Approach the conference with an open mind. Be willing to step out of your comfort zone and engage with new people, as you never know where those conversations might lead.