A killer sales tip for better networking events

One of my clients runs a boutique personal branding firm, and she’s speaking at a conference in Estonia this week (baller, right??). Before she wowed the crowd and gave her business card to all the people who wanted to work with her, I sent her this tip.

It’s about how to get leads at events, and I wanted to share it with you too, in case you’ve ever had The Post-Event Letdown.

But first, a bit of background.

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Back when I was learning how to sell, every now and then I’d feel motivated to go out and try and connect with people. So I’d sign up for a bunch of networking events.

Each time I went, I’d talk to a few people who could be good clients for my marketing and website business.

We’d have a great conversation, they’d want to have a call later, and they’d ask for my business card. And I’d gladly hand it out.

Each time, I left feeling hopeful that I’d hear from them and excited about the prospect of working together.

And then… nothing. A week, two weeks, a month….

In some cases, I had their business card too. But reaching out first always felt weird, and what would I even say? How would I reach out and not feel salesy?

I’d feel bummed. I would kick myself at having wasted time at the event. But more than that, I’d feel embarrassed that I’d gotten my hopes up for nothing.

There it was, the Post-Event Letdown.

So I came up with this approach instead.

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The tip I’m about to share with you will give you control. That might sound strange, but so often when we’re doing business development, so much can feel outside of our control. For example, we have to wait for people to get back to us, or something changes at our prospect’s company, or there’s a budget freeze.

So a key foundation of my selling methodology puts the control back into your hands, and this tip is one example of that.

You can use this at networking events, conferences, at a bar… anywhere someone expresses interest in learning more about your work.

It’s called the Business Card Strategy, and it goes like this.

1. If someone asks for your business card, or you feel like you want to give one out… DON’T.
2. Briefly explain why you can’t. You could say you left them at home, or my go-to is that I gave out my last one (… three years ago, but they don’t need to know that).
3. Instead, offer to take theirs, or take their email address as a note in your phone. Then get their info.

Now YOU’RE in control of the follow-up, not them.

What do you think of this approach? Could you see yourself using the Business Card Strategy? Reply and let me know!

To your success,

Leah

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