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Module 4

The document outlines strategies for effectively networking at conferences and events, emphasizing the importance of preparation, engagement, and follow-up. It details steps such as identifying key contacts beforehand, initiating meaningful conversations, connecting with speakers, and implementing a structured follow-up system. By adopting a proactive approach, attendees can transform conferences from passive experiences into lucrative opportunities for business growth.

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madewithclive
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6 views4 pages

Module 4

The document outlines strategies for effectively networking at conferences and events, emphasizing the importance of preparation, engagement, and follow-up. It details steps such as identifying key contacts beforehand, initiating meaningful conversations, connecting with speakers, and implementing a structured follow-up system. By adopting a proactive approach, attendees can transform conferences from passive experiences into lucrative opportunities for business growth.

Uploaded by

madewithclive
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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The Network Advantage

Week 4 Challenge

How to use conferences and events to build your network


David, a consultant I worked with, hated conferences with a vengeance.

He’d attend, sit through a few panels, shake some hands, collect business cards…
and leave with zero real business opportunities.

“Honestly,” he told me, “I feel like I just burn two days and a couple grand every
time I go.”

Then, he changed his entire approach.

At his next event, he booked $120,000 in consulting work. That was from a
conversations inside the conference. Then there were follow-ups afterwards.

What changed? He stopped attending like a spectator. And started attending like
dealmakers.

Why Most People Fail at Conferences and Networking Events


Most people show up and do one of three things:

❌ They play passive mode. Sit through sessions, take notes, maybe chat with a
few people at lunch—then go home.
❌ They spray-and-pray. Meet as many people as possible, hand out business
cards like free candy - then can't remember who was who and get ignored when
they follow up.
❌ They rely on luck. No plan, no strategy. Just “maybe I’ll meet someone useful.”

Real business happens at conferences and events. But only if you treat them as
opportunities to be worked at, not educational eld trips.

Here’s how.

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Step 1: Pre-Event Power Moves (Because Winning Happens Before You Walk In)
🔹 The Move: Identify and Target the Right People
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Instead of showing up blind, do pre-event research. Identify key players before
stepping into the room.

✅ Dream 10 List – The most valuable people (potential clients, partners, referrers)
attending.
✅ 5 Power Players – Speakers, industry leaders, or key decision-makers.
✅ 50 Valuable Connections – Partners, referral sources, and in uencers in your
industry.

🔹 How to Warm Up These Connections Before the Event: ✔ Comment on their


LinkedIn posts.
✔ Send a quick message: “Saw you’re attending [event]—looking forward to it!”
✔ Ask the organizer for a private attendee list (or speaker dinner invite).

💡 Pro Tip: The most valuable networking often happens at invite-only pre-event
dinners or VIP sessions. Get in those rooms.

Step 2: The Art of Working the Room (Without Feeling Like a Sleaze)
🔹 The Move: Use Power Openers to Spark Real Conversations

Want to kill a conversation instantly? Start with: “So, what do you do?”

Instead, try: “What’s been the most interesting conversation you’ve had today?”

✔ It ips the script—puts the focus on them, not you.


✔ It tells you what they actually care about—not just their job title.
✔ It’s an instant rapport builder—because people love talking about what excites
them.

Other great openers: 👉 “What brought you to this event?”


👉 “What’s the biggest challenge you’re working on right now?”

💡 Pro Tip: The best networkers don’t start conversations. They start relationships.

Step 3: How to Connect with Speakers and VIPs (The Hidden Goldmine)
Most attendees focus on networking with each other. Smart consultants network
with speakers, panelists, and hosts.

✔ Speakers = Industry leaders, decision-makers, and in uencers.


✔ They’re pre-vetted—if they’re on stage, they know their stu .
✔ They often have access to insider networks you’d never reach otherwise.

🔹 How to Connect with Speakers (Inspired by Keith Ferrazzi, Never Eat Alone)
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1⃣ Engage with them before the event (comment on their posts, share their
content).
2⃣ Sit front row. Ask a smart question during Q&A (not a ex, a real question).
3⃣ After their talk, go up and say:

👉 “Loved your point on [speci c topic]. Have you seen [related insight]?”
👉 “That reminded me of [useful resource]—I’ll send it to you!”

Then? Follow up immediately.

💡 Pro Tip: Most people never follow up properly. If you do, you win.

Step 4: Post-Event Follow-Up (Where the Money Is Made)


🔹 The Move: The Three-Touch Follow-Up System (Inspired by Karen Wickre,
Taking the Work Out of Networking)

🚀 Within 24 Hours: Send a quick follow-up message.


🚀 Within 1 Week: Add value (article, intro, insight).
🚀 Within 30 Days: Reconnect—book a call, meet up, or loop them into something
useful.

🔹 Example Follow-Up Strategy:

✔ 24 Hours After the Event


“Great meeting you at [event]! Loved our chat about [topic]. Here's the resource I
mentioned.”

✔ 1 Week Later
“Hey, I came across this and thought it tied into what we discussed—hope it’s
helpful!”

✔ 1 Month Later
“We should keep the conversation going—let’s grab 20 minutes next week. How’s
your schedule?”

💡 Pro Tip: The best networkers don’t just connect—they deepen relationships
over time.

Mini-Mission: Own the Room and Make Events Pro table


🔍 First Step:
1⃣ Categorize your Dream 100 list into Clients, Key Connectors, and Inner Circle.
2⃣ Map out your pre-event outreach—who do you need to warm up?
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3⃣ Plan your strategic conversations—what insights can you o er?

🎯 Action Step:
1⃣ Reach out to ve Dream 10 contacts before the event.
2⃣ Use the Power Opener at your next networking event—skip the small talk.
3⃣ Follow up with three key connections using the Three-Touch System.

Most consultants attend conferences. The smart ones turn them into revenue.

Next week we’re diving into:

"How to reach the people who seem hard to reach because they’re "out of your
league."
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