Yes, this really happened. Normally when I talk about events it's how you can obviously profit from hosting them, however attending events to make a profit should not be looked over. A strategy I tell my private coaching clients constantly is to attend three or four industry-related conferences each year. Why? Because I know there is a lot of profit potential in being an event attendee as well. In 2013, I was a busy MBA student so I only had time to attend two conferences that year. One of them alone (the NBMBAA conference to be exact) increased my bottom line dramatically.
Here is the five-step break down of how I did it: (note- this is more relatable for a person in a service-based industry. If you have a product-based business text 2029301365 to ask me about profiting from events)
1) Come Through With The Confidence: This is everything. In each one of our private coaching programs, the confidence piece is a huge part of what we focus on in the very beginning because it truly takes a certain level of confidence to ever be a six or seven-figure business owner. Potential customers can smell lack of confidence from a mile away and it will turn them off from wanting to work with you. To be more confident in your business while attending an event (and beyond) you want to make sure you know your industry like the back of your hand, look the part, and make eye contact with everyone you network with. Last but not least, when you talk about your business leave the FLUFF at home. Instead of talking about how you do what you do, talk about the benefits your clients receive from what you do.
2) Follow Up For Real: When I first got into business six years ago and started attending networking events, I would send a "great meeting you" email the day after just to say I did it. LOL I really was a hot mess, don't be the old Raevyn! Do away with the standard "nice meeting you" email and start being genuine but intentional. Get to know the people you network with at conferences so that you know exactly how to follow up with them. Connect with them on social media (preferably LinkedIn), send an email asking them to add you to their list and for permission to add them to yours, ask for a conversation outside of email, and most importantly make note of how you plan to follow up with them over time.
3) Ask Questions: This part is really important because it's hard to be genuine in your follow up if you were not genuinely paying attention to what a prospective client is saying. The worst thing you can do is call yourself "networking" with others but you talk their head off and never allow them to get a word in. Ask them questions about their business and what they do, ask them about their interests and goals. It's so much easier to follow up with someone and be genuine when you find that not only can your business help them, but the two of you have something in common.
4) Numbers Matter: This is in bold for a reason. If you go to a conference and only network with five people, know that sales is a numbers game and all five people won't necessarily be buyers- at least right away. Here is my breakdown of numbers:
I genuinely networked with roughly 20 people over the course of the 4-day conference. Of those 20 people, 12 people requested to have a discovery session with me. Of those twelve people, three of them signed up for coaching programs at $4,997 each bringing the total revenue generated from attending this ONE event to just under - $14,991 just under $15K. Note, for this strategy to work you need to know how to sell without selling! There is an art to it and I will be teaching the step-by-step process at the Pink Slip Retreat.
5) Be Genuine: Profit is important but it should never come before integrity. It is crucial that you are genuine in all that you do. Don't be the person walking up to a stranger and having the instant idea that you should try to sell them a product/service without engaging them first and then building a relationship. I can't tell you how many people have enrolled in Pink Slip Prep School courses and signature mastermind programs because they have mentioned they liked my personality. Be who you are, greatness never has to be forced.
What events are you attending this year or what strategies do you have in place to ensure that you will reach your revenue goals this year? Remember it will be hard to make this strategy work for you if the foundation in your business is not right or you have little to no sales strategy. Of course at Pink Slip Prep School we can assist you with developing and implementing strategies to grow your business. Click here to sign up for a one-on-one session with one of our Pink Slip Success Strategists.