Being effective at large-scale events has been a struggle. Unless I’ve meetings booked beforehand, anything that I get out of an event seems to be by chance.
One of the best people at events did things a bit differently and I was privileged to see the master at work at one specific retail event.
We had a small stall in the startup area and he ended up booking more meetings at that event than any other vendor. Here’s what he would do:
- Approach and wait near the stage exit at the end of every session and panel discussion. Timing & location location location (at a retail event).
- For the people who matched his ICP, he’d offer his business card holding the card in both his hands. Targeting.
- As they walked down the stairs & a few steps further, he would give them his 30 second pitch making sure to mention the big international names in their industry who worked with him. Credibility.
- He’d get their card or a booked time in their calendar more often than not. Objective.
I was reminded of this at an event yesterday. I was approached by a group of students after the panel finished and they shared what they were looking for and how I could potentially help. Thirty seconds, mission accomplished.
Good things come to those who wait (and then strike at the right time).