Conferences and networking events provide multiple opportunities for sales-based professionals to connect with clients and garner new business. However, many are apprehensive about attending these events.

In this episode of Stay Paid, Josh and Luke discuss their recent trip to the National Association of REALTORS® 2018 REALTORS® Conference & Expo and the best conference practices.

Key Points

• You must be willing to approach all conference attendees
• Passion will set you apart from the other vendors
• Come prepared with gifts for your clients

Takeaway Number One

Typically, there are hundreds, if not thousands, of attendees at a conference. So, how do you draw them in? You have to approach them first. Realize that no one will be walking up to the booth in hopes of buying something and you need to go out on a limb. Before you attend an event, rehearse your opening line that’s going to hook them and compel them to stop by your booth. Phrases like, “Hey have you heard about us?” or, “Let me give you my very best pitch in 30 seconds,” will help to stop attendees in their tracks.

It’s also important to ensure that you remain confident throughout the event. Showcasing your confidence and passion for your products or services will make a difference. Also, make sure that you’re smiling and nodding at passersby, this will not only make an impact on them, but also put you ahead of the other vendors.

Takeaway Number Two

Let’s face it: potential buyers can be liars, especially at a conference. Passersby will tell you that they’re busy and that they’ll be back in a few minutes, but never return. It’s not that they’re not interested in what you’re pitching, it’s that they don’t want to be inconvenienced by spending a few minutes hearing your pitch. But, when you state your intention and know that your product or service can change their life, they’ll be more inclined to stop by. However, it’s important to recognize when you’re pushing someone past their comfort zone. Rely on your emotional intelligence to determine if you’re taking it too far. If that’s the case, then it’s best to let this prospect go, and connect with the next passerby.

Takeaway Number Three

Being able to connect with your current clients is one of the best aspects of attending an event. It also gives you the opportunity to collect valuable testimonials from a happy client. Take advantage of connecting with them, and ask if they’d be willing to go on camera to give a short testimonial. You can then easily use iMovie to create social media content from these testimonials.

Takeaway Number Four

As mentioned above, connecting with your clients is a benefit of attending an event. However, it’s important that you come stocked with client appreciation gifts. Whether it’s a T-shirt or a mug, having something on hand to show how much you appreciate their business will go a long way in their minds.

Takeaway Number Five

Sure, some conferences seem to drag on and on, but being authentic for the duration is extremely important. You want to avoid putting on an act or a persona when you’re attempting to talk to prospects and clients. The more you step outside of your comfort zone, the easier it will be to portray your authenticity while you’re at the convention. Just remember: it’s easier to be authentic when you rely on your passion for what you’re doing.

Action Items

Following the podcast, our goal is to provide you with as many actionable tips as possible. This episode includes…

• Challenge yourself to give the people you meet in your daily routine your 30-second value proposition.

As always, take action on these tips!