how networking at events can lead to wins

Prospecting and Lead Development

at Events

By Paul Kirch

Can YouHearMe?

Following up on leads can be an extremely frustrating process.

Prospecting and Lead Development at Events

Event Prospecting and Lead Nurturing

Everyone wants more WINS!


They ToldMe to Call

They Said They Had

Work for Me

They Won’tTake My

Calls

They Said They Were A

Decision Maker

They Ignore My Emails

They Aren’tA Sole

Decision Maker

Happy WithCurrentSupplier

A Waste ofMy Time?

They Seemed Excited

Follow Up

Frustration

Wheel


Focus On Meeting Multiple IndividualsLimit Conversations to 5 Minutes.

60 minutes=12 New Contacts

1

Pre-PlanDo you have an attendee list? Are there prospects you

want to meet?

2

Schedule MeetingsSchedule meetings prior to attending or even while at the event. Find a

spot you can host the meetings.

3

It’s Not Show FriendsYou’re there for business. Focus on meeting new people and opening

doors.

4

W

Make a Game of ItI’m going to collect ____ business cards.

5


Work the Room

1 Be Approachable, But Make the First MoveShow you’re interested in meeting them. Don’t wait for

people to approach you.

2 Be ConfidentKnow your products and services. Be confident in “why” your offering is

something others need. Believe in yourself and what you’re selling.

3

Get Them TalkingLearn to ask questions that engage and get them talking. You must

understand their needs to serve them.

4

Listening SkillsListen to their tone, comments, and questions. Adjust your

conversation accordingly to keep them engaged.

5


IInitiate

Conversation

Know Your ObjectiveWhat are you looking for? Is it to serve? Can you help

them? Can they help you?

5-7 Minute is

Optimal

Always Be Planning Next StepsFocus on what the next step is. Schedule a follow-up

meeting on the spot. Gain a commitment.

1

Follow-up StrategySend them a follow-up message by email, referencing

their commitment. Do this as soon as possible.

2

RemindersIf you accomplished steps 1 and 2, start with a reminder upon return to the

office. You said we could talk on ____. I just want to remind you I’ll call at

____.

3

It’s Not RejectionA commitment at an event is not a commitment to buy. They didn’t

reject you, but your business may not be the priority you want it to be.

4

Let Them Know Your PlanIf you have a verbal agreement, let them know you’re going to continue

to stay in touch.

5


Next Steps

N

Remember Your WhyWhy should they do business with you? If you believe you are providing

value, you owe it to them to earn their trust.

1

Don’t Let Time LapseBusiness cards are only valuable if they are leveraged in a timely

manner. Out of sight does truly equal out of mind. Act quickly.

2

Stay in Touch with ValueGive Value, Receive Opportunity. Continue to look for ways to be

valuable to their business.

3

Be A ResourceFind self-less ways to help them, and it can pay off in dividends.

Create loyalty by being a resource for them.

4

Stay InterestedIt’s not about a quick sale. Focus on a relationship and help them feel

like a priority to you. Stay interested in their business.

5


SSelfless

Approach

Lead Nurturing Leads to

W

Working

the Room

Lead nurturing should focus on driving engagement. Follow-up, engage and you can celebrate your WINS!

I

Initiate

Conversations

N

Next-Step

Strategy

S

Selfless

Approach


Paul Kirch, PRC is the founder of Actus Sales Intelligence, a

firm created in 2009 to help the marketing research

professionals achieve sales success through relationship

building and strategies which create loyalty and trust.

Paul Kirch, PRC

CEO of

Actus Sales Intelligence

Actus is a Latin word meaning perfection, determination and complement.

These are the words that make up the foundation of the brand Actus Sales Intelligence.


Paul has a diverse background stemming from more than 25 years of professional

experience. His early years were spent in operational roles at the world famous Gallup

Organization, where he spent 10 years working with some of the largest companies in the

world. In 2000, he took his first sales position, which opened his eyes to a new world of

opportunities. This led on a journey of learning and development, which has benefited

him since his first sales call. In 2009, after serving in a successful sales leadership role,

he knew his next chapter would help him impact the lives of others through his own brand,

called Actus Sales Intelligence, where the motto is “Sell Smarter.”

Contact Us

Actus Sales Intelligence

[email protected]

http://actussales.com

Toll free: (844) 222-8876
