Checklist: Make The Most From Live Events

Part 2 in a 2 Part Article -

Last time I wrote about the 3 key reasons you must attend live events which were to:

1. Learn new business strategies
2. Get new clients
3. Socialising and having fun!

Today I’m going to provide you with a checklist in preparation. After all, you are investing your time and money in this – you want to get out as much as you can from going, right?

Step One - Outcome
I’m a huge Steven Covey fan and always work with this quote in mind – “Begin with the end in mind.”
What do you want to walk away from your live event with? It could be something like “I will have 3 new clients,” or “I will connect with Anne about a potential Joint Venture relationship.” Once you have the outcome sorted, you can think about which message or aspect of your business you want to highlight.

Step Two – Preparation
Business owners are still turning up to live events without their cards – please don’t be one of them. I also take my appointment diary with me; that way I can secure a coaching session in my diary immediately. You may even want to take a sample of your product and some order forms. It’s better to have them than kick yourself when it’s too late, right?
In addition to this, you could also find out more from the organiser of the event on the general demographic of attendees – that way you can be sure whether they fit within your target market.
If the event is held out of town, turn up the night before. Not only will you feel more relaxed, you may also get the chance to connect informally with other attendees.
When I first started attending I found I was getting stuck chatting with one or two people for long periods of time and therefore not making as many connections as I could be. I came up with an exit line that gracefully ends the conversation so I am available to see as many potential clients as possible.

Step Three – Follow Up
Don’t go home and forget about the connections you have just invested time and money in making. You need a follow up action plan. Decisions such as when you follow up your lead and how (phone, email or fax etc) need to have been discussed at the time. I have allocated a corner of the business card – top left for phone call, top right for email so when I get home I know which way to follow up my lead. You could work out a similar system that works for you.

Take the opportunity to leverage your networking. It’s an incredibly important investment – for your growth as well as your business’s.


© 2009 90 Degree Coaching Ltd.

Kirstie Gillon-Wood is Director of 90 Degree Coaching Ltd., a company devoted to supporting women wanting to create independence, and achieve personal and professional success. You can learn more about Kirstie’s products and services at http://www.90degreecoaching.co.nz.

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