Tag Archives for " Events "

Networking, Prospecting, New Clients

TSE 465: TSE Hustler’s League-“Prospecting At Networking Events”

Networking, Prospecting, New ClientsAs a sales professional, networking is one of our regular activities to find and build relationships with potentials prospects.

In this episode I will share with you some key places you can go online and offline to find where your ideal customers maybe spending time. The most important thing for you to do is to implement what you learn. Feel free to tap into some of these ideas that fit best with you.

Register for TSE Hustler’s League here www.thesalesevangelist.com/hustlers 


Susan Roane, Donald Kelly, How to Work a Room, Best Sales Podcast

TSE 428: How To Work The Room At Your Next Networking Event

Susan Roane, Donald Kelly, How to Work a Room, Best Sales PodcastToday, we have Susan RoAne on the show to talk about her phenomenal book, How to Work a Room. This is important for anyone whether you’re an entrepreneur or a salesperson so you would know how to capitalize on the networking events you go to and have a really good time.

Susan is on her 37th year of business now where she runs a speaking business and teaches people how to work a room, how to network, connect, mingle, and converse with other people.

Her book has been featured on the front pages of the Lifestyle Section of the USA TODAY, The Wall Street Journal and The New York Times and other magazines throughout the country. Not only has she proven herself to be a bestselling author and content expert, but she also wants everyone to turn into merry mingling experts!

Here are the highlights of my conversation with Susan:

What is an entrepreneur?

An entrepreneur is someone who will do everything to keep from getting a job. (which includes vacuuming the office, cleaning the trash clans, be your own PR, and make your own coffee for the coffee break)

Don’t spend when you don’t have to.

Most of us can run our businesses from our home space. If you want to be around people, a coworking space is a wonderful option. But don’t spend to have something you don’t need when starting your business.

Don’t either just throw away things that you can still use (or even others may still find use for). Susan actually wrote her books on the back of used paper with No.2 pencils with good erasers.

Effective Ways to Work The Room:

  1. Get out of your office.

If you’re someone who never sees people, then you should be in a coworking space.

  1. Have a network of people in your life who come from different disciplines that you can run things by.

Having these people in your life can tell you the truth so you won’t have to throw money on bright shiny objects just because other people tell you to.

  1. Always show up when you say yes.

Get the e-vite or the invite. Look at the calendar so you can see what kind of event it is and RSVP. And if you say you’re going to be there, show up.

4 There is no reason to go to any room cold.

Go online. Check LinkedIn or the group’s website. Google people, events, and their particular organization. Have sufficient information handy so the moment you go in, you feel prepared.

  1. Read a newspaper.

Whether you read it online or get it curated or regardless of where it comes from, know what is going on in the word. Having a general notion and knowledge of what’s happening will give you more confidence since you can have something to talk about.

  1. Have your own planned, practiced self-introduction.

Before you go, know what you can do to make yourself comfortable and teach people how to respond to you. You have 7-9 seconds self-introduction. Customize it according to the event you’re going to in order to give people context for why you are there.

  1. Do not give your title.

When you meet people at events, your title has no meaning. What you need to do, instead of saying out your title, so people know who you are and that you’re personalizing your introduction, is say the benefit of what you do. This gives people something that they can hook the first question on to.

  1. Invite people to participate.

When someone asks about you, say a little bit. Then stop. And turn it around with these magic words, “And what about you?” This way, you invite them into the conversation.

  1. Don’t ask people too many questions.

When you ask people a lot of questions, you put them on the spot.Then you make them all the talking and you don’t share about yourself or a story, a fact, or an interest or observation. So there is no way to connect with you. Instead of being an interrogator, have some stories and ideas and information that you can share with them.

  1. Bring who you are to what you do.

People relate to the small things in our lives that we have in common. Establish a commonality through small talks  Have that dialogue and do not grill people.

  1. Make sure you prepare.

This doesn’t mean just preparing your conversation but also prepare your attitude. The people who are going to succeed are the people who can talk to other people.

  1. Go into every room, every event, every meeting, etc., and think what you can do to make other people comfortable with you.
  1. Be a lifelong learner.

If you see everyone in the room is someone that knows that you don’t know that they can share with you and teach you then appreciate what other people have to offer to you.

Susan’s Major Takeaway:

When you go to any event, always say yes. Show up. Big smile. Be very approachable. Keep a mindset that you will have a great time and meet interesting people then you will. If you’re going to a room to have fun then the room will work you.

Episode Resources:

Susan RoAne’s book How to Work a Room

Connect with Susan on www.susanroane.com or on Twitter @susanroane. Sign up for her email list to get a copy of her eBook, Nuances of Business Networking for free. Or do it the old school way and call her through phone at 415-461-3915.

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Networking, Strategic Alliance, Business Meeting

TSE 108: 6 Things You Must Do To Gain Maximum Results From Networking Events

Networking, Strategic Alliance, Business Meeting Find the right event to go to

  • It has to be close to your niche and mutually beneficial for you to go.
  • Spend your time wisely.
  • Look at trade organizations where your ideal customers are.

Limit the amount of events you go to

  • Less is more.
  • Focus on the best ones.
  • 2-3 would be ideal.

Be a giver

  • It’s not always about you. Don’t be a taker.
  • Understand and know everyone in the group that you can possibly bring value to.
  • The more you give, you get 10 times the amount in return.

Look good

  • Look good. Smell good.
  • Make sure you have good breath. Bring some mints.

Have a goal

  • What do you want to gain from the event?
  • Give referrals: Find 3 people you want to connect.
  • Build strategic alliances: Find 3 complementary businesses.
  • Limit the number of business cards you’re giving out.

Make sure you have a message

  • Ask people first. Learn about them. Build relationships.
  • Have a message that you can share with them that will grab them.
  • Describe who your ideal customers are.
  • Describe what specific things you can do to help them.

Bonus:  Go! Just go!

  • Stop making excuses not to go.
  • Find someone you can go to these networking events with.

TSE Episode Sponsor 

This week’s episode is sponsored by Her Power Hustle. Check ’em out! They are launching their podcast pretty soon. They focus on resources for entrepreneurial women who crave success. Guys, you could go there too of course. Feel free to like their page. 


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