How to Get Leads and Customers at Events

Wondering how taking part in live events can help your business?

Interested in tips on networking and sponsorships for events?

To explore how to connect with and develop leads by attending physical events, I interview Emily Crume and Demian Ross.
More About This Show
The Social Media Marketing podcast is an on-demand talk radio show from Social Media Examiner. It's designed to help busy marketers, business owners, and creators discover what works with social media marketing.

In this episode, I interview Emily Crume and Demian Ross from our biz dev division at Social Media Examiner. Each has been attending events for years with an eye on prospecting.

Emily and Demian explain how attendees can prepare for an event and network with people they want to meet.

You'll discover how different types of event sponsorships can build brand awareness and help you find prospects.

Share your feedback, read the show notes, and get the links mentioned in this episode below.
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Here are some of the things you'll discover in this show:
How to Grow Your Leads and Customers at Events
Why Consider Events to Prospect?

Events are a great way to meet people and develop long-term relationships, Emily explains. Events are also a great way to increase awareness of your business.

At the time of this interview, Emily is at INBOUND in Boston with "22,000 of my new potential best friends." Everyone is attending sessions and learning from each other. Emily is going to demos, meeting new customers, and finding potential tools and solutions for the Social Media Examiner audience. Her secret mission is to find opportunities, which is why so many people go to events.

It's also about speeding up the KLT (know, like, and trust) factor, Demian adds. You've got to get to know someone and like them, and then you'll be open to trusting them. People want to do business with people they trust. Because you're physically able to talk to and reach out to people and build a connection, you expedite that relationship. Networking in person is still so important, even in 2017.

When I first started Social Media Examiner in October 2009, I went to two events, BlogWorld and MarketingProfs B2B Summit. In about a week, I accomplished something that would normally take a year or more. Something magical happens when you meet people face to face, even if opportunities don't present themselves immediately.

Whether you're in the event world, a consultant looking for customers, a company that sells digital or physical products, or in professional services, you can benefit from going to events.

Listen to the show to discover some of the people I became friends with at events in October 2009.

Attending Events

Emily, Demian, and I discuss the four different levels of event involvement. The first level is buying a ticket and going to an event.

At Podcast Movement and VidSummit, my goals were to network, so all I did was stand in the halls, talk to people, and meet some of my existing contacts. Often, those contacts would introduce me to new people. Also, I might host a breakfast, lunch, or dinner. When you sit down to share a meal with people, amazing opportunities present themselves.

Emily likes to meet with existing customers and support their activities at events. For instance, she'll attend their sessions and go to their demos so she can also learn more about their businesses and find ways to help them connect more deeply with our audience. Go to activities that align with your type of business, she suggests. Learn new things, get inspiration, and hone your craft while finding other like-minded people.

Demian goes to events to meet with people who see the power of exhibiting, as well as to discover who their decision-maker is (something easier to find out in person). He wants to learn about what people do so we can see whether it's a good fit. Whether you're there to scope out exhibitors or as an attendee,