How to make more sales using conferences and events with gary robbins

How to Make More Sales Using Conferences & Events, with Gary Robbins, Episode #44


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Wouldn’t it be great to have inside information on how to make more sales using conferences and other networking events? Imagine what it could mean for your business if you were able to leave these events with more appointments and stronger connections. On this episode of #SellingWithSocial, you’ll hear from guest expert Gary Robbins. Gary has over twenty years of Consultative Sales, Marketing and Project Management expertise, which include design and development of over 250 events and 100+ customized integrated marketing campaigns. He works for Frost & Sullivan’s Global Brand and Demand Solutions Practice (& Events Business) where he is dedicated to bringing buyers and sellers together by leveraging over two dozen unique Integrated Marketing Solutions (combination of inbound and outbound marketing services). You don’t want to miss Gary’s insider perspective as he shares key lessons that can help leaders like you get an edge over the competition, make sure to listen to this episode!

How 2 make more #Sales using Conferences & Events w Gary @FS_events & @M_3Jr on #SellingWithSocialClick To Tweet

This podcast is being brought to you by STAR – The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

Gary Robbins

Are Conferences and Networking Events Dead?

As more and more connections are being made digitally, many in the sales community seem to be asking, “Are conferences and networking events dead?” Is attending these sort of events really the best way to make more sales? On this episode of #SellingWithSocial, Gary opens up and shares why he still believes that there is a significant advantage to connecting with prospects and influencers in a face to face setting. He remains convinced that anytime sales leaders can get one on one with a customer that is going to be the greatest opportunity to really make an impact and build a connection. According to Gary, another great benefit of these types of conferences and events is the ability to connect not with just one potential client but with upwards of ten in one foul swoop. Make sure to listen to this episode as Gary expands on the role of conferences and much more!

How to Make More Sales

What is the best approach to make more sales from your efforts at conferences and events? Gary says that key ingredient to have a successful event experience starts with how you prepare for the event. Like a test or an exam, if you don’t prepare adequately, your end result will suffer. Gary and his team coach salespeople to prepare 60 to 90 days before the event takes place. They encourage leaders to start reaching out to presenters and vendors in the time leading up to the event. Additional approaches that Gary touches on is the use of conference apps, connecting with attendees that expressed interest via LinkedIn, and looking into the event’s promoted hashtag. You don’t want to miss my full conversation with Gary on this episode of #SellingWithSocial!

UR working events the wrong way! Listen Gary Robbins @FS_events & @M_3Jr on #SellingWithSocialClick To Tweet

What’s Your Elevator Pitch?

Do you have a solid elevator pitch? Many sales leaders might dismiss this tactic as dated or not worth the effort but it has continued to stick around for a good reason, it can work! On this episode of #SellingWithSocial, Gary explains why he still encourages salespeople to utilize the elevator pitch. At the end of the day, if you have a short window of time with a prospect, whether that’s at sales conferences or if you happen to run into them in a random location, you need to have “Go to” pitch that you can rely on. Gary is so convinced that this tool will help you make more sales, he and his team have prepared a workshop that specifically focuses on how to leverage the elevator pitch as effectively as possible. Make sure to listen to this episode with Gary as he dives deeper into this topic and much more!

Join Vengreso and other top sales and marketing leaders at the STAR – The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

5 Ways to Stand Out with Post-Conference Follow Ups

Did you know that the follow up is as important as the prep work done before attending sales conferences and events? What is your post-conference follow up strategy? On this episode of #SellingWithSocial, Gary reveals five ways for sales leaders like you to stand out with your post-conference follow up and make more sales as a result.

  1. Enter the contact into your database.
  2. Call the contact or leave them a voicemail.
  3. Email the contact and reference the call or voicemail.
  4. Create a calendar invite to the meeting that you scheduled with them at the event.
  5. Connect with the contact via LinkedIn so they know what you look like.

Are you currently using any of these steps? Which ones do you need to implement in your post-conference follow up strategy? Get more helpful insights like these from Gary on this episode!

How 2 make ur postevent follow ups stand out w Gary Robbins @FS_events & @M_3Jr on #SellingWithSocial Click To Tweet

Outline of This Episode

  • [1:05] I introduce my guest, Gary Robbins.
  • [2:00] Gary shares his story, the cliff notes version.
  • [5:30] Are sales conferences dead?
  • [8:00] Best practices for attending events.
  • [11:30] Utilize conference hashtags to prepare for an event.
  • [15:00] Do your research and outreach before the event.
  • [21:30] Is there a specific methodology to working an event?
  • [27:30] Weeding in and weeding out connections at events.
  • [29:30] Gracefully ending an unfruitful conversation.
  • [35:30] Do you have an elevator pitch?
  • [37:00] 5 ways to stand out in post-event follow up.

Resources Mentioned

One of the things I love to do is to read amazing sales books and listen to sales podcasts.  That is why we’ve created the best sales books of all time list and the best sales podcasts list for sales leaders, sales managers, and sales reps.  I encourage you to click through these and give them a listen! Also, take a look at the resources below mentioned during this podcast:

Connect with Mario!

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