3 Steps to Making Networking Events More Impactful & Enjoyable as an Introverted Seller

Note, this newsletter is no longer published on LinkedIn as of June 2022.?To receive the latestly weekly insights, please subscribe here. ?

?? Today’s level up ??

In this edition, you’ll understand how to apply a simple 3-layer “sandwich” system to making networking events more impactful and enjoyable when you naturally hate networking.

The mission:

→ Read this in <5 minutes right now

→ Understand the 3F sandwich system

→ Be ready for that big networking event

→ Schedule a special mid-year 1:1 session with me (↓)

Let’s go...

3 Steps to Making Networking Events More Impactful & Enjoyable as an Introverted Seller??

Early in my sales career, I loathed networking events.

As an introverted seller, I’d shy away from engaging with people. I’d stay tucked away in my hotel room. They would be a burden, stoked my anxiety, and ended up being wasted time and the company’s money.

I thought to myself “networking events are stupid…why am I here?!”

This would happen for years. I would resist the opportunity. I would show up with a deflated mindset. I would hide away in the corners. And everyone would be disappointed with the results…

Old Managers: “Where are the leads?”???

Me: “Ummm.” ??

But taking a different approach for one event changed everything!

I applied a simple “sandwich system” comprised of a 3F framework that made this event more impactful and enjoyable. Since then, I’ve applied it to every event I’ve ever attended.

It’s contributed to consistent 7 figure earning years as a SaaS seller and my overall positive outlook on events.

Here’s how it works:

Layer 1:?Focus

Before the event takes place, I focus on?just one thing?— search for a single meaningful engagement with a key contact at a Diamond Account .

This would be my mantra:

“All you need is one good connection.”

To make that outcome achievable, I would focus on the input of researching a key account for the upcoming event and I’d focus 100% of my attention on them.

→ Result: Dramatically eased my mind and gave me a higher sense of purpose and conversation talking points.

→ Bonus: Write an article or post focused on an applicable topic that will be discussed at the event, and use that as a reason for your connection request or the script for your talking points.

I’m not the only one who likes this approach, Dorie Clark , author of Taking the Work Out of Networking: An Introvert's Guide to Making Connections That Count talks about how effective this is too:

Layer 2:?Find

After connecting with a contact with my Diamond Account and unearthing a meaningful story , I felt like my mission was accomplished.

This freed up more mental energy and gave me momentum to keep collecting more stories.

Without any set expectations, I could engage on a?human first, seller second?level — meaning connect first before selling anything during happy hours and breaks. I was freed up to be fully present in the moment vs stuck in my head worrying about sh*t.

→ Result: More stories, more connections, more leads.

→ Bonus: Rebecca Vogels drops some great tips on developing your personal two-word story in this Forbes article (great for the job search type of networking too!)

Layer 3:?Follow-up

At the end of each day or the event, I followed up with 3 key items from our conversation:

• Gratitude: Thank them for spending time with me
• Summary:?Provide 3 things we discussed as a reminder (and a way to stand out from the hundreds of other conversations they had)
• Invitation:?Invite them to continue the conversation

→ Result: Deeper connections to begin pursuing warm opportunities.

→ Bonus: Create “reconnect files,” where you remind yourself to have one meaningful reason to contact that person once a month following the event.

Networking events don’t have to be complete chaos. If you’re an introvert like me and shy away from cold connections, applying the 3F “sandwich system” can be a simple way to make events more impactful and enjoyable.

TL;DR

• Step 1: Focus on connecting with just one contact at a key account.
• Step 2: Find meaningful stories by staying in the present moment.
• Step 3: Follow-up quickly with the 3 key things you discussed.
• Don’t miss the opportunity to work 1:1 with me in Jul & Aug.

???We’re halfway through the year and I am opening my calendar in July and August for 1:1 coaching sessions (very limited first-come, first-serve spots) at a fraction of my normal rate ($300 per hour vs $750 per hour).

I’m doing this because this is one of the toughest years I’ve seen in my career…at least since the financial crisis in 2008.

But moments like these provide unique opportunities to become a “category of one” strategic seller. Let’s find your one category so you can have a stellar second half!

I am still offering free mentoring , but those sessions are booked out until the fall. I want to provide access to some sellers that aren’t quite ready to drop the big dollars.

Happy thriving and see you next time!

??

Did you like this? If you are gaining value from this newsletter, the best compliment you could pay me would be give it a like, share it with others, and post a comment or question below.