Stop trying to “measure” networking at your events.
Mike is somewhere in the middle of that crowd…
Someone already did the research — and the results might surprise you.
The influential paper “The Strength of Weak Ties” showed that the most valuable connections often come from the people on the edges of your network — not your inner circle. They have little personal stake in your success, so they can recommend you freely and without risk. They also move in different circles, opening doors your core network can’t reach.
Most events still fail to turn those weak ties into actual referrals and revenue simply because there’s no real system in place.
I see this in my own business all the time. I have great friends and regular customers who love what I do but rarely recommend me to other companies and industry associations that could use my help. If I have a conversation with them, they realize that a referral is appropriate (and that’s why we build that conversation into the Exponential Events booklet).
At the same time, I see people at events that have two or three “you would be perfect for this event” ideas immediately. Maybe it’s fresh eyes, or maybe it’s connecting to a new network — either way, adding a system to capture those conversations helped us dramatically this year.
There’s so much opportunity slipping through the cracks because the salespeople don’t have a cohesive plan to engage with customers and prospects before, during, and after the event.
That’s exactly why I created Exponential Events — a practical system that helps your salespeople capitalize on the full event experience. It helps your guests start more conversations, create more connections, collect more referrals, and ultimately generate more revenue from your event.
You’re already investing in great events. Now you (and your team) can get maximum return on everything you’re doing for them.
If you’d like the full guide, just click here and get your copy now.
I’m also happy to hop on a quick call to show you how I can deliver this live at your next event.
I’m curious — what are you currently doing to help add more people to the edge of your salespeople’s networks?
