Why Should I Network ‘In Person’?
At the recent Extreme Business Makeover (“XBM”) Conference in Orlando where I was one of the featured speakers, I was fascinated by the networking going on at the event. I asked Dave Carpenter, an attendee and nationally recognized consultant, to share his thoughts on how to get the most from attending a major event.
YES! Online networking is valuable! YES! Allowing others to connect you is priceless! But NOTHING replaces effective IN PERSON events — you simply cannot replace ‘touch’ with ‘tech.’ – Carrie
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XBM was an outstanding conference with wonderful speakers like Bob Burg, Zig Ziglar, Stephanie Frank, Paul Martinelli, and Carrie Wilkerson. I fully expect that almost everyone left feeling (1) upbeat, and (2) enriched with new ideas.But, is that enough?
For many of the participants at a major seminar or conference, attending a three day event means a loss of four or five work days when travel time is factored in. Now, what a work week is worth differs for each of us depending on what kind of revenue we generate (or aspire to generate) annually. For me, investing a work week in any activity is a MAJOR investment and one from which I demand, of myself, a major return on my time invested. Just feeling good and/or collecting some tidbits of information just doesn’t provide the kind of return on investment that I hold myself accountable for consistently achieving.
To get a great return on time invested in attending any major live event necessitates the same kind of planning that is needed for success with any major activity. One can benefit from planning pre-event, event, and post-event actions that will maximize return on time invested. Having a well defined set of goals is also important.
From my years of counseling high performing professionals (lawyers, consultant and investment bankers), even the most talented of individuals often short change themselves with respect to every aspect of planning and performing well at an event like XBM. Too often, pre-planning is limited to arranging travel logistics (Ouch!). Attendance at the event is often sub-optimized by spending much of the time at the event working on other business (Ouch!). And, post-event follow-up often gets lost in the aftermath of trying to get caught back up on what was missed in the time away from work. (Ouch!)
Two weeks after an event, the impact from the event often starts to fade because a lack of smart, disciplined planning and execution. Four weeks later, many attendees – having not gotten an adequate return on investment – start reading about other live events they might attend. Like an addict, some participants live for the ‘highs’ of going to events, rather than using the events to make definitive changes that significantly advance their business and/or personal life.
For me, the XBM Conference was a solid investment. I did extensive pre-planning. I set aside business during the three days and diligently worked the event. And, I have followed-up on opportunities that were created by my participation in the event. Was my performance optimal? Hardly! I would give myself a B+ to this point, with hopes that some of my additional post-event follow-up will lift my self-evaluation.
Thinking about return on time invested is not a matter just for participants. Speakers, sponsors and exhibitors need to be equally focused on their return on investment. For example, speakers who are satisfied with just a fine ovation are missing-out on the returns that come from planning and executing all that is required to convert polite applause into raving fans. This last point was driven home to me by watching Carrie Wilkerson distinguish herself by being the speaker at XBM who has most impressed me, post event, by her savvy and caring follow-up communication. Smart!
Whether on the stage or in the audience, thoughtful planning and diligent execution of your plan will maximize the likelihood that your attendance at a live event will produce the kind of return on time invested that should be demanded by all high performers.
Dave Carpenter is a nationally recognized consultant with a distinguished record of helping leading professional service firms to embrace change to accelerate their success. He works with leading lawyers, consultants, accountants and investment bankers to assist them to capitalize on market changes. He is also a mentor to many high performers, from all walks of life. He is the recent co-author of a free eBook on personal change, Prospering in 2010, Embracing Change to Accelerate Success, which is getting rave reviews. You can follow him on Twitter here.
Great assessment by Dave (who is a great guy)! One of the things that does set XBM apart is the amount of solid relationship buildng that takes place before, during, and after the conference. Dave and I did not really get to talk at the event but have connected since and I am grateful to now follow him.
I agree that Carrie “wowed” us as a speaker and that her follow-up has continued to impress. Thanks, Carrie!
Great insight by Dave, and something that most people miss — careful planning can help you make the most of practically anything. Or, as an old phrase goes, “Proper planning prevents p$%&-poor performance!”
Planning is not the most exciting, invigorating or glamorous way to spend your time, but when even a small amount of time is invested in planning, the results can really blow you away.
I so agree. You wouldn’t build a house without some kind of vision, intention, plan, or goals in mind. Attending a conference or retreat is a huge investment in time, attention, and resources for anyone in business, both personally professionally.
My formula is to set some overarching vision and intentions for why I’m attending and what I want to experience, achieve and attract. Then I add in some specific goals on what / who I am seeking to experience, learn and meet by being proactive. Then I allow synchronicity to provide some of the Aha! Moments that natrually fall into place.
The last few conferences / retreats I’ve attended following these simple guidelines have been not only fabulously enjoyable, but also deepy inspiring and life /work changing.