Expo Exponential

Category: Hot Marketing Tips
By: Drew Dinkelacker

Collect Warm Introductions at Expo Events with the “Power Buddy” Strategy

I love my friends, but I'm not a big fan of hanging out with my buddies at networking events. Usually this negatively impacts my results because time with established relationships takes away time from creating new relationships. In other words, I simply don't have as much time left to introduce myself to new people. In the 7 Networking Flashpoints that I penned last year, Flashpoint #3 states "Avoid Your Buddy" in order to improve networking results. I limit my discussion with old friends who simply want to chat about last week's game. I have goals to achieve at this networking event. Like most event attendees, my buddy probably has no goals set.

Find a Power Buddy
My eyes were opened to a new strategy that I applied this past week at the West Chester Chamber Alliance Business Expo.  I call this the Power Buddy strategy.  Tom Breitenbach (my business coach) and I planned to peruse the 100+ exhibits at the expo.  Tom is a strong networker, we attend similar events and I have known him for a couple of years.  As we meandered through the vendor area introducing each other to our colleagues, I was amazed at how many people I knew whom Tom had never met.  I simply assumed he would know them because we operate in similar circles, but that wasn't true.  Also, Tom was able to introduce me to quite a few members of his personal network whom I had never met.

Big Event = Big Benefit
At a big event like this, I could have walked up to all of these individuals and introduced myself without a Power Buddy.  However it is significantly more effective to meet new contacts under the warm welcome of Tom's introduction.  That's a big benefit.

3 Keys to the Power Buddy Strategy
Here is what you need to make sure you win at this strategy:

• Choose your Power Buddy in advance of the event
• Choose a Power Buddy that is well connected (even if you aren't)
• Send a follow up note to all of those contacts to whom your Power Buddy introduced to you (email is OK, handwritten note is better).  Make sure you reference your Power Buddy in the note.

Caribbean-American Business Expo
Orlando - June 10-12
We can dream about a Caribbean business trip can't we? Photo on the right was taken in St. Maarten in the Caribbean in January 2009.  Drew is looking for an excuse to return.

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