It is important to see every event as having three consecutive parts; (1) Before the event. (2) During the event. (3) After the event. In turn these need planning, focus and administration.
BEFORE: Plan; work out what you want from the event and then prepare and practice an approach most likely to deliver. Preparation will help you relax allowing your personality to prevail and stop you from going into 'sales-monster' mode. All of this does not have to take too much time. I found that the travel time to the event was often all the time I needed to work out my strategy.
DURING: Focus on your approach.
AFTER: Do the admin ASAP!
NOTE: If when you call you have something interesting and relevant to say you will be on the way to becoming a trusted provider of reliable information and people will look forward to your call. Anything else and you run the risk of being seen as a pest.
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