The Eager Beaver
Your prep game is strong. You’ve connected on LinkedIn, mapped the floorplan, and scheduled more coffee, lunch, cocktail and dinner meetings than your stomach capacity might be able to handle. And that’s ok, because you are here with energy to spare.
Make it count: Don’t just collect cards, create value. Anchor conversations with questions from the SIGN framework (Situation, Insight, Gap, Need-Solution). Ask: “What’s the biggest challenge your team is navigating right now?” Follow it with insight, not a pitch. Slow down. Learn before you launch.
The Butler Street Way: We call this taking a genuine interest in your target prospect by actively listening to them and getting into their operating reality. It will help you understand their perspective, create an authentic connection, and provide you with insight about how to create value.
The Stealthy Sales Shark
You don’t attend sessions, you orbit them. You scan for badges, titles, and the chance to “accidentally” share a shuttle with a VP. You’re strategic, precise, and allergic to small talk.
Make it count: Before making a move, know the prospect’s operating reality. Study their business pressures using tools like PESTLE. Then strike, ever so subtly, with a tailored value statement that captivates, differentiates, and validates your solution. That’s not salesy. That’s smart. And it takes great planning.
The Butler Street Way: Incorporate the Five Prerequisites to Winning the Deal to qualify targets. Use Relationship Mapping to determine who has influence and authority. When ready, present a tailored solution aligned to their decision process.
The Reluctant Introvert
You attend with good intentions, but the expo floor drains you. You prefer listening to talking and would rather solve problems than pitch solutions.
Make it count: Play to your strengths. Use active listening to uncover needs attendees may not even know they have. Ask quiet, powerful questions—and when you find a gap, explore it. People trust people who genuinely want to help. You don’t need to be loud. You need to be relevant.
The Butler Street Way: Lean into the SIGN questioning model. Use Insight and Gap questions to guide discussions naturally. Reinforce follow-up with a simple Touch Plan to ensure consistency after the event and help you with your mental exhaustion.
The Floater
You’re here... and that’s about it. You drift from session to happy hour, waiting for something—or someone—to happen. The potential is there. It just needs a little direction.
Make it count: Set a simple CMP (Client Meeting Plan) for each day. Identify one meaningful contact to engage. Know their role, their likely goals, and be ready with a few targeted fact-finding questions. Even a casual hallway chat can become a gateway to a new relationship—if you’re intentional.
The Butler Street Way: Start each day with a mini-CMP. Even one well-prepared interaction is more valuable than ten unplanned ones. Adopt the mindset of the Four Cornerstones: bring Attitude and Personal Accountability to every encounter.
So, which conference type are you?
No matter which one you identify with, your badge isn’t your ticket. Your mindset is. Bring Attitude and Personal Accountability (two of the Four Cornerstones of Success®) to every handshake, every coffee chat, every lunch, cocktail and dinner opportunity. Prepare, be present, and don’t wait to follow up. That’s where real deals begin.
And remember: Every conversation is a moment of truth. Make yours count. Looking for Butler Street to help you and your team crush the remaining months of 2025? Contact us to learn more, because we help companies and their people grow!
