John Newtson, Co-Founder of the Financial Marketing Summit has built a B2B business development ecosystem that takes a fundamentally different approach to event marketing. For him, it always been around focusing on others’ needs, helping to shake people out of their me-centered mindset and breaking through the business inertia by doing more together.

1. Networking & Event
Marketing:
Taking Responsibility for Other
People’s Ambitions & Successes
with John Newtson

2. #StrategicMomentum

3. The Challenges with Events &
Conferences

4. “It’s All About Me”
September 2018 Networking & Event Marketing with John Newtson | Flywheel Associates 4
• People often have a narrow view
of networking and deal-making.
• People don’t focus on
relationships because they
perceive networking to be
transactional.
• Many feel they need the
relationship, deal, or opportunity
right now, and approach
networking in terms of who can fill
that need immediately.

5. #StrategicMomentum

6. Pressure to Quickly Extract Value
• There is pressure to meet your
business goals when you go to a
networking event because
1. You’ve paid money.
2. You’ve traveled and have dedicated
working hours to attend.
3. You have limited time to get as much
value as you can.
6September 2018 Networking & Event Marketing with John Newtson | Flywheel Associates

7. Effects of Perceived Expectations
• People tend to succumb to this
pressure to perform and
becoming myopic, even if they
weren’t me-focused initially.
• Having the wrong focus means
missing out on bigger-picture
opportunities that could exist
when understanding the wants
and needs of other people/
potential contacts.
7September 2018 Networking & Event Marketing with John Newtson | Flywheel Associates

8. #StrategicMomentum

9. Taking Too Narrow a Focus
September 2018 Networking & Event Marketing with John Newtson | Flywheel Associates 9
• At networking events, everyone is
generally operating in silos and you
become blind to the business
ecosystem.
• People often are too narrowly
focused on what they already
know, what they are doing, and
their own competitive struggles.
• This creates a box that everyone
operates in.

10. “We don't even think about being creative about
doing business with somebody else. It's just like I
have a shopping list, and that shopping list is either
networking-based or it's customer-based.”
-John Newtson

11. Turning Events and Networking
into Real Business Momentum

12. #StrategicMomentum

13. As Host: Reshaping the Event Environment
• Create an environment in which people can get out of their box
and focus on addressing one another’s needs.
– Take a strategic vs. tactical view by being able to connect the dots on how the
different industries, roles, disciplines really coalesce together and work
together, as an ecosystem to help one another.
• When you plan an event, address some of the
expectations/tactical needs that you know all attendees want
upfront (e.g. provide the contact list of all event attendees to
everyone before the event).
– Help them focus on building relationships at the event not getting names.
12September 2018 Networking & Event Marketing with John Newtson | Flywheel Associates

14. Taking a Win-Win Mentality
• Shift your mindset from winning
for yourself to winning for
others
• Have a strong belief in putting
other people’s needs first and
foremost can create a world of
opportunity.
12September 2018 Networking & Event Marketing with John Newtson | Flywheel Associates

15. As Host: Put Helping Others First
• Being fun and social doesn’t
necessarily mean you’re the best
networking event host.
• Focus on helping others,
specifically helping others
establish new relationships that
lead to value.
• Look at what others need and
take some time out of your day to
help them. It can be as simple as
that one thing.
13September 2018 Networking & Event Marketing with John Newtson | Flywheel Associates

16. As Attendee: Put Helping Others First
September 2018 Networking & Event Marketing with John Newtson | Flywheel Associates 14
• Invest in your social capital – it’s real and it’s almost as important
as regular capital.
• People appreciate receiving help, and you don’t need any special
training to provide that.
• You don't have to be a particularly great or witty speaker. You
just have to be helpful.

17. Tips for More Effective Networking
• Don’t feel like you have to connect with everybody to be
effective.
• Show up, be helpful, and fish for the people that you have
genuine connections with and that you’ll enjoy doing business.
• Seek people who see the world the way you see it; people who
will connect with you because of who you are and how you act.
• At the end of the day, just get out there and get involved as much
as you can.
15September 2018 Networking & Event Marketing with John Newtson | Flywheel Associates

18. Tune in to STRATEGIC MOMENTUM PODCAST to hear from more guests like John!
About John Newtson
John Newtson is Co-Founder of the
Financial Marketing Summit, a B2B business
development ecosystem that takes a
fundamentally different approach to event
marketing. For him, it always been around
focusing on others’ needs, helping to shake
people out of their me-centered mindset
and breaking through the business inertia
by doing more together.
Resources:
● Learn more at
financialmarketingsummit.com
● Connect with John on LinkedIn

19. To learn how we can create momentum for your
business, contact us at info@flywheelassociates.com
STRATEGICMOMENTUM.CO/EPISODES/30

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