This document outlines a workshop on networking effectively at events like SXSW. The workshop is divided into three parts: 1) Establishing control of conversations by using pattern interrupts and upfront agreements. 2) Defining ROI by determining key performance indicators. 3) Creating a solid 30-second "networking pitch" to introduce yourself and why you're memorable. The goal is to teach attendees confidence in client-facing interactions and lead generation.

1. “
Hello”
What to Say After
at SXSW

2. GABRIELLE
Zigi
Digital Marketing Director & Partner
FIREBRAND GROUP
DAVID
Fischer
President
CHARTWELL SEVENTEEN ADVISORY GROUP, INC.
AN AUTHORIZED LICENSEE OF SANDLER TRAINING
SXSW 2016 WORKSHOP

3. You walk into a room
for a networking event-
say SXSW for example.
Immediately, one
question comes to mind:
What’s next?

4. Three years ago, despite my hatred of selling things, I started my digital marketing
firm. I jumped right in and tried my hand at old school door-to-door sales.
Through observing people in business development or sales roles,
I noticed that they loved chatting and loved making friends.
However, they were focused on
making the clients like them,
not the “technical” stuff.

5. There has to be a way for the people in sales positions
to set companies up for stronger success.
There also has to be a way for those of us who aren’t
doing sales to be stronger advocates for what we do.

6. In August 2015 my company merged
with Firebrand Group. Shortly
thereafter we were introduced to
David Fischer and Mark Duval.
Together, we developed
a unique way to
approach clients and
networking. No matter
what your role is, from
entrepreneur to a
manager to a developer,
your purpose is
to add value.

7. To control the conversation, you must
get behind the Pendulum and choose the
direction in which it swings. Do not act too
eager. Remember, you are the expert.

8. By the end of this workshop, you will have the
confidence to go into any event here at SXSW and
know what to say, and you will learn how to
translate that confidence into
client-facing interactions.
This methodology will help you to build your relationship with prospective clients and investors,
and it will help you internally as well. Let’s call this the “what to say after hello” method.

9. 1
E S TA B L I S H
C O N T R O L
2
D E F I N E
R O I
3
N E T W O R K I N G
P I T C H

10. PART 1 | E S TA B L I S H C O N T R O L
We will discuss how
you can take control of
the conversation and
set an environment
of trust, comfort and
equal business stature
by using pattern
interrupts and up-
front agreements
We will then break into teams of four
to test this in a real world scenario.

11. PART 2 | M A K E A C O N T R A CT
W O R K F O R Y O U : D E F I N E R O I
We will discuss how
to get to the root of
the deliverables to
determine the true KPI
(and therefore ROI).
We will use the analogy of doctors
diagnosing a patient. As a patient, the
client communicates symptoms and the
ROI they believe they should see.

12. PART 3 | N E T W O R K I N G P I TC H
In this final segment of
the presentation, we
will tie it all together.
You now have a new system for working
with clients and also for brainstorming
with teammates and yourself. But this all
has to start with an intro to what you do.
To even get to Part 1 & Part 2, you need to
have that solid, confident pitch explaining
what you do and why you are memorable.
Together, we will create your 30-second
pitch, which you can then immediately
share here. If you make just one good lead
at SXSW, this conference was worth it.
Let’s get you
that lead!

13. In summary, if you’re not leading the direction of your client-
facing conversations then you’re leaving success up to chance.
If you give people a reason to listen to you in the first place, they
will want to continue to do so. But you need to take that first
step and open yourself up to the learning process. Stop missing
out. This workshop will teach you what you need to know.
No interaction you have will
ever be the same again.

14. © 2015 Firebrand Group
&
Chartwell Seventeen Advisory Group, Inc.
AN AUTHORIZED LICENSEE OF SANDLER TRAINING