[00:05] Welcome to this episode of The Engaging Marketeer. Today, I want to talk about how you can pitch yourself effectively in a networking environment. This applies to those meetings where there are lots of people from different industries, and you’re all there to connect and build relationships.
The inspiration for this episode comes from a networking event I attended last week. There were about 20 to 30 people in the room, and everyone had the chance to introduce themselves using a microphone. It wasn’t a traditional networking setup like BNI or 4Networking—it was a bit more unconventional.
[00:49] Most people there tried to sell directly to the room. For example, someone might say, “Hi, I’m a financial advisor. I help you manage your money. Come and see me if you want to ensure you have enough for retirement.” Or an accountant might say, “If you’re having trouble with your VAT returns, I can help you.” Essentially, they were pitching to the room as if it were full of potential customers.
This is not how networking is supposed to work. Networking is about building contacts and referral partners who can introduce you to their clients and customers. Selling directly to the room rarely works.
[01:49] That said, there were a few people who clearly understood how to engage with a crowd. They used techniques like the classic “raise your hand if…” to grab attention. But unfortunately, many of them didn’t execute it well.
For instance, someone might say, “Raise your hand if you want more time in your life and more money to do the things you love.” Then they’d pause—and no one would raise their hand. Yet they carried on as if the room had engaged. It was awkward to watch, and it didn’t work.
[03:02] Using a “raise your hand if” approach can be effective, but only if done correctly. If no one responds to your prompt, it makes you look unprepared or unconvincing. To avoid this, the command must meet three criteria:
- Universality: Everyone in the room should agree with the statement.
- Simplicity: Keep the statement short and snappy.
- Visibility: Lead by example—physically raise your own hand to encourage participation.
For example: “If you enjoy getting referrals from networking groups, show me a hand.” Then, confidently raise your own hand to demonstrate what you’re asking for.
[06:15] At the event, I noticed many people struggled with public speaking. When it was my turn to speak, I focused on making the audience think about their own challenges. I said:
“Are you proud of your website? You’ve filled it with your history, credentials, products, and services, hoping clients will come to you. But does it actually work? Are people contacting you? Of course not. Here’s why…”
This approach worked. Afterward, people came up to me and said, “That’s exactly what I’ve experienced. What you said really resonated.”
[07:48] The key takeaway is this:
- Don’t sell directly to the room. Networking isn’t about making a one-time sale—it’s about building relationships and referral networks.
- If you want to engage your audience, understand the mechanism behind effective interaction. Make your commands universal, simple, and visible.
[09:24] Public speaking in networking environments is a skill, but it’s one that can be learned. I’ve been asked several times to create a course on this topic, and I’m seriously considering it.
Through Engage Web’s EngageWeb.Club, an online subscription platform, I’ll soon be adding video tutorials on:
- How to pitch your services effectively.
- How to get audience engagement.
- How to make people buy into what you’re offering.
- How to get referrals through networking.
[10:19] For those who don’t know, I’ve got a bit of experience in this area—I’m a TEDx speaker and have done stand-up comedy, even winning a stand-up event. Selling from a stage is something I understand well, and I’m excited to share these tips with you.
You can join EngageWeb.Club for just £1 for the first 30 days. If you don’t like it, you can cancel anytime—no hard feelings. So if you’re interested, check it out.
[10:46] Thanks for listening to this episode of The Engaging Marketeer. I’ll catch you in the next one.
