In this episode, Joe Fontana shares insights on creating impactful live events, the importance of trust and research, and how to leverage unreasonable hospitality to build pipeline and genuine relationships. Discover why authentic engagement and understanding your buyer's needs are key to success in the event space.
keywords
live events, sales, marketing, relationship building, unreasonable hospitality, event strategy, buyer engagement, pipeline development, event marketing, sales tips
key topics
The importance of trust and connection in live events
Unreasonable hospitality and its impact on relationships
Research and preparation as keys to event success
The role of authenticity over pitches in events
Common pitfalls in event marketing and how to avoid them
guest name
Joe Fontana
Chapters
00:00 Introduction and Joe's Event Philosophy
00:29 The Power of Connection Over Venue
01:50 Energy in the Room as a Success Metric
02:40 Building Pipeline from Live Events
04:03 The Shift from Selling to Relationship Building
05:01 The Role of Trust and Authenticity
06:21 Approaching Buyers in the Modern Age
07:47 No Pitches, No Decks, No Problem
09:05 The Value of Research and Preparation
10:44 Unreasonable Hospitality in Practice
12:12 Avoiding Feature-Heavy Presentations
14:11 Handling Difficult Moments at Events
16:15 Making Attendees Feel Seen and Heard
17:24 Wasted Event Budgets and Misaligned Expectations
19:23 Setting Realistic Expectations for ROI
21:06 The Power of In-Person Engagement
22:22 The Value of Deep Research and Personalization
23:30 Creative Tension in Event Planning
24:22 Involving the Right Decision Makers
27:08 The Role of Influencers and Advocates
28:26 Handling Unexpected Challenges at Events
32:19 Post-Event Follow-Up and Pipeline Management
34:12 The Old Playbook vs Modern Approaches
35:14 Understanding Buyer Power and Expectations
36:16 Guaranteeing Attendee Match and Event Success
39:00 The Importance of Being Prepared for Anything
40:26 The Impact of Authentic Relationships on Deals
41:16 Closing Remarks and Final Advice
resources
Buyer Foresight - https://buyerforesight.com
guest links
LinkedIn - https://linkedin.com/in/joefontana
