Events like CRS are increasingly rare.
Barrett Media will host a Summit in Chicago in early May, but Radio Summit’s—Seminar’s—Convention’s—Show’s are not as available as they once were.
At one time, radio enjoyed The Radio & Records Convention, The Gavin Seminar, The Bobby Poe Pop Music Survey Convention, the Conclave Learning Conference, the All Access Audio Summit with a separate National Broadcasters Show, and Radio Adverting Bureau Conventions—all in the same year!
Opportunities to learn – and connect – have evaporated. One has survived – and thrived. Formed in 1969, The Country Radio Seminar is a week off.
Next Tuesday, thousands will begin the annual journey to The Omni Hotel in Nashville to learn and connect. As connection opportunities are scarce, make the most of your three days in Music City.
The agenda is set; you’ll need a roadmap to maximize your time. Despite the robust agenda, seminars are mostly about networking. You can read summaries of sessions. Facetime with new connections and old friends is the biggest prospect.
This is an excellent opportunity to grow your network exponentially at this or any industry gathering. Most ‘wing it’ – not creating a plan for their day(s) prior to a convention.
This is your cue – make a plan.
First thing – do THIS now – download the CRS App to plan your three full days. Inside the app, you’ll find a tab to customize your schedule. As with most conventions, competing programming will be underway. Bookmark your tour – there.
Here’s your checklist to maximize networking:
Be Memorable
- Remember Scott? The Master Networker Scott Ginsberg is all about the nametag. It might look cool to take your nametag off the lanyard and hang it from your waste. Nobody will see it. Better practice – clip it on your right chest pocket. When you shake hands, the eye will follow your arm to the nametag. Simple yet effective.
- A handshake should be firm but not crushing. Middle School Class Cotillion teaches all manners, including a proper handshake. It sounds remedial, but it matters.
- Eye contact before and through the handshake shows you’re ‘in the moment’ – genuine (see next).
Be Present
- Ask the new contact open-ended questions, as yes/no questions freeze a conversation.
- Be a connector. Offering your new friend to use your connections at the seminar can go a long way toward instant bonding.
- The question, “Do you see anyone that I might connect you to?” is powerful. Most people in the Omni Lobby are not great at self-introduction. You know people who are valuable to your new networking buddy.
Be Engaging
- Put away your phone. Checking a screen for notifications breaks the intimacy of an engaging conversation. Check your phone away from the crowd.
- Look for visual clues to advance the conversation. This could be a piece of jewelry you admire, shared visible fashion, or a handbag. This shows you are engaged in the present.
- Maintain eye contact. Looking around the new connection or over their shoulder sends the message that they are not important to you – at this time.
Be Curious
- Do a deep dive into their State of Business—staffing, rating, revenue, and digital. This will project interest in them. People love talking about their lives.
- Inquire about their business life journey – what path took them to where they are today.
- Talking with them about their personal journey, family, including parents and siblings, where they grew up, and where they went to college demonstrates sincerity.
Be Connected
- Quickly follow up after the show, as a memory of the encounter will drift. By Monday of next week is best. Most will ignore this advice, and your meeting will stand out.
- Connection on LinkedIn and their Social Media is key. An email will allow the new friend to bookmark your address. No ‘sales pitch’. You haven’t yet earned the relationship right to ‘sell them.’
- The handwritten thank you note is a powerful tool. Most people I know save all their snail-mail notes. Include a note or two about your conversation. That will pop out.
If you’re an exhibit presenter at CRS:
Be Strategic
- Set a goal of new connections to bring back home.
- Sort new connections by hot, warm, and cold leads – chase only hot leads.
- What are YOUR expectations for the event?
Be Inviting
- Move the table to the back and stand in front of it OR in the aisle – they need to come to you.
- Engage without selling – your presentation should do the selling while you start a relationship.
- Put away your phone and don’t check it in your display – you’ll appear uninterested and disconnected.
Be Tactical
- What’s the hourly – daily goal of HOT connections?
- Ask fellow vendors what works – or doesn’t work – for them at these types of shows.
- Debrief immediately with your team afterward to determine what you could do for future increased interaction.
As a collective, Radio Pros often feel shy at networking events – even though they are “entertainers.”
A few reasons:
- Networking requires small talk, eye contact, and confidence — things that can be difficult for those with social anxiety
- Not knowing what to say or how to start a conversation can make people anxious. People worry about running out of things to say, experiencing awkward silences, or saying something embarrassing
- Loud rooms, large crowds, and fast-paced conversations can make it harder for introverts or highly sensitive people to engage
These tips are also ‘best practices’ locally at your on-location events, trips to local chamber networking breakfasts, and holiday parties.
This piece might appear rudimentary. However, I hope it gives you pause before you enter the Omni Lobby.
Be the exception at this year’s Country Radio Seminar.
Most importantly – have a fun week!
Kevin Robinson is a passionate award-winning programmer, consultant and coach – with multi-formats success all over the country. He has advised numerous companies including Audacy (formerly Entercom Communications), Beasley Broadcast Group, Westwood One, Midwest Communications, Townsquare Media, Midwest Family Broadcasting Group, EG Media Group, Federated Media, Kensington Media, mediaBrew Communications, Starved Rock Media, and more. He specializes in strategic radio cluster alignment, building lean-forward tactics and talent coaching – legacy and entry-level – personalities.
Known largely as a trusted talent coach, Kevin is the only personality mentor who’s coached three different morning shows on three different brands in the same major market to the #1 position. His efforts have been recognized by The World Wide Radio Summit, Radio & Records, NAB’s Marconi, and he has coached CMA, ACM and Marconi Award-winning talent. He is also in The Zionsville High School Hall of Fame as part of the 2008 inaugural class. Kevin is an Indiana native – living near Zionsville with his wife of 39 years, Monica and can be reached at kevin@robinsonmedia.fm.
