Do you dread networking events? Are you the type who attends things like the BSM Summit in New York City March 2-3 to listen and take notes, and hope you bump into people who could help your career? Then stay home and get a virtual ticket.
But if you want to move up in the sports radio business and meet the people who can get you closer to the job you want, get your ass to the Summit and start preparing now. Whether you are in programming or sales, executives and others can help you move up.
Do you know Gary Vaynerchuk? Gary is a fast-talking motivational speaker who made millions in social media, wine, and now NFTs. Gary Vee recommends you attend the Summit and be open to meeting ESPN’s Jimmy Pitaro, Cumulus/Westwood One’s Bruce Gilbert, or Spike Eskin of WFAN.
But don’t be a dick and forget all the others who are there like you. Vaynerchuk also recommends you skip whatever session is happening to make a connection. Don’t worry about missing the workshop if you are there to make a connection. You can network with speakers when they are done in the lobby or hallway while the next session starts. And wait till you corner a person who is about to speak because they will be preoccupied.
The key to networking success, though, is to prepare.
Prepare your elevator pitch about yourself. Research who is speaking, what you have in common, a question you would like to ask, and what you offer them.
For example, let’s say you want a job in a bigger market and can do updates, produce, whatever. You approach Don Martin, EVP/Head of Programming for iHeart Sports. You have researched and know that FOX Sports Radio has an opening for an update anchor in L.A.
Joe: I see you live in Thousand Oaks. Have you met any L.A. Rams folks in the area? Joe Bag of Donuts, nice to meet ya.
DON: Oh yes, they are all over the place!
Joe: I love L.A., I’m a sports news producer and talk host in Cincinnati, and I specialize in never saying ah, um, or I don’t know.
DON: Got ya. So what are you looking for here in NYC?
Joe: I have studied FOX Sports Radio, admire how you present sports info, and want to work on the West Coast. I want to work for you.
DON: We happen to have an opening in LA…
Now, I can’t promise this result, but you must know who you are, what you want, and who you are speaking with! Research who is speaking, decide what you will say to them, and do it!
Don’t be afraid to connect with them before the event and meet in NYC. Find restaurants and bars close to West 50th Street that you want to try and keep in mind to suggest to someone.
And don’t forget those seated right next to you. Ask them what they are looking for or want to learn at the Summit. Think about who you know and how you can help someone and offer that up.
Don’t be a dick!
Jeff Caves is a sales columnist for BSM working in radio and digital sales for Cumulus Media in Dallas, Texas and Boise, Idaho. He is credited with helping launch, build, and develop Sports Radio The Ticket in Boise, into the market’s top sports radio station. During his 26 year stay at KTIK, Caves hosted drive time, programmed the station, and excelled as a top seller. You can reach him by email at jeffcaves54@gmail.com or find him on LinkedIn.
