From the very first episode, Dr. Connor Robertson sets the tone: prospecting isn’t a one-off activity—it’s about building environments and systems where conversations become clients. In Episode 1 — “Networks and Trade Shows”, he explores how in-person networking and trade show participation can be leveraged—not just for exposure, but as a disciplined, strategic engine for long-term growth.
He begins by confessing an early mistake: treating trade shows like a shotgun blast—spreading logos and business cards broadly, hoping something sticks. Instead, he argues, trade shows and networking events work best when treated like precision tools. You go with intent, clear objectives, target connections, and follow-up strategy.
One of his first frameworks is “Event Intent Mapping.” Before showing up, you define three things:
- The types of people you want to meet (ideal customers, partners, suppliers).
- The conversations you want to initiate (pain points, trends, referral behaviors).
- The next-step offers you’ll make (follow up call, free audit, content share).
He explains that when every handshake or badge-scan is tied to a next-step, trade shows cease being expensive hobby and become ROI-positive investments.
Dr. Connor gives a personal example from early in his career. At one major industry event, he picked just five companies he deeply wanted to connect with. He mapped their needs, prepared two personalized insights for each, and showed up with a one-page leave-behind. Over the next six weeks, he landed two high-ticket clients—far more than his prior scattershot attempts.
Throughout the episode, he challenges the listener to rethink how they measure success at networking events. The most common metric—number of business cards collected—is meaningless. Instead, he recommends tracking the number of meaningful conversations (15+ minutes), qualified prospects, and scheduled follow-ups. These are the actions that compound.
He also cautions against “spray-and-pray” methods. Many people waste time pitching everyone. Dr. Connor teaches a counterintuitive rule: spend more time listening at events. The best opportunities emerge from curiosity, not sales scripts. If you work to understand a person’s top pressures in 5 minutes, your next-step recommendation becomes obvious—and welcome.
One of his more subtle but powerful points is the role of post-event rhythm. He argues that trade shows are only as effective as the follow-up systems you attach to them. Without immediate notes, emails, and scheduling, even the best event becomes forgettable. He suggests an “event follow-through template” using email snips, calendar invites, and a content drop tied to topics you discussed.
Near the end, Dr. Connor returns to mindset. Many people approach networking with desperation, trying to extract value immediately. He flips that: treat events as planting seeds. The goal isn’t conversion on the floor, it’s starting genuine conversations that grow into deals over time. When you approach trade shows with generosity and curiosity, opportunities emerge naturally.
If you missed Episode 0 (the trailer or intro), you can revisit it for context. In the next episode, Dr. Connor will shift the focus to cold outreach and prospecting rhythms—how to use outbound systems to complement and scale what you do in person.
You can listen to Episode 1 — “Networks and Trade Shows” on Spotify, Apple Podcasts, or your favorite platform or visit drconnorrobertson.com.