Sales training and coaching · Prospecting and meeting-booking practice
Prepare before each event, debrief after it, and reconnect with one old contact a week.
A networking event routine has three parts: a prep sheet before you go, a debrief within a day of coming home, and a weekly habit of reconnecting with people you have not spoken to for six months. It ends in a log that tells you which events and which contacts produce meetings.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A networking event routine has three parts: a prep sheet before you go, a debrief within a day of coming home, and a weekly habit of reconnecting with people you have not spoken to for six months. It ends in a log that tells you which events and which contacts produce meetings.
The owner of a PVC pipe factory in Vapi goes to the industry fair every February and comes home with a bag of visiting cards. By April the cards are in a drawer and nobody has been called. The stall fee was real money, and the only measurable result is a stack of paper.
The routine has three parts. Before the event, a one-page prep sheet lists who you want to meet and five questions to open with. After it, a thirty-minute debrief turns cards into rows in the CRM with a next step against each. And once a week, an hour is blocked for reconnecting with one person you have not spoken to in half a year.
The owner or rep who attends does the prep and the debrief. The sales head checks the debriefs. Old contacts matter because a former colleague now working at a bigger firm is likelier to give you an introduction than a stranger at a fair.
It follows the daily social routine and sits next to asking for referrals. If you only go to one event a year, skip the weekly part and make the prep sheet the whole job.
Where this sits
Topic 2 of 8 in sales training and coaching: prospecting and meeting-booking practice. Drills for finding good-fit prospects and getting meetings. Distinct from the sales-process sourcing and prospect-list pages: these are practice routines.
- The topic before
- Sales careers and mindset
- The topic after
- Qualifying conversations
If you want this done for you
Your team can sell once they are talking to the person who decides.
The work
What this is actually like.
“Weak ties carry the introductions”
Your closest contacts know the same people you do. The person you last spoke to three years ago has moved into a different circle, and that is the circle you cannot reach alone. A short voice note asking how they are keeps the contact alive.
“Decide quickly who is worth the time”
In the first two minutes you will know whether you have a professional connection, a personal one or neither. Be polite to all three and spend your time on the first two. Standing with someone who is clearly not a buyer for twenty minutes is the usual way events are wasted.
“Ask permission to follow up”
Close each good conversation by saying what you will do and checking it is welcome: 'I will message you on WhatsApp on Monday with that supplier's name, is that fine?' That small yes is the consent for the follow-up, and it is more honest than adding people to a broadcast list.
“Count helping, not collecting”
A monthly target of cards collected rewards the wrong thing. Count introductions you made, advice you gave and links you passed on. People remember who helped them, and your future referrals come from them.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The event prep sheet
Event name, date, cost, ten target names or companies from the attendee list, five open questions, and what a good result looks like. The attendee fills it a week before.
Result: Finished when someone else could attend in your place and know who to look for.
The debrief log
One line per useful conversation: name, firm, what they need, what you promised, the next step and its date. Filled the evening of the event or the morning after.
Result: Finished when every card has a line or has been thrown away.
The follow-up messages
A short message to each person, sent within two days, that refers to what you actually discussed.
Result: Finished when each message mentions something only that person said.
The weak ties list
Fifty names of people you have not spoken to in six months, with the last contact date and how you know them. One is reconnected each week.
Result: Finished when the list sits in a sheet with a column for the date reconnected.
The monthly help log
Introductions made, advice given and resources shared, with the person's name.
Result: Finished when you can name ten things you did for others last month.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Which events are worth paying for?
How do I reconnect without sounding odd?
What if I am not a natural at events?
Should every rep attend?
Do I need a CRM for this?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
Where to go next
The work that carries this topic further.
The rest of prospecting and meeting-booking practice
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.