etrebels Event → Pipeline
An event is for booking calls, not holding them. In a room of 30–50 people you can't run real conversations on the floor — the win is a short, specific touch that ends in a call booked two or three days out.
- Lead with a call-earning offer, not a pitch. Offer one small, genuinely useful thing that makes a 15-minute call worth their time — an outline of where you'd start, a teardown of one thing, a second opinion. Frame it as your read, hedged ("where I'd start"), never their numbers. If you limit it, make the limit true — it costs real prep hours, so "I can only do a few of these properly" is honest; an invented "only 5 spots" is not.
- Book the next step on the spot. Keep a QR code to your booking link on your phone. "Worth 15 minutes Thursday?" + scan now beats "I'll follow up." Know your week well enough to offer two concrete slots.
- Discern fit fast. Sort each person as you go: a fit worth a call, a wrong-fit to be warm to and move on from, or someone whose need is a different offer than the one you lead with. Don't spend a room's worth of time on the biggest logo if they can't buy what you do.
- Don't over-send afterward. A document emailed before the call gives a busy person a reason to say no alone. Get them on the call first; material follows.
- Follow up within 48–72h, while they still remember meeting you. A warm, in-person lead outranks anything on your cold list — work these first.
When they hesitate (Chris Voss, Never Split the Difference)
"Let me think about it" → a calibrated question, then silence: "That's fair — what specifically would you want to think through?" Calibrated questions start with What or How, never "why". Don't let them set the agenda by deferring to email — name the next step and put it in the calendar.
Bring your own proof and your own voice; don't fabricate offers, names, or numbers.
Depth
- quick: the call-earning offer + the one-line ask to book.
- standard: the full play above, tuned to this event (who's likely there, the offer, two slots).
- deep: + a per-segment sort (prioritise vs be-warm-and-move-on) and a 48–72h follow-up note ready to send.