Turning booth chats into opportunities: Garen Ballard’s event playbook

Big events can feel overwhelming, but with the right approach, they can become a series of meaningful conversations that lead to real opportunities.

Garen Ballard, Account Executive at Amplemarket, shares the habits and strategies that help him make every interaction count.

From energizing mornings to bold conversations with executives, Garen has developed practical tips that consistently help him connect with attendees, book meetings, and turn casual chats into meaningful next steps.

Q: Once you’re at the event, what’s one thing you do that helps you make the most of conversations?

Garen: Each morning, I make sure to take care of myself. A good night’s sleep, a solid breakfast, and a strong cup of coffee keep me energized and focused. When you are alert and present, the conversations flow naturally.

Q: Any tips for turning a casual booth chat into a meaningful next step?

Garen: Listen first. Most casual booth chats contain small nuggets of insight that can lead to deeper discussions. Focus on understanding the person and their needs rather than pushing a product.

Q: What’s one common mistake you see sellers make at big events, and how do you avoid it?

Garen: Not booking meetings during the event. Post-conference follow-ups often fail. Even if some meetings reschedule or no-show, securing a time on the spot greatly increases the chance the conversation actually happens.

Q: If you could give attendees one piece of advice to get more value out of events, what would it be?

Garen: Don’t be afraid to fail. Not pursuing a big account or skipping a conversation with an executive is the same as a guaranteed no. Take chances and be bold. Everyone is human and appreciates genuine interaction.

Key takeaways for reps at events

From Garen’s playbook:

• Take care of yourself first. Energy fuels focus.
• Listen more than you sell. Valuable insights come from paying attention.
• Book meetings on the spot. Don’t rely on post-event follow-ups.
• Be bold. Take chances and embrace failure as part of the process.

Events are where connections are made, ideas are exchanged, and opportunities are unlocked. Keep these tips in mind and make every interaction count.

Heading to INBOUND? Come find us at booth #46.