The BAMFAM Method: Book A Meeting From A Meeting | Ep. 250
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Feb 9, 2026
A tactical playbook for turning conferences into ROI-positive relationship accelerators. Short, practical steps for booking meetings before you travel and finding the right attendees early. A rule to always schedule a follow-up during in-person conversations. Creative uses of speaking slots, private dinners, and content offers to surface real buyers.
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insights INSIGHT
Events Are Relationship Accelerators
Events work best as relationship accelerators, not hope-driven lead generators.
Preparation before the event determines whether you walk away with opportunities or empty logos.
question_answer ANECDOTE
Small Conference, Big Results
Mason contrasted two conferences: a 1,500-person show that produced ~30 opportunities and a 15,000-person Inbound event that produced zero.
The difference was pre-event prep and treating events as accelerators for existing relationships.
volunteer_activism ADVICE
Book Meetings Before You Fly
Book as many meetings as possible before you travel to make the event ROI positive.
Use returned attendee lists, event apps, hashtags, and LinkedIn location filters to find attendees early.
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Most companies treat events as a logo parade or a chance to walk the floor, relying on hope, dreams, and prayers to scan badges and make money later. Mason Cosby argues that if your event is not ROI positive before your plane takes off, you are doing events wrong. Events should be viewed as a relationship accelerator for existing connections rather than a place to blindly hope for new ones.
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Mason breaks down a tactical plan to ensure every event generates a return. He outlines four core sections: pre-event preparation, event execution, follow-up, and speaking sessions. He explains how to identify exactly who is attending, how to book meetings before you arrive, and why you must leave the event with next steps already scheduled.
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What We Cover
The four core sections of an event strategy: A breakdown of pre-event, during the event, follow-up, and speaking sessions.
Identifying attendees early: Using past event lists, event apps, social media hashtags, and location filters on LinkedIn to find people before the conference starts.
Strategic meeting scheduling: How to book meetings around relevant agenda sessions and find people actively seeking solutions to specific problems.
The BAMFAM rule: Why you must "Book A Meeting From A Meeting" to ensure sales cycles continue moving after the event ends.
Leveraging speaking sessions: Creating a specific content offer for the room and using the session to segment the audience into hand-raisers and future prospects.
The "Free Consultant" approach: How Mason uses speaking opportunities to offer help without selling, while directing immediate buyers to the sales team.
Hosting private side events: Using dinners or cocktail hours to target top accounts and ensure the trip is ROI positive through a few key opportunities.
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