THE NEXT STEP

A small brewery in Philadelphia called Yards Brewing approached several local bars with samples, hoping for shelf placement. Most passed – or asked for more convincing.

Instead of aiming for an immediate deal, Yards focused on one thing: opening the door. They invited bar managers to visit the brewery, meet the team, taste on tap and learn their story.

That simple next step was a starting point. Over time, those visits turned into orders. Months later, the brewery had dozens of accounts across the city.

Their early progress came from building momentum – earning the opportunity to continue the conversation.

That’s the choice you face as a speaker.

You won’t always leave the room with a signed agreement. But you can leave with interest, curiosity or a clear next step. That could mean earning a follow-up meeting. Or getting someone to lean in and learn more.

Move the conversation forward. Know what the next step is – and design your presentation to get there.