Whether you’re attending a trade show as an exhibitor or an attendee, as a business owner, your intention is to make contacts. You’re looking for contacts that can help make your business and life easier, lead to clients and more business. Although, there’s lots of bling to look at and it’s great to socialize with like-minded people, lets’ face it, this is not a social event, it’s a business event.
The business piece of a trade show doesn’t stop at the event. It’s carried into the days, weeks, months and even years to follow. This can lead to many, many opportunities. Unfortunately, this is exactly where most miss the target… and miss the gold… turn their back on their ship that came in.
Most are so busy getting on to the next “thing” that they don’t get the depth of what this one event can offer them. They don’t take the time to develop and nurture relationships that are made at trade shows, and other networking opportunities, as well.
The next time you’re at a trade show, stand back and watch how many run around like children trick-or-treating, running from one person to the next trying to SELL their goods and collect as many business cards as possible. It looks like a feeding frenzy at the fish pond.
Here’s how to get the most out of trade shows so they’re not just one more time wasting activity that you feel you must do (so you do) but don’t really feel it’s worth the time, money and effort:
1. If you’re an exhibitor, dress it up and make it fun. Dress yourself up as well – you are the professional. Stand out from the crowd. The same goes for your booth. Add some fun – candy, balloons, bling. This can be a lot of fun and people naturally gravitate toward fun.
2. Watch your body language, especially if you’re an exhibitor. When someone approaches your booth, stand up and greet them with a smile and a firm handshake. If you are in a conversation with your booth buddy, let it go and give your attention to your prospective client. Your body language says a lot. Facing your client says: “My doors are open to you.” When you turn sideways it says: “My doors are closed to you.” And when your back is turned toward another it tells them you’re too busy or not interested in them.
3. If you’re attending the trade show (or any networking event), dress yourself up. Be the change you’re wanting to bring to the world. If it’s success, dress as if you are the success you are creating for yourself and others. If it’s fun you want to bring to the event, wear bright colors. Be creative and have fun. Stand out from the crowd.
4. Don’t treat the event as a feeding frenzy and you’re a starving piranha. Slow down. Scan the room and decide who you want to meet. Spend time with each person and talk (without monopolizing their time). Ask questions. Find out more about them and their needs. Ask if there’s anything you can do to help. I’ve not only made great business contacts this way, I’ve also developed lasting friendships. (If they’re acting like a starving piranha, move on.)
5. Make notes. After every contact, stop and write down a few notes about the person and their business. You’ll refer to these notes when you follow up.
6. Follow up. Follow up. Follow up. This is where most completely miss the boat. Why? Because you’re busy! As a business owner, you’re always busy. Who has time to call or e-mail all those contacts you made at the trade show? How do people do it? There must be some really good vitamins out there that you haven’t discovered yet – right? Not at all. If I can do it, you can do it.
Make follow up after the event a number one priority.
Write follow up time(s) into your Daily Success System.
Give your follow up time a specific date, start time and stop time.
If you don’t know what to say, refer to your notes you jotted down at the event. Ask them if there’s anything you can do to help them. Do not call to sell them something. Be in service, not sales. When they use your services, it will be a winning combo for both of you.
Only follow up with those who are interested in your services/products. If it was clear at the trade show, that it wasn’t a good fit, don’t waste time and energy following up hoping something could possibly someday come from it. You need serious contacts.
(You may use the Daily Success System provided by Yes I Can With A Plan or any system you choose – the key is sticking to it)
Please write your comments below – What is your favorite nugget you got from this, today? What are you most excited about implementing from this “Yes I Can With A Plan! Bright Ideas” edition?
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