IN THE TRENCHES: Make the best use of your time at trade shows
IN THE TRENCHES: Make the best use of your time at trade shows
Can you remember the first industry trade show you ever attended? What was your impression of it?
At my first event, I was both surprised and impressed at the tremendous size of the produce industry based on the crowd of people, number of exposition booths, educational workshops and exciting social functions. It was a very memorable trade show for me.
Why do we attend trade shows? Is it to see friends, meet new people, discover different product, learn about trends, visit vendor booths, network, dine, play golf or party? Actually, it should be a combination of all these reasons.
A convention is where people are drawn together for the common good of an industry. It is a meeting place of immeasurable opportunities to communicate with one another, conduct business and have some fun at the same time. The event is sort of like a high school or college reunion.
In order to really make a trade show event pay off, there are a few areas you should consider beforehand. If taken seriously, the rewards could be very generous in the end.
Here are a few tips to prepare you for a successful trade show event.
MISSION. Always have a good reason to attend. First of all, going to trade shows should be primarily for business purposes. Make certain you meet people, observe product, capture ideas and get educated. It's fine to have some fun too, but remember your main purpose for being there.
DRESS APPROPRIATELY. Dress as though you were going to give a speech at a convention. Would you wear jeans, a T-shirt, a ball cap and flip-flops? Were you ever introduced to anyone dressed like that? Were you impressed? Always wear clothes at a trade show that are appropriate for a business atmosphere.
BE PROFESSIONAL. First of all, act like an adult. Don't be boisterous and rowdy, especially when having a few cocktails. Avoid badmouthing or making nasty remarks about other people or companies. You never know who is in the crowd or occupying a nearby table. Also, never publicly insult someone's product, service or workmanship.
BUSINESS CARDS AND NAME BADGES. Always wear your name badge so people know who you are and the company you represent. Don't leave it in your hotel room. Make absolutely sure to have a sufficient supply of business cards with you at all times and pass them out. Don't use excuses for not having any available. Refrain from handing out cards with information crossed out and corrections written in with a ballpoint pen. Finally, don't fumble around in your briefcase or every pocket to locate your cards. Be organized.
SOCIALIZE. Meet and greet people. Introduce yourself. Attend invitational hotel suite parties or dinners that are offered to you. Be friendly and mix with people. By all means, control your alcoholic beverage intake. Remember, you represent your company.
MINGLE WITH UNKNOWNS. Don't spend the majority of your time with people you already know. Mingle with others at dinners, workshops or on the exposition floor. Meet new people and make friends. It could mean new business.
TIMING: Conventions are short. You have only about two or three full days to accomplish your goals. Don't spend hours at a time gossiping with friends or hanging around specific booths. Get around to as many people as possible and hand out plenty of those business cards. Time is of the essence.
TALK, BUT MOSTLY LISTEN. It is certainly fine to speak with people, especially those you just met. But in order to learn more about them, their company and mission, you need to be a good listener. Take notes or jot down information on the back of their business card.
ATTEND THE WORKSHOPS. Don't be tempted to play hooky from the workshops and scoot out to tour the city or drink with friends at a bar. Get educated. Make it a firm point to attend these very informative sessions to benefit you and your company.
BE EARLY. Whatever you plan to attend, be there early. Don't wait until the room is full. Whether you're meeting someone, catching a workshop session or attending a luncheon, get there early. By doing this, you won't miss industry people you may want to meet.
BE POSITIVE AND ENTHUSED. One of the worst things you can do is walk around with a frown on your face. People will stay clear of you and walk in the opposite direction. Smile, be pleasant and make friends.
FOLLOW THROUGH. You know how people say, "I'll give you a call," but then fail do so, especially after a few cocktails? Don't be one of them. If you say you're going to do something, then do it. Otherwise, you send a message of being a misleading sham.
FOLLOW UP. After the smoke clears, evaluate both the event and your progress. Was the event beneficial? Did you accomplish everything in your plan? Review all the business cards and notes you gathered. Write yourself a one-page outline for future events. Make those phone calls to people you met fast.
At my first event, I was both surprised and impressed at the tremendous size of the produce industry based on the crowd of people, number of exposition booths, educational workshops and exciting social functions. It was a very memorable trade show for me.
Why do we attend trade shows? Is it to see friends, meet new people, discover different product, learn about trends, visit vendor booths, network, dine, play golf or party? Actually, it should be a combination of all these reasons.
A convention is where people are drawn together for the common good of an industry. It is a meeting place of immeasurable opportunities to communicate with one another, conduct business and have some fun at the same time. The event is sort of like a high school or college reunion.
In order to really make a trade show event pay off, there are a few areas you should consider beforehand. If taken seriously, the rewards could be very generous in the end.
Here are a few tips to prepare you for a successful trade show event.
MISSION. Always have a good reason to attend. First of all, going to trade shows should be primarily for business purposes. Make certain you meet people, observe product, capture ideas and get educated. It's fine to have some fun too, but remember your main purpose for being there.
DRESS APPROPRIATELY. Dress as though you were going to give a speech at a convention. Would you wear jeans, a T-shirt, a ball cap and flip-flops? Were you ever introduced to anyone dressed like that? Were you impressed? Always wear clothes at a trade show that are appropriate for a business atmosphere.
BE PROFESSIONAL. First of all, act like an adult. Don't be boisterous and rowdy, especially when having a few cocktails. Avoid badmouthing or making nasty remarks about other people or companies. You never know who is in the crowd or occupying a nearby table. Also, never publicly insult someone's product, service or workmanship.
BUSINESS CARDS AND NAME BADGES. Always wear your name badge so people know who you are and the company you represent. Don't leave it in your hotel room. Make absolutely sure to have a sufficient supply of business cards with you at all times and pass them out. Don't use excuses for not having any available. Refrain from handing out cards with information crossed out and corrections written in with a ballpoint pen. Finally, don't fumble around in your briefcase or every pocket to locate your cards. Be organized.
SOCIALIZE. Meet and greet people. Introduce yourself. Attend invitational hotel suite parties or dinners that are offered to you. Be friendly and mix with people. By all means, control your alcoholic beverage intake. Remember, you represent your company.
MINGLE WITH UNKNOWNS. Don't spend the majority of your time with people you already know. Mingle with others at dinners, workshops or on the exposition floor. Meet new people and make friends. It could mean new business.
TIMING: Conventions are short. You have only about two or three full days to accomplish your goals. Don't spend hours at a time gossiping with friends or hanging around specific booths. Get around to as many people as possible and hand out plenty of those business cards. Time is of the essence.
TALK, BUT MOSTLY LISTEN. It is certainly fine to speak with people, especially those you just met. But in order to learn more about them, their company and mission, you need to be a good listener. Take notes or jot down information on the back of their business card.
ATTEND THE WORKSHOPS. Don't be tempted to play hooky from the workshops and scoot out to tour the city or drink with friends at a bar. Get educated. Make it a firm point to attend these very informative sessions to benefit you and your company.
BE EARLY. Whatever you plan to attend, be there early. Don't wait until the room is full. Whether you're meeting someone, catching a workshop session or attending a luncheon, get there early. By doing this, you won't miss industry people you may want to meet.
BE POSITIVE AND ENTHUSED. One of the worst things you can do is walk around with a frown on your face. People will stay clear of you and walk in the opposite direction. Smile, be pleasant and make friends.
FOLLOW THROUGH. You know how people say, "I'll give you a call," but then fail do so, especially after a few cocktails? Don't be one of them. If you say you're going to do something, then do it. Otherwise, you send a message of being a misleading sham.
FOLLOW UP. After the smoke clears, evaluate both the event and your progress. Was the event beneficial? Did you accomplish everything in your plan? Review all the business cards and notes you gathered. Write yourself a one-page outline for future events. Make those phone calls to people you met fast.
