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Getting Leads Isn't Just For Exhibitors
Developing a strategy for participating in a conference is paramount to your success. Yesterday we discussed preplanning and how it helps you get right into the flow at a given conference. Today, leads are the issue.
Now, you may think, as a distributor, you are the lead. You may be thinking that all you'll find as leads are people like you, not potential customers.
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TOP SHELF TIP NO. 5
"The majority of men meet with failure because of their lack of persistence in creating new plans to take the place of those which fail."
Napoleon Hill, American author, 1883-1970 | |
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But here's the key. Use the convention floor as a great way to meet people who can help your business -- even if they'll never buy from you. Those people might be competitors. They might be members of the press working on stories. They might be new suppliers you need to discover. And, they might be association management people who can help you network.
The point is: Expos are about people. Otherwise you could have gained the education by reading a book. Want to meet people who can help your business? Consider these pointers:
Ask speakers questions -- both during the educational program and afterward, while people are milling about. You've selected a workshop because the topic will help your business. For example, at next week's PPAI Expo 2008 there sessions on everything from selling strategies to financial management to avoiding burnout. Make sure you get your money's worth by asking the speaker about applying her information to your situation. It's your responsibility to leave the room having learned something.
Engage others. During any show, there are dozens of times to strike up a conversion. While you're sitting waiting for a session to start, talk to the person next to you. When you participate in organized lunches, sit at a table with people you've never met. Stand in the coffee line and ask the man behind you what classes he is going to -- and why. The point is, you'll engage industry peers in conversation, setting yourself up to learn.
Walk the exhibit floor -- but not aimlessly. Have a problem with one of your clients? Looking for a new distributor? Perhaps the answer lies on the floor. As salespeople approach you, let them know about your needs. It makes it a lot easier to meet the people you need. Remember, passing through booths is not about picking up pens, candies and other products. It's about addressing your business needs.
Keep working. You won't experience all The Expo can teach you if you go back to your hotel room and watch TV. Use social events to mix with others and share war stories. It's especially easy to take The Expo beyond the show floors in Las Vegas. But you can do it anywhere.
When I was working the International Association for Business Communicator's annual convention last October I made my way into a great networking opportunity. A small group of people started talking baseball. By that night, a band of 10 went out to a sports bar together. None of the 10 new each other before that day, but all developed good networking leads over a large screen TV.
And of course, no tip list would be complete without a reminder to attend the educational programs. No matter what the conference, if it's valuable enough for you to attend in the first place, take advantage of the programs that can stimulate your career.
Source: Roger A. Shapiro is president/creative director at Mitchell Rose, LLC, A Communications Consultancy. He is the author of Write Right, 26 Tips to Improve Your Writing. Dramatically. You can order Write Right by clicking here.
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Copyright 2005-2007 Promotional Consultant Today. All Rights Reserved. |
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