It is the day before the trade show and you are setting up your booth with the other 150 vendors at the event. What do you do? The best way to get your next customer is to talk to everyone. Word of mouth is still the number one marketing tool and you should introduce yourself and your company to all of the exhibitors.
Here are some tips on what to do at the trade show to get your next client.
1. Talk to anyone and everyone
Even if the person is not your target market, talk to everyone and get to know them at a personal level. Don’t go up to exhibitors and just jump right into telling them what your product is. Get to know them with simple background questions like, “Where are you from? What do you do? How are you enjoying the show?” I guarantee after a few questions the exhibitor will ask “So what do you do?” this is where you go into your 30 second elevator pitch.
2. Rehearse your 30 second elevator pitch
You have 30 seconds to grab someone’s attention, so use it wisely. I always practice my pitch the night before the trade show I am attending. If you can answer all of the main questions and problems in 30 seconds, you might get your next client.
3. Scan everyone and write on back of business cards
It is so tough to remember every person you meet at a trade show because you are talking to everyone, RIGHT? For this reason, I always write a quick note on every business card to remind me who the person is and why they are important.
4. Walk around the trade show
If you followed part 1 of this blog series, people will already know what you are wearing. So, take advantage by walking around the trade show and people will recognize you. I know this might sound really tacky, but it works. You are always on the hunt for the next prospect; make it easier for them to find you.
5. Go to your competitors booth
Every time I go to a trade show and I see people in my competitor’s booth, I know they are my target market. You don’t have to stalk them, but I always like to find a way to get in a quick conversation with them: at lunch, coffee or when they are walking by your booth. You know they are interested in your competitor’s product; this is your chance to put your sales ability to the test.
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