How to Get the Most Out of a Trade Show

Trade shows are a place where top salespeople get new leads, make contact with current prospects, research new products and do some networking. Savvy types take steps to get the most out of the trade shows they attend.

Difficulty: Moderate

Instructions

Things You'll Need:

• Comfortable Shoes
• Mini Cassette Recorders
• Post-it Flags
• Post-it Notes
• Notebooks
• Computers
• Notebooks

1. Find the shows that will give the most bang for your buck. It's important that you thoroughly research each show before attending to make certain the audience or the exhibitor base is right for you.

2. Look through published exhibitor lists for shows you plan to attend. Then get online and research individual companies.

3. Arrive the day before the show and rest up. Plan to spend an entire day at the show; prepare for a lot of walking.

4. Try to attend a show during the middle of its run, when you will have the best chance of speaking with representatives. On the first day, exhibitors are usually swamped and have little time to talk to prospects; on the last day, some exhibitors are already packing up.

5. Get to the show early and take a little time to study the guide and floor plan. Formulate a plan of attack with emphasis on aisles that warrant special attention, as well as specific booths and product demonstrations you want to catch.

6. Take along a small notebook or mini-cassette recorder to make notes as you go.

7. Translate your notes as soon as possible to make certain you remember and record important details.

Tips & Warnings

• Use flags to mark pages in your show guide for easy reference.
• Wear comfortable shoes and clothes. You want to concentrate on the show, not the blister on your foot.
• Don't stop at booths where the product or service is of no benefit to you, no matter how interesting it is. This takes time away from more important booths you could visit or people you could talk to, and creates unnecessary information to weed through when you get back to the office.

[lucyyy]

on 5/5/2009 Keep in mind that some of the best business connections are made not on the show floor but at the cocktail receptions, dinners and other social events. Even sitting at the hotel bar can result in helpful new business contacts.