Conferences and Exhibitions

Disciplines > Sales > Prospecting > Conferences and Exhibitions

Description | Example | Discussion | See also

Description

Go to the conferences and exhibitions where your potential customers go.

Make presentations that will impress them with your products and services. Give out copies of your paper and other material.

Hold 'clinics' where customers can come and discuss their difficulties and issues.

Man the stands and talk to as many people as possible. and draw them into sufficient conversation to discover their potential as a customer or who they know.

Give out your card, of course. Also get their cards.

Example

An industrial carpet company goes to an assortment of facilities management shows, doing demonstrations of their low-wear range and giving out samples. Their top salespeople not only man the stand - they also go around seeking customers from other stand-holders.

A consultant regularly writes knowledgeable papers and presents them at a range of conferences. The conversations afterwards regularly lead to useful business for her or her associates.

Discussion

Conferences and exhibitions are attended by many like-minded people, often of management level and from similar industries. Not only attendees but also presenters may be met here.

These events are thronged with people for a relatively short period. There is thus little time to sell, but there is huge potential to get leads and identify prospective customers.