The most important reasons people exhibit at a trade show? To see what's new and to gather leads - information for future business.
So, how do you that besides standing in the booth and walking the aisles? The word is "Networking". It is much more than a buzzword. Networking is a conscious, planned effort to get the most of quick encounters, in. brief time periods, and to develop a lasting mutual relationship.
WHAT IS NETWORKING?
The concept of networking got its start with job searches and head hunting. Like a spider spinning a web, a job seeker leaves a trail of resumes, going from point to point, tying knots in the process, until the quest (the web) is complete.
In the beginning, your technical skills will be required, but it's your people skills that keep you going. Technical expertise is important as it puts you on one level, but it's people who raise you up in the business world.
Networking should be of mutual benefit. What can you offer to raise up the other person?
PROVIDE ADVICE
At a trade show, position your firm as an expert. Besides meeting people at your exhibit, here are other networking suggestions:
* Have technical experts in your exhibit at selected times for conferences or to answer questions. Promote this before and during the show.
* When possible, have your staff participate on panels and as presenters.
* Make all of your staff experts - Select a trend and be certain everyone is up to speed. Talk about it in every conversation on and off the show floor. Always use your company's name in the conversation - make your firm the trendsetter.
* Send a report of the show to all contacts made at the show, highlighting the trends and comments visitors made about your company.
When you give advice, you are recognized as having superior knowledge and expertise. When others ask for advice, they are acknowledging that they don't know something. It may be difficult for people to ask for help. Part of your networking skill will be to recognize when advice - instruction - information - will be helpful to the person.
It's important not to talk down to or make other people feel uncomfortable, as you provide information. Use simple words and increase your vocabulary as you establish rapport with the visitor. This is especially critical when introducing new technical products and services that may have new words or language attached to them.
Sometimes, you'll be asked for information you don't have. You must determine what you know, what you have and what you need. If there are gaps, determine what you need to do, who you need to know, in order to bridge those gaps. Remember, it's OK to say, "I don't know" what asked a question, but it is your responsibility to find the answer and get back to the questioner as soon as possible.
BUILDING THE NETWORK
Through your life you will meet thousands of people. From a chance encounter on a school bus to the second cousin of your neighbor's best friend, from a mail order supplier in London to a tennis partner - we are surrounded by contacts. Some of these people will be critical to your success.
The Internet allows us to broaden our network greatly. Sometimes luck plays a role in who we meet at the show - you might meet the school bus buddy or the second cousin. The world is getting both larger and smaller at the same time. Manage your time and effort to be attuned to those conditions that improve the odds of good luck and serendipity - accidental discovery.
Enjoy your next show.
Julia O'Connor - Speaker, Author, Consultant - appreciates the nuances of networking. She is president of Trade Show Training, inc. and often teaches clients how to move strangers to strategic networking partners.
http://www.TradeShowTraining.com -- 800-355-3910
|
|
|
|
|
|
|
|
|
|
|


Not all dot-com dreams died when the Internet stock bubble... Read More
A few years ago, I was attending a family function... Read More
Have you ever noticed how visible large corporations are? Take... Read More
Definition: talk idly or casually in a friendly way Value:... Read More
Although, this is about giving the gift of your name... Read More
Why is a network meeting the best place to get... Read More
These Actions of Awesome Hospitality? will help you manifest the... Read More
Did you know that contacts are the bread of career... Read More
One of the most cost effective ways of generating leads... Read More
What is the biggest advantage of forming an alliance?Everyone has... Read More
Here are 34 affirmations I have created after studying the... Read More
Your nonverbal communication talks before you do. Only seven percent... Read More
What is "the top" anyway? According to society, "top" has... Read More
Successful networking requires the understanding from the get-go that it... Read More
You're at a conference. Someone steps in the elevator, notices... Read More
Do you enjoy one-on-one networking, however, the thought of walking... Read More
I grew up in a household where saying thank you... Read More
Commandment 1LoveWhen we choose to simply love, our giving and... Read More
As a small business owner you may find yourself in... Read More
A value-added network can be achieved through explicit actions to... Read More
1. Recognise the importance of networkingAsk any successful business person... Read More
Before we talk about specific networking tips I want to... Read More
Many people associate alcohol with relaxation and fun, so it... Read More
Right here in Europe, the very last continent to enter... Read More
Most of us remember the commercial that said, "I told... Read More
Why are people scared to ask for a referral? Is... Read More
Let's test your knowledge on networking:1)The best definition of networking... Read More
The StoryIn a quest to create strategic alliances, coalitions, and... Read More
The most successful organizations have good communication skills. Survey after... Read More
Douglas Wilder, former Governor of the Commonwealth of Virginia, and... Read More
Most people become lax at maintaining their professional business network... Read More
As a single company, it is impossible to provide your... Read More
Think about the last time you feel asleep behind the... Read More


How do you measure a group's worth to your organization?It... Read More
There is a rather famous true story called "Acres of... Read More
The heart of any business is the connection it has... Read More
The StoryBusiness has a habit of testing us as individuals... Read More
While surfing for traffic or browsing your safelist emails, you... Read More
Let's face it, when most people think of IT professionals,... Read More
Real networking isn't about handing out business cards at a... Read More
Let's be real. With other pressures of life upon us,... Read More
For those of you interested in international business transactions or... Read More
Do you enjoy one-on-one networking, however, the thought of walking... Read More
Networking, even to a seasoned professional, can seem intimidating or... Read More
Rather than being there to eat the food and drink... Read More
Right here in Europe, the very last continent to enter... Read More
Are you in the relationship business? Of course you are.... Read More
Networking is often identified as a key business building activity... Read More
"The Networking Factor, Everyone is important!" This slogan reminds me... Read More
Why are people scared to ask for a referral? Is... Read More
The Personal Touch 1There is a simple art to networking... Read More
Sigmund Freud says "a person's name is the single context... Read More
The StoryAs a child growing up, one of the many... Read More
Did you just meet the most important person in your... Read More
You see him from across the room. You know him,... Read More
? "Make Every Moment Count" is the title of a... Read More
Most people become lax at maintaining their professional business network... Read More
Network marketing is the ordinary person's best opportunity to make... Read More
Hospitality relates to the Latin term philoxenia, or "the love... Read More
With at least 60% of job-seekers finding employment through networking,... Read More
Did you know that contacts are the bread of career... Read More
What happens when you meet a potential client at an... Read More
When I walked into Dallas's famous Y.O. Ranch Steakhouse, all... Read More
You already know that uncomfortable feeling, that knot in your... Read More
Most small business people do not take advantage of human... Read More
Essential to your success as an effective, engaging communicator is... Read More
Networking |