Trade Shows & Follow Ups

[Bes]

Hi,

Just to set the scene:

I am looking to set up a business, where I need to license work from a number of people (Small companies or sole traders most of the time).

I went to a trade show in my chosen industry in late September, and got a very positive response to my proposal from almost every one I spoke to. I promised to follow up by sending them information/ samples/ a demo of my business after the trade show. I did give them an idea of the timescales for me getting this to them and for when we anticipate starting trading.

I did this, but was a little behind schedule (Got the material to them in November). However, the response to it has been very poor. Very few people have actually looked at the website demo I gave to them, and is in stark contrast to the response I got when I was at the trade show. Is this normal from other people's experiences?

I was planning to make a few follow- up phone calls next week, and try and find out what people thought, but with Christmas very close (and these people are likely to be busy at this time of year), I am wondering if it is better to wait until the new year for fear of piling this on top of what may already be a busy time for them and them thinking worse of me for it?

Finally, there is another similar tradeshow at the start of February, which I will be going to. I plan to actually take sample products, etc along with me... as I think not 'striking whilst the iron was hot' is what killed it for me last time. I just wondered if people had any more tips they might want to share in approaching people at trade shows, and actually turning these leads into useful working relationships and so on?

Thanks

 

Trade shows are a little adrenalin-fueled; all exhibitors are ready to set the world on fire!

Then they return to daily reality and the adrenalin subsides.

Despite the loss of enthusiasm, these are still contact that you have warmed up and it would be a shame to waste them. Best to contact them sooner rather than later (if they are that busy you can just schedule a meeting for January).

Keep with it!

 

[telemax]

Hi,

Just to set the scene:

I am looking to set up a business, where I need to license work from a number of people (Small companies or sole traders most of the time).

I went to a trade show in my chosen industry in late September, and got a very positive response to my proposal from almost every one I spoke to. I promised to follow up by sending them information/ samples/ a demo of my business after the trade show. I did give them an idea of the timescales for me getting this to them and for when we anticipate starting trading.

I did this, but was a little behind schedule (Got the material to them in November). However, the response to it has been very poor. Very few people have actually looked at the website demo I gave to them, and is in stark contrast to the response I got when I was at the trade show. Is this normal from other people's experiences?

I was planning to make a few follow- up phone calls next week, and try and find out what people thought, but with Christmas very close (and these people are likely to be busy at this time of year), I am wondering if it is better to wait until the new year for fear of piling this on top of what may already be a busy time for them and them thinking worse of me for it?

Finally, there is another similar tradeshow at the start of February, which I will be going to. I plan to actually take sample products, etc along with me... as I think not 'striking whilst the iron was hot' is what killed it for me last time. I just wondered if people had any more tips they might want to share in approaching people at trade shows, and actually turning these leads into useful working relationships and so on?

Thanks

A fair chunk of my business is following up for clients after Trade Shows. To make it clear, the first follow up call must be within a few days otherwise it's all forgotten. No wonder they haven't looked at your demo.

 

[Bes]

Yep the problem was last time that the show was coming up, but things were not ready at our end... I wanted to go anyway to see how my future business would 'go down' with those in the industry. I think now that we have pretty much everything in place, we will be much better positioned for next time around... I will ensure we do follow up within a week or less next time.

Are there any other general hints or tips WRT getting results at these shows?

Thanks

 

[MrsPWN]

semi clad ladies??

Good luck, hope it workes out in Feb

 

[Christoff]

Hi,

Just to set the scene:

I am looking to set up a business, where I need to license work from a number of people (Small companies or sole traders most of the time).

I went to a trade show in my chosen industry in late September, and got a very positive response to my proposal from almost every one I spoke to. I promised to follow up by sending them information/ samples/ a demo of my business after the trade show. I did give them an idea of the timescales for me getting this to them and for when we anticipate starting trading.

I did this, but was a little behind schedule (Got the material to them in November). However, the response to it has been very poor. Very few people have actually looked at the website demo I gave to them, and is in stark contrast to the response I got when I was at the trade show. Is this normal from other people's experiences?

I was planning to make a few follow- up phone calls next week, and try and find out what people thought, but with Christmas very close (and these people are likely to be busy at this time of year), I am wondering if it is better to wait until the new year for fear of piling this on top of what may already be a busy time for them and them thinking worse of me for it?

Finally, there is another similar tradeshow at the start of February, which I will be going to. I plan to actually take sample products, etc along with me... as I think not 'striking whilst the iron was hot' is what killed it for me last time. I just wondered if people had any more tips they might want to share in approaching people at trade shows, and actually turning these leads into useful working relationships and so on?

Thanks

Hi Bes

Were you an exhibitor at the trade show or a visitor?

 

[Be Known PR]

As has been said, trade shows are a strange beast because even the most positive meetings can turn out to be a load of hot air. Many of those attending will have to justify their attendence to someone higher up the food chain so they need to get lots of meetings booked in order to tick the boxes.

The most important thing is to follow up the next day with an email saying, 'Great to meet you yesterday, attached is an electronic version of the presentation etc'. Then to follow up with a phone call a week or so later - once your target's backlog of work has clamed - with more detailed information, perhaps a further meeting request.

It is also worth noting that the majority of the people you will meet from bigger organisations will not be the final decision makers so if possible it is good to try and find out who the decision maker is. If you are having no luck with the person you met then you can try an email to the person higher up the chain saying, "I met so and so at such and such event and he/she suggested that you would be interested in .......".

 

[Spapro]

Depends on the product/service and market but generally closing a meeting on the day, on the stand is the way to go. Everyone will take a leaflet from you, smile and say they are interested. Someone who, after a 5 minute chat, will put the meeting in their blackberry there and then or is genuinely committed to arranging a meeting if you call them when they are back in their office tomorrow or whatever is in my experience showing genuine interest. The key is to call them when you agreed (ie. the day after the meeting).

Sell the meeting not the entire product or service - tell them enough to get them interested enough to see the value in arranging a meeting to find out more !

 

[Bes]

Thanks, great advice there guys Will definitely use this next time

Christoff- I was a visitor, not an exhibitor.

Thanks!

 

[Louis Turner]

Trade shows are in big way helping us promote the products or services. It is the presentation that attracts more footfalls to your booth. Once it is done, there is a whole lot of other things which has to be taken care of like the business image, uniqueness, quality, reputation etc. As you said, you might have got more than the satisfying response from them visitors but they didn't respond once the show is over. You might have been right at everything but one.. Failed to infuse the image of the business into their minds. It could be anything like the business' concern for the environment or the people sort of..

Business corporations are getting bigger and bigger they tend to reflect it on the trade shows. Going green is adapted by almost every player in the market. Green exhibits implies a lot about the business and its image than what the guys like us could say. So keep that in mind..Good luck for your February showcase.