It was an interesting day at the Small Business
Forum on Oct 23rd at the Metro Convention Centre. There was a
main stage of speakers and panel experts sharing their insight on business,
life and success.
There were exhibitors from all areas from of
business. I had great conversations with friends who had attended the event.
It was great to network with attendees and
exhibitors, great way to seek new business opportunities
Tom Kaufmann, Sales Trainer and Cold Calling
specialist, joined me as we took a tour of the exhibitors at the event. Three
strategies were applied.
1st Ask questions
We asked numerous questions about the organization
and what they did. This helped us understand their business, and what’s their
value proposition was.
2nd Listening
Actively listening and engaging in conversation
with value added information.
3rd Business card exchange
If there was an opportunity to exchange services,
we did exchange business cards.
Within 45 minutes we both walked away with 2 paid
speaking leads and 2 opportunities to write articles for online websites that
have high traffic.
Many attendees had approached me throughout the day
stating that it wasn’t a great day. I shared them my results and they were impressed.
I told them it’s about “quality not quantity”
Moral of the story
Going to industry events is about ask questions,
listening and understanding what value you bring to the conversation.
Tom Kuafmann experience
The biggest thing I have learned in attending these
type of shows is not to judge an opportunity by their booth. Approach and ask
questions. This allows them to speak and tell you all about their business.
They will, if they are smart, ask you about your business. Now you have
increased your branding and made a business friend/contact.
Do not approach a stranger you wish to speak to by
being a walking – talking commercial. You all know what we do at home with
commercials!
People you meet at a trade show will rarely present
themselves as an immediate opportunity for business. Make a friend first – then
later on, potentially make a sale. Make them want to know you better by
listening to their needs, or maybe even, a colleagues needs that you can
address at a later date. That way everybody wins.
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