PRACTICE MARKETING blog

Tradeshows are an excellent opportunity to be in a room full of the people you want to meet.  Ripped from the pages of my new book - more on that later - here are some do’s and don’ts:

1) If you’re gonna walk a show, DON’T sell to the vendors.  At least grab their card and call ‘em later… reference that you stopped by their booth.  Keep their booth clear so they can generate business: …a golden rule.

2) Set up during the time allotted: Many shows require you to set up the day before.  Do so.. and network with the other vendors.  Many small businesses set up their own booths.  And it’s a great time to develop relationships in a laid-back atmosphere.  But DON’T distract ‘em while they’re working.  Or at least help out.

3)  Sell knowledge products at your table: Record an audiobook, produce a booklet for sale, or create a DVD… turn your presence into a point-of-sale, and make money while marketing.

4) Collect every business card and/or e-mail contact info: Obviously follow-up with those who show interest.  And the rest go on your e-newsletter database (hint: have one).

5) As a fellow vendor, meet’n'greet the other vendors.  Often, they make great prospects… or at least referral buddies.

We’ll be at the NYC XPO on November 28th at Jacob Javits.  Hope to network with you there.