Category Archives: Trade Shows

How Attendees can be Successful at Trade Shows

Posted on by
Reply

Attending a Trade Show can be like walking through a maze unless you plan ahead.

Attending trade shows is a huge investment.

First, you are spending a lot of money on conference registrations, hotel reservations, travel, and meals. You may also pay extra fees to attend exclusive breakfast or lunch workshops.

And let’s not forget, you will be spending even more money to attend evening social networking events. While some networking events are free, some vendors may charge a small fee to weed out freeloaders and curiosity seekers.

And second, you are spending time away from your office. Sure, you can bring along your laptop and respond to emails. You may be able to squeeze in some extra work between workshops or the early mornings or late evenings. But you know from experience when you return to the office, you will have a pile of work waiting for you.

So, how can you be sure you are investing your money and time to be successful at trade shows?

Here are ten tips to help you –

First, define your goals. Why are you going to a trade show? Do you want to make new contacts? Do you want to learn more about your industry? Do you want to catch up on the latest news and gossip that you’re not finding in trade publications? Regardless of your reasons, have some specific goals in mind before going to a trade show.

Second, select the right vendors to meet. If your goal is to buy new products and services, do your homework before attending a trade show. Most trade show organizers provide a list of all vendors on their website who will be participating in the event. Links to vendor websites provide a brief description of each company and their specialty.

Take full advantage of that information. You may want to contact some vendors in advance to view an online tour or do a free trial. Or, better yet, schedule an appointment with some vendors at the trade show to save time.

Networking at Trade Shows is critical to your success. Try to meet the right people.

Third, go to evening social networking events. Many vendors will sponsor social networking events to meet and greet potential customers. While you may pay for some events, if you visit a booth and show real interest in the vendor, you could receive a free or discounted pass.

Fourth, let the vendors pick up the tab. Let’s say you are a high paying, high flying customer, and the vendor wants to wine and dine you. Great. Let him.

Fifth, make sure the right people attend. If you are an employer, you most likely will want to take part in a trade show. But, in most cases, you will invite some of your employees to attend too. I would recommend asking your sales and marketing people to go with you. With more employees attending, you can use a “divide and conquer” approach by spreading everyone out to meet key vendors on the exhibit floor.

Sixth, prepare for a long day. Attending a trade show can be exhausting. I’ve attended more than 30 trade shows in my career. Based on my experience, trade shows can last two to three days. According to Spingo’s post “20 Powerful Stats on the Value of Trade Shows and Expos,” the average attendee spends 8.3 hours viewing exhibits.

That’s a lot of time on your feet.

To prepare for those long hours, bring along a knapsack. Or, even better, bring a small carry-on suitcase so you can wheel around all your content. This way, you don’t hurt your back with all the swag and literature you will pick up. I always pack a small notebook, laptop, business cards, water, snacks like protein bars, and cell phone.

Seventh, ask succinct questions. Most experienced salespeople know that they should ask qualifying questions of attendees. Their goal is to determine if they are a good fit for what they’re selling. But trade shows can make even the most harden salesperson giddy with excitement.

With all the potential leads approaching his exhibit booth, a salesperson may disregard his training. He may do a “product vomit” on you, i.e., tell you everything under the sun about his products and services before having a chance to qualify you as a good lead. Or worse, he may ask you to watch a long video presentation with the promise of giving you…yes, you guessed it, more swag to pack and take home.

To avoid lengthy and unnecessary visits at exhibit booths, don’t ask the age-old questions, “What do you sell or what do you do?”

Instead, ask this question –

“What kind of problems do you solve?”

That question gets to the heart of why you are attending trade shows. If the salesperson at the exhibit booth can help solve your problem, keep talking. If he can’t solve your problem, keep walking.

Don’t let problems stick to you; instead, seek solutions from vendors.

Eighth, take advantage of early-bird specials. If you know for sure that you want to attend a specific trade show, then see if the event sponsor is offering early bird specials or discounts. The discounts usually apply not to conference registrations but hotel reservations too. Depending on the popularity of the event, you may want to book a hotel room early.

Ninth, sparely hand out business cards, and avoid being scanned by too many vendors. I know it’s tempting to hand out your business cards to everyone you meet. I also know you want to be polite when a vendor asks if they can scan your conference badge for your contact information.

My advice is to be careful who you give out your contact information to, or you may end up getting flooded with spam and bombarded with phone calls. Since your time is valuable, you only want to connect with vendors that you feel will help your business. So be selective about who you give your contact information to.

And please – don’t fall for the old trick of dropping your business card in a jar to win a prize. Based on my experience, I’ve seen some vendors selectively and strategically pick a prospect’s card to “win” an award. Why? So they can curry a favor with the winner and get a large order. The remaining cards are for lead generation.

And finally, have fun. Trade shows can be stressful. You don’t have to stick with a rigid schedule. So, wander the exhibit hall for a while. Go to a couple of booths that aren’t on your list. Take some swag. Make new contacts. Develop new ideas. Go to lunch outside the exhibit hall to clear your head.

Trade shows are a learning experience. The more information, contacts, and ideas you take away from a trade show, the better chance your company will be more successful.

Don Lee is the author of  Jumpstart your Sales Career, Help for New Salespeople.

Special Note: Middle Photo by HIVAN ARVIZU @soyhivan on Unsplash
Last Photo by Ryan McGuire from Pixabay

Should you Scan and Spam?

Posted on by
Reply

Scanning & Spamming your prospects could backfire on you.

One of the biggest challenges of attending a trade show or conference is gathering enough qualified leads. After all, for most companies, exhibiting at a trade show is expensive. Besides paying for exhibit booth space, you are also shelling out money for travel, hotel reservations, food, swag, and booth supplies.

To make the investment worthwhile, many salespeople are encouraged to “scan and spam.”

What does that mean?

It means that salespeople will scan everyone using a badge scanner that approaches them at a booth regardless of whether those attendees are good leads or not. So, what happens is that you return to your office with what you think is an extensive list of valuable leads, only to discover after several phone calls and emails, you ended up mostly inferior prospects.

Sure, some prospects may work at first-rate companies where you may eventually find valuable leads to contact. But for the most part, you just wasted your time and money.

Why do salespeople scan and spam?

First, because not all organizations that sponsor trade shows will provide vendors (you) with a list of attendees, thus, you are forced to acquire contact information from anyone and everyone that visits your booth.

Second, even if the organization that sponsors the trade show does provide an attendee list, the purchasing fee for that information may be too high or cost prohibitive. For example, some organizations may require you to become a sponsor to receive attendee lists. On the surface, being a sponsor isn’t a bad idea – it’s good PR – but it could be too costly for your budget.

And finally, laziness. Some salespeople are just too damn lazy to qualify attendees and decide to scan everyone’s badges and hope for the best.

Which brings me to a better solution.

Rather than scan and spam, this is what I suggest you do –

With tight budgets, some companies may feel they have no choice but to scan and spam. Photo by Diane Helentjaris on Unsplash

First, qualify attendees who visit your booth. You can quickly do this by asking a series of questions to determine if you have a hot prospect or a window shopper. Questions can range from “What caught your eye at our booth?” “Why are you attending this trade show?” “What are some of the pain points you are facing at your company?”

Your goal is to quickly determine if you are speaking with a potential key decision maker or influencer, or are you speaking with an intern or a low-level employee who has no clout at his company, and thus, has little interest in what you are selling.

If the person you are speaking with fits your ideal criteria, politely ask to scan his badge. Then, if you’re not too busy, show him around your booth or do a short demo (if you have a laptop and a big screen) of what you are selling.

Second, even if you don’t have an attendee list, if you have been in the industry for a while, you should know who the major players are that you want to target. So, contact potential attendees by email and direct mail, and invite them to visit your booth. Or, better, schedule a one-on-one meeting with them at the trade show. And to make this process even more comfortable, include a link to  Calendarly in your email invitation.

Third, if you have enough employees attending a trade show, encourage them to attend workshops and other presentations, or early morning breakfast sessions, to network to find qualified leads.

And finally, don’t forget attending social networking events which are always prevalent and popular, as another means of finding good leads.

Scanning and Spamming is outdated.

It’s also counterproductive and could hurt your company’s reputation and brand. The better approach is to be more strategic by setting specific priorities on who you should speak to during and after a trade show. In the long run, you will come out ahead.

How to Attract Attendees to your Trade Show Booth

Posted on by
Reply

Exhibiting at a trade show takes a lot of planning.

It’s trade show season. That time of year when you and other salespeople attend trade shows in hopes of gaining more leads.

Your bags are pack.

You’re ready to go.

But before you hit the road, you need to make sure you have a game plan in place to ensure your trip will be worthwhile.

While there is a debate in some corners on whether vendors should invest in exhibiting at trade shows for not, most companies will attend at least one event each year. There are hundreds of state and regional conferences each year, but unless you are working for a major corporation, most vendors will select at least one or two “must go” big events.

Exhibiting at a trade show is expensive. Besides paying the registration fee, you must consider transportation, hotel, and meal costs. Some trade show sponsors will nickel and time you to death, by forcing you to pay high prices in wi-fi access, rental furniture like chairs and tables, carpeting for your exhibit space, electricity and much more.

So, your goal is this – how do you get more bang for your buck? Or, to put it in another way, how do you ensure that you will attract as many high qualified attendees to your booth to convert them into paying customer later?

Here are some tips to help you –

1). Plan – you can’t wing it when it comes to exhibiting at trade shows. You need to review your plans at least two (2) months in advance. One way of doing this is to create a checklist. The list should include what you should bring (e.g., swag, power strip and extension cords, presentation media, business cards), who should attend, a summary of all expenses, where you will be staying and much more.

2). Target key attendees – if you are lucky, you will receive an attendee list at least a week or so in advance of the trade show. However, not all trade show sponsors provide these lists to exhibitors. And even if they do provide lists, sometimes you must pay extra to acquire the list. If you are fortunate enough to receive an attendee list, review it carefully and determine which attendees you would like to meet at your booth or in a designated area for private meetings.

Attendees are like cattle – you need to make sure you steer them in the right direction to your booth.

3). You don’t have an attendee list, now what? Let’s say the conference sponsors are not providing attendee lists, or the lists are too expensive. No worries. As a skilled sales or marketing professional, you should already know who the key players are in your niche industry. Reach out to them at least two (2) months in advance and see if they are planning to attend the event. Sure, some may fall through the cracks, but hopefully, you will find enough to make your participation at the conference worthwhile.

4). Pre-Show Promotions – there are several ways you can promote your exhibit at the conference. Email campaigns will help. Plugging your attendance on social media, like Twitter, LinkedIn and Facebook will undoubtedly draw a crowd. And don’t forget using YouTube to get the word out. And depending on your budget, you can send targeted direct marketing pieces to critical prospects. The underlying goal is to create buzz before the show begins. If you wait too late, most attendees will have already been overwhelmed with promotions from your competitors.

5). Flyers or Leaflets – most conference sponsors will give attendees a “goodie” or tote bag filled with conference agendas, trade show maps, and swag. For a fee, you can have your company’s brochure inserted in the bag, or available at or near the registration desk. And finally, you can hire a flyer distribution service to insert your brochures underneath doors at hotels where you feel most attendees will be staying. (I’m unsure if this is legal or not, but I know one of my employers used that tactic effectively at a few conferences).

Exhibit booths should be inviting and open for attendees.

6). Booth display – You need to stand out, but you don’t want to overwhelm attendees with your message. Your goal is to attract people to your booth, have a short conversation, scan their badge or acquire their business card, and determine next steps after the conference. With that said, avoid too many flashy or ostentatious signage. Instead, simplify your message so that when someone walks by your booth, they will immediately understand who you are and what you’re selling.

Also, make your booth inviting. Try to avoid having a table between you and attendees, because it makes it appear that you are setting up a barrier. Instead, go with open spacing and have tables on the side for handouts and swag. Having a monitor on the edge of your display showing a short video (2 minutes tops) will help. You can also use the monitor to provide a brief demonstration of what you are selling.

You must remember that the attention span of most attendees is short. They are dealing with information overload. They have a limited time to visit booths. Contrary to popular belief, not everyone plans their attendance on who they want to meet in advance. So, it’s your job to get their attention quickly and plan next steps.

7). Have someone walk around with a sandwich cardboard sign – yes, it’s tacky, but it works if you want to stand out of the crowd, especially at a significant event. The sign walker could also hand out cards announcing times for upcoming drawings, or special presentations. It wouldn’t hurt to have someone walk around with a funny or eccentric costume, and hand out cards describing your company and showing your exhibit location. Again, the goal is to get people to your booth.

8). Show sponsorships – For a fee, vendors can help sponsor themselves by purchasing Gold, Silver or Bronze sponsorships that will be displayed in conference literature or website. Sponsorships might also include promoting your company’s logo on an attendee name badge holders, lanyards, coffee or lunch break tables/carts, opening reception, outside tote bags, or charging stations for cell phones.

Also, trade show sponsors may receive special treatment, such as earlier access to attendee lists to help promote yourself sooner over your competitors.  Overall, the goal of sponsorships is to enhance your company’s image and brand…and get more sales.

Exhibiting at trade shows can pay off by helping you attract the right prospects who you can convert into sales. Just make sure you do enough planning and preparation to make it valuable experience without breaking your budget.

Credit: Top Photo by rawpixel on Unsplash

Middle Photo by Robert Bye on Unsplash

How to handle Post-Trade Show Trauma

Posted on by
Reply

There is nothing worst then returning from a trade show and discovering you have mostly bad sales leads.

You had a successful time at a trade show. You were able to attract a lot of attendees to your booth or tabletop display. You gathered several good leads. You had great conversations. Promises were made.

Then, a few weeks later, crickets.

Your phone calls and emails are not being returned.

And if you do reach a prospect, you are getting the brush off, or the famous “do I know you” attitude.

What happened?

You just experienced post-trade show trauma.

What is post-trade show trauma? It’s that feeling in the pit of your stomach when you realize that all the time and money you invested in attending a trade show went right down the drain.

Here’s the problem with attending trade shows as a vendor – you and attendees get blinded by too much enthusiasm. After all, trade shows are high energy events. Lots of drinking. Lots of talking. Lots of partying. Lots of sharing war stories. Lots of exchanging business cards. Lots of doing sales pitches and presentations. Lots of back-slapping.

But when you return home, reality begins to set in.

Your prospects begin to develop cold feet about speaking with you.

Why?

Several reasons.

Some prospects you meet at a trade show just don’t have the budget right now to buy your products or services.

First, they don’t have the budget to make purchasing decisions. Sure, they may have told you that they are expecting a large grant or major bucks from an angel investor, but the money hasn’t shown up yet. At least, not right now.

Second, they are not the decision-maker as they promised you. Now, they are too ashamed and embarrassed to admit it, so they duck your calls. He said he was a sales manager? Really!?! Then why does his LinkedIn profile say he’s a summer intern whose daddy paid his way to attend his first grown-up trade show. Oops, you didn’t see that coming, didn’t you?

Third, maybe they are the decision-maker, but they can’t make a…..decision because they are too overwhelmed with pressing or urgent projects. When crises hit, it’s the decision-maker to the rescue. As for you, you’re lucky if you end up on the proverbial back burner before he returns your phone calls.

Whatever the reason, you need to remain calm.

When you sell, especially enterprise products and services, you must be prepared to play the long game. You’re not the only vendor in town vying for the attention and business of your prospect.

Sure, you may have had a great conversation with your prospect at your booth, but a few booths down from you, that same prospect may have had a better discussion with your competitor.

Now, you’re screwed.

Or, maybe not.

Be patient. Keep your pipeline full. Set the right priorities.

Eventually, the post-trade show trauma will disappear once the orders start coming in.

 

Sales & Marketing Conferences for 2018

Posted on by
Reply

Happy New Year!

And with the new year now here, there are several upcoming sales and marketing conferences you might want to consider.

With so many conferences and so little time, how do you select the ones that will best help you in your sales and marketing career?

sales conferencesHere are some tips –

1). Networking opportunities – which event will help you make the right contacts to help your career or business?

2). Good Planning – does the sponsor have an agenda, a floor plan for trade shows (if there are any), and plenty of time to meet people.

3). Discounts – are there any early bird discounts and low hotel reservations available?

4). Speakers – are you going to have an opportunity to finally meet those thought leaders and experts that you read about?

5). Company compensation – if you can swing it, will your employer reimburse all or part of your expenses?

6). Attendee List – as an attendee, your sponsor should provide you with a list of people attending the event. This will help you network better.

7). Location – is the event being held in a city where the location is nice, and you will have interesting sites to visit?

Meanwhile, here are a sample list of conferences for your review –

Sales

AA-ISP Digital Sales World 2018
Dates: Feb. 1st, June 20th and September 6th
Locations: San Francisco, Atlanta and Boston

Revenue Summit
Date: March 1st
Location: San Francisco

Rainmaker
Dates: March 5 – 7th
Location: Atlanta

Sandler Sales & Leadership Summit
Dates: March 12th – 16th
Location: Orlando

Sales 3.0 Conference
Date: March 12th – 13th
Location: San Francisco

Inbound
Dates: September 4th – 7th
Location: Boston

Dreamforce
Dates: September 25th – 28th
Location: San Francisco

For a more comprehensive list of Sales Conferences, please go to this link –

16 Top Sales Conferences You Should Attend in 2017 & 2018, by Leslie Ye for Hubspot

Marketing

GrowthHackers Conference
Date: February 6th
Location: San Diego

SXSW Conference & Festivals
Dates: March 9th – 18th
Location: Austin

Social Media Week
Dates: April 24th – 27th
Location: New York

Gartner Digital Marketing Conference
Dates: May 15th – 17th
Location: San Diego

DigitalSummit
Dates: June 12th – 13th
Location: Portland, OR

Growth Acceleration Summit
Dates: June 18th – 20th
Location: Boston

Seattle Interactive Conference
Dates: October 17th – 18th
Location: Seattle

B2B Marketing Forum
Dates: November 13th – 16th
Location: San Francisco

An Event Apart
Dates: December 10th – 12th
Location: San Francisco

For a more comprehensive list of Marketing Conferences, please go to this link –

2018 Marketing Conferences: The #1 Marketing Events Guide, published by The Bizzabo Blog

Note: If you like this post, please read my book – Advice for New Salespeople: Tips to Help your Sales Career

How to Sell to Vendors at Trade Shows

Posted on by
Reply

Sometimes it doesn’t make sense to exhibit at a trade show. There are various reasons for this. Maybe the exhibit booth fee is too high, or only a handful of the attendees are your target audience. Regardless of the reason, you feel that the vendors exhibiting at the show are your real best prospects.

But how do you network and solicit business from vendors without being a pest? After all, put yourself in their place – if you are exhibiting at a trade show, who would rather speak to – a potential customer or another vendor?

You see my point?

selling to vendors at trade showsVendors are spending a lot of money to exhibit at trade shows. For example, not only are they paying for exhibit booth registrations, but they are also forking out money for travel, meals, hotel registrations, and miscellaneous expenses like swag and marketing literature.

In some cases, vendors don’t appreciate other vendors approaching them at trade shows because they feel you are hurting their ability to generate new business. And they may also resent that you are not an exhibitor, and see as an interloper interfering in their business transitions.

So how do you approach a vendor without hurting his sales, and developing a win-win situation for both of you?

Here are 14 tips to help you –

1). Trade Show Traffic – it’s better to approach vendors during slow times of a trade show. This will give you a better opportunity to meet them without hurting their business. Slow times are usually early in the morning, mid-morning and afternoons (when workshops are going on) and late in the day. The busiest times are usually when coffee breaks and lunch is being sponsored in the exhibit hall.  Depending on how long a trade show will last, the first day is generally the busiest time. Why? Because most attendees want to take a quick peek at the vendors before going to workshops or general sessions.

2). Booth Traffic – are vendors busy speaking to customers at their booths? If yes, stand back and wait for traffic to slow down before approaching a vendor. Nothing is going to undermine your ability to get a sale more if you hurt your customer from getting a sale himself. Trade shows can be very stressful for vendors. So don’t take it personally if they quickly reject you, or only half listen to your introduction. Most of the time, they are looking over your shoulder to talk to a “real” customer – not you. Take it in stride and try to return to the booth later when traffic dies down.

3). Target – depending on the size of the trade show, you may only have a limited amount of time to visit vendors. With 300 or more vendors exhibiting at the trade show, are you really going to have time to visit each one? Not really. So the best solution is to target key vendors that you want to speak to, and hopefully generate sales down the road. This requires research. Do your homework. Most organizations will provide lists of vendors prior to a conference. And if you are lucky, most organizations will send you a list of all exhibitors, along with their contact information like phone numbers and email addresses. Use all of that information to your advantage and select which vendors to meet. If you are fortunate enough to meet everyone on your top list, then go to your “B” and then “C” vendors, and so on.

4). Appearance – how to dress when you attend a trade show can sometimes be hard to determine. Unless you attended the same event before, it can sometimes be difficult to know whether you should wear a suit, go business casual, or go completely casual. I usually prefer to take the middle ground and wear a nice sports coat with casual business pants, which the option of wearing a tie. I’ve never worn suits while attending a trade show (either as an attendee or exhibitor). It’s a judgment call. As the old saying goes, it’s better to dress to impress. You will be taken more seriously and you will feel like the true professional.

5). Knapsack – I always bring a knapsack with me when I attend trade shows either an attendee or vendor. It’s easier to carry around all the literature and swag that you know you will pick up. Also, it’s easier to carry around your laptop if you want to give a quick demo of your product or service.

business cards at trade shows6). Business cards – this goes without saying, but always make sure you bring plenty of business cards with you. Also, rather than carry around large stacks of fliers, bring a postcard instead depicting what you are selling. Postcards are easier to carry, hand out and most people will read and keep them.

7). Be Honest – don’t try to pretend that you are a potential customer. Tell trade show vendors upfront that you are a salesperson too. Believe me, they will appreciate your honesty. Just let them know that you stopped by to learn more about their business, and see if you could schedule a call or online tour after the show. Of course, exchange business cards, maybe pick up some of their literature, take a quick look around their booth, and then leave. Don’t be rude and take their swag – that’s for customers. If you really are eager to bring home swag, wait until the end of the trade show. Most vendors would rather have the leftover swag given away to attendees than pack it up and take it back home.

8). Small notebook – Do you have a great memory? If not, bring along a small notebook and pen with you to jot down notes or ideas.

9). Attend workshops – not all your potential customers are going to be exhibiting at the trade show. Some will attend workshops. Review the agenda beforehand and select workshops where you feel you have the greatest chance of meeting good prospects. Or better yet, if you know that a key customer will be speaking at a workshop, as a matter of courtesy (and good business sense), attend his event. After he speaks, go up and shake his hand and congratulate him on a good presentation. Or better yet, if you can swing it, ask if you could speak at a trade show or participate in a panel discussion.

10). Social events – All conferences and trade shows have social events. Again, review the agenda and select ones that will give you the greatest chance to meet clients.

11). Your Mother was wrong. Do talk to strangers –  When you were a child, your mother offered you good advice about not talking to strangers. But as a grownup sales professional, you need to talk to strangers to network and generate new business. See a lunch table with an open seat? Ask if the seat is taken. If not, sit down, introduce yourself, eat, and maybe find a customer. Standing in line waiting to use the restroom? Introduce yourself to the person next to you and strike up a conversation. You rarely are going to find a lot of potential customers in one setting than at a conference or trade show.

12). Scott Ginsberg is right. “Surrender your agenda” – Scott Ginsberg, author, and speaker made a very good point in an interview published in an article on How to Network at Conferences and Trade Shows: Mini-Guide by MarketingSherpa.

Rather than attend trade shows with a hard agenda, Mr. Ginsberg recommends that you try to be more approachable and have fun. In the interview, he states that “people can usually tell when you have an agenda, and that’s certainly not being approachable. Surrendering your agenda puts you more at ease to be yourself.”

Unless you spoke to a vendor in advance of a trade show, you rarely are going to get a sale on the spot. Sure, prior to attending the conference, you may want to schedule some meetings while at the event. It’s not unusual for attendees to be sponsors and lease a small makeshift office or table for conversations or demos. But try to set the right expectations for yourself. You should focus on generating relationships with the goal of scheduling more time after a conference for extended conversations, online tours, free trials and eventually getting the order.

BTW, when you have a chance, please read his book Hello, My Name is Scott.

13). Avoid the hard sell. When you are working at a booth, you usually can’t avoid doing the hard sell. Time is money and you want to meet as many attendees and potential customers as you can. But when you are a vendor visiting other vendors, you have to take the soft sell approach. Don’t go in with guns blazing and tell everyone about your company or product. Instead, show some interest in what they are selling. Ask good questions. Take some notes. Remember, your goal isn’t to sell on the spot, but try to get an appointment after the show.

14). Be social. That is, be on social media and follow vendors before you attend the trade show. Follow them on Twitter, LinkedIn, and other sites. Let them know that you are showing interest in the company, and hopefully, in return, they will show interest in you.

Please let me know if you have any questions or comments.

Here are some articles that can help you –

“How to Network at a Trade Show” by WikiHow
“How to Work a Trade Show” published in Entrepreneur
“Top Ten Networking Tips at a Trade Show” by Chaz Brooks

Note: If you like this post, please check out my book – Advice for New Salespeople: Tips to Help your Sales Career.