Tag Archives: trade shows

Sales and Marketing Conferences for 2017

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We all have busy schedules. But no matter how busy you are, it’s important to attend at least a couple of conferences or trade shows a year. Conferences and trade shows help you network and stay in tune with the latest news and trends in your industry.

To help you find the best sales and marketing conferences for 2017, I have compiled a list below from several sites for your review.

Here are the links –

Sales Conferences

From PeakSales Recruiting –

The Top 14 Conferences to Attend in 2017

From Sales Summit –

2017 Sales Conferences

From Maria Milea –

The Complete Guide – Marketing and Sales Conferences 2017

From the American Association of Inside Sales Professionals (AA-ISP) –

AA-ISP Event Calendar

(I’m an active member of AA-ISP. I attended the Boston event last year. There are always great opportunities at their events to network and learn new skills).

Marketing Conferences

From Brafton –

12 Marketing Conferences to Mark on your 2017 Calendar

From OnSpot Social –

Top 2017 Marketing Conferences to Book Today

From Digimarcon –

2017 Marketing Conferences

From RedStag Fulfillment –

Ecommerce Conferences for 2017

Tips for Attending Conferences –

1). Register early, you usually get better deals.

2). If possible, obtain an attendee list so you can schedule meetings with key people (Note – not all organizations provide attendee lists).

3). Trade Shows are usually part of the event. Review the list of exhibitors and plan which booth you would like to visit. If there is a vendor that you are interested in, try to contact the company prior to the event and schedule a meeting during the conference. Vendors tend to be very busy, so having a scheduled meeting may save both of you time.

4). Make your airline registration early to receive low fares.

5). When attending an event, especially if I’m walking around during a trade show, I prefer using luggage with skate wheels and a retractable handle. Why? Because besides carrying your laptop, business cards, pens and notebooks, you will also be given a lot of swag and free literature to take home with you.

I’m currently using EAGLE CREEK TARMAC 20 LIGHTWEIGHT CARRY ON BAG (BLACK) (see below).

I hope the above lists and my advice will help you.

Safe travels this year!

Five bad habits to break at Trade Shows

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I just got back from a large trade show and I notice five bad habits that I think all vendors should break.

don't be late for a trade show1). Tardiness – if the trade show starts at 9:00 a.m., then make sure you get your ass there on time. The last thing you want to do is come to a booth late, and find a note from a potentially good prospect who writes that he may stop by later. We all know from experience that most prospects are not going to “stop by later” because they get busy visiting other booths, attending workshops…or meeting with your competitors!

2). Arrive early to set up your booth or tabletop display. I know. As much as we try to plan ahead, things happen. Your flight is delayed. Your hotel claims they don’t have your reservation. The taxi cab driver doesn’t know where the convention center is located. I get that. But try to get to the exhibit hall area ASAP. You never know what problems you are going to face, e.g., there are no chairs because your department didn’t know they had to rent them before the trade show, or there is no electricity because you didn’t know you had to purchase it for the booth, or the scanner you are renting isn’t working properly, etc. You get the drift.

I actually once worked for a company that required all salespeople to arrive one day in advance to set up the booth. However, I realize that some companies have tight budgets and depending on the location and flight availability, you may have to fly in the same day the trade show begins and quickly set things up a couple of hours before the doors open. I understand. Just do the best you can.

3). Don’t leave your leads out all night – I will sometimes arrive early to an exhibit hall to check out other exhibits and get ideas. This is especially true if I’m the only one managing the booth and I don’t have time during the day to walk around. I’m constantly surprised by the number of vendors who leave their leads out on the table all night long. Sure, we’re professionals. We don’t steal. But how can you be sure that some unscrupulous competitor isn’t going to come along and pinch your leads? This is especially true at large trade shows where there isn’t enough security. Either hide your leads in your booth (some trade shows rent locked cabinets) or take them to your hotel room.

BTW, the same goes for candy. I once left a candy bowl out on the display table and when I returned in the morning, most of my sweets were gone. So hide your candy too!

4). Don’t stand or sit like a statue – engage. It amazes me that companies will spend thousands of dollars sending salespeople to attend trade shows and they don’t engage with attendees. Instead, they sit on their butts working on their laptops (which only signals to prospects that are you too busy to be bothered) or read their own marketing literature that they should be handing out.

You need to engage.

That means if someone gives you eye contact or looks at your booth, you may ask them “does anything catch your eye?” or “have you heard of our company or product?” Hopefully, by asking those or other questions, attendees may approach your booth and you can engage them in a conversation to determine if they are good prospects or not.

engage with attendees at trade showsAlso, don’t trust that your booth display or tabletop will be enough to draw prospects to you. While your marketing department may do a good job developing interesting visuals, at the end of the day it’s up to you to bring home good leads. That means if someone walks by and starts avoiding eye contact with you, call them out by asking them a direct question. By doing so, they may come over and speak with you. This tactic is especially helpful at large trade shows of 100 plus vendors where attendees are overwhelmed, busy and tired. You have to think of attendees as cattle – you have to drive them home through the open range.

Attendees, like cattle, need direction.

5). Turn your frown upside down. I understand. Trade shows can be long and sometimes boring when walk-thru traffic is slow. You get tired. Your feet ache.

But put yourself in the place of the attendees – they are sometimes spending hours walking from booth to booth, listening to sales pitches, and having sales literature thrust among them.

The last thing an attendee wants to see is a sad or disappointed salesperson at a booth. So smile. Be enthusiastic. Show real interest. Be curious. Who knows, you may land a sale or two that could put you over the top when meeting quota.

There, you have it. Break those five bad habits and you should do well.

Now go sell!

10 Trade Show Etiquette Tips

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Having attended several trade shows recently, I’ve noticed some bad manners on part of salespeople that I would like to address.

The following is a list of 10 etiquette tips –

1). Don’t sit or stand behind your tabletop display. Instead, stand next to it. This will ensure more openness and hopefully more attendees coming to your display area. Sitting or standing behind your tabletop creates an artificial defensive barrier between you and the attendees you are trying to attract. By standing next to your table, you are signaling that you are interested in speaking with them.

bad manners at trade shows2). Don’t sit when the trade show is busy. Stand. Smile. Make good eye contact. Show that you are ready to talk, answer questions or do a short presentation.

3). Don’t use your cell phone or laptop when the trade show is busy. Most people are polite. If they see you busy texting or working on your laptop, they are less likely to visit you. You could end up losing a sale.

4). Don’t eat when the trade show is busy – even if other attendees are eating breakfast, lunch or other food in the trade show. If attendees see that you are eating, again, being polite, they may not stop by and speak with you. Wait until the crowd dies down before grabbing something to eat. (It’s always a good idea to keep snacks and bottled water in your exhibit area in case you have low blood sugar).

5). If you are speaking with another vendor and see an attendee walking towards his booth, immediately step away. The vendor isn’t paying good money to speak to other vendors. Like you, he’s there to make contacts, find prospects, and hopefully get some good sales down the road.

6). Arrive early to set up your booth. Nothing screams amateur more than arriving late to set up your booth area. Also, don’t break down until closing time. You will be surprised how many attendees will wait until the last minute to visit a booth or place an order. This is especially true at large trade shows where there is a lot to see and so little time to see it all.

don't scan and spam7). Don’t scan and spam. One of the biggest mistakes vendors make is scanning everyone who walks by their booth. This is a major waste of time. Sure, you may think you have a lot of “sales leads” when you return to the office. But in reality, most of those leads are probably duds because they were never really qualified. So now you’re going to spend weeks or months making phone calls to people who either aren’t interested in your services or products or don’t even remember meeting you at the trade show. And spamming? Please! Unless you have taken the time to speak with the prospect at the show, your chances of him responding to your emails are almost nil.

8). Index cards. OK, some trade shows don’t give you the ability to scan badges. And let’s face it, not all attendees carry their business cards or don’t have any left because they handed them all out. Now what? Have index cards available for attendees to write down their contact information. There, wasn’t that easy?

9). Have enough business cards. Don’t always depend on your trade show/conference department to pack your business cards for you. Bring your own cards. Because my trade show/conference department didn’t pack enough cards, I almost ran out before the end of a conference that I attended a couple of years ago. Don’t make the same mistake I did.

10). Smile. Smiling won’t crack your face. So smile, or you could lose some sales. Sure, we’ve all been to lousy trade shows. You know the ones where there is little traffic or the attendees are only interested in stealing your swag. Like a good trooper, just smile through it and do the best you can. Who knows – you might still get a couple of good orders from it.

Remember, the purpose of working at a trade show is to make sales. Don’t let bad manners prevent you from achieving your goal.

10 Tips for Working at a Trade Show Booth

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I recently came back from a trade show in Charleston, S.C. It was my first trade show in nearly a year. Based on my observations, here are 10 tips on how to work at a trade show booth.

How to work at a trade show booth1). Stand, don’t sit. Yes, I know it’s tough to stand all day. But by standing, you are inviting attendees to approach you and engage in a conversation about your company. By sitting, you are signaling to attendees that you are not interested in speaking with them, or that you are tired. Look, if an attendee is spending most of their day walking, you should at least have the courtesy to stand. If you are tired, take a short break and sit down somewhere else.

If you only have a tabletop display, try to stand next to the table – not behind it. Why? When you stand behind a table, you are putting a defensive barrier between you and the attendee. By standing next to the table, you are signaling to the attendee that you are accessible and friendly, and are interested in engaging in a conversation.

Don’t stand in front of the table, because you want to give attendees a chance to look at your display to determine if your company is a good fit for them. Also, you don’t want to be a stalker and pounce on attendees while they are walking by. Remain calm, compose and inviting.

2). Don’t read your laptop or smartphone. Yes, I know it’s tough to be away from the office. And there may be times during the day when you have to respond to an emergency e-mail or make an important phone call. But try to do it away from your booth. Again, your focus should be on the attendees, not your work or personal life. And if you are still reading print newspapers (remember those), now is not the time to catch up on sports or the latest news. Put all print material that is not related to your company away.

don't eat at a trade show booth3). Don’t eat at the booth. If you are working with a group, take breaks to eat. It’s discourteous to eat at a booth while others are walking by. However, if you are working at a booth myself, wait until traffic is slow to take a break or eat. By reviewing the conference agenda, you should know when to time traffic flow during a trade show. (And don’t raid the candy bowl at your booth – it’s for the attendees to attract them to you).

4). Limit your conversations with your colleagues. I know. Working at a trade show can be boring at times, especially when traffic is slow. So you want to strike up a conversation with your co-workers. I understand. Just keep your eyes open for an approaching attendee. Most people are polite. If they see you talking to one of your co-workers, they may be less reluctant to approach you at the booth.

5). Be friendly. Nothing discourages an attendee from coming to your booth more than not seeing a friendly or inviting face. Sure, you don’t want to be a stalker or stare at attendees as they walk by your booth. But on the other hand, you don’t want to be looking down at the floor or staring in space. Be casual and cool.

6). Speak to the right attendees. Don’t waste time speaking with attendees who obviously are not interested in your company, or are not good prospects. Be firm, polite and diplomatic, but steer an attendee away if he’s not a good fit for your company’s products or services. Remember – you only have a limited period of time to speak with people. Try to keep the booth open for the right prospects that you need to speak to. Attendees don’t want to hear about your vacation plans or your recent travels. While it’s nice to chit-chat, stay focus on the business at hand.

7). Keep plenty of marketing literature at your booth. Not everyone will want to speak with you. It’s nothing personal. Attendees are busy. So keep plenty of marketing literature, swag and business cards at your booth for quick retrieval by attendees.

8). Don’t scan and spam. Don’t waste time scanning every attendee who approaches your booth. Most of them probably are not going to be good prospects anyway. Take your time and engage in a conversation with attendees to determine if they are worth pursuing after the conference. I would rather return from a trade show with 50 good leads than 100 bad ones.

9). The last hour can be the most critical.  When the closing bell goes up, don’t be like everyone else and visit other booths for free (and better) drinks and food. Stay at your post. Some of the best orders I’ve received were from attendees who raced from booth to booth at the last-minute seeking information, and scheduling appointments after the show.

10). Collaborate with neighboring vendors. Right before the trade show begins, talk to neighboring vendors and see what they are offering. If they are not a competitor, form a quick alliance – if an attendee arrives at either of your booths that are not a good fit for you, but could be a good fit for the other vendor, encourage the attendee to visit the other booth. This could increase more traffic and sales for you. Plus its just good business.

pcruciatti / Shutterstock.com (top photo credit).

The 10 spookiest things about Selling

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spooky things about sellingWhat keeps you up at night? Is it the imaginary monster you remember from your childhood that is still hiding underneath your bed? Is it the ghostly sounds that you hear outside your window while you’re trying to sleep? Is it your black cat that’s scratching your bedroom door?

With Halloween fast approaching, what are the 10 spookiest things that scare you the most about selling?

1). Not getting enough qualified sales leads

Do you want leads? Sure, here’s the Yellow Pages – start calling! Seriously, most salespeople complain about the lack of leads or the quality of what they receive from their marketing team. But hey, thanks to the Internet, there are tons of free and paid sources now available. So stop complaining, and don’t be afraid of doing a little research.

Need help? Here are a couple of books you should consider –

New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development, by Mike Weinberg and S. Anthony Iannarino.

Power Prospecting: Cold Calling Strategies For Modern Day Sales People – Build a B2B Pipeline. Teleprospecting, Lead Generation, Referrals, Executive Networking. Improve Selling Skills, by Patrick Henry Hansen.

2). Getting little or no training

You were told by your employer that you would receive training after you were hired. Instead, you were introduced to your work area and given a prospect list – now start selling. What should you do? Start reading. That’s right – start reading sales books, blogs, and articles. Start watching YouTube videos about selling. Study your company’s products and services inside and out until you know them by heart. Do what you have to do to be successful – because while your employer may not care, you better give a damn about your job. After all, what’s even scarier than little or no training is standing in the unemployment line.

Don’t know where to begin? Here’s help –

Here is a link to a guest blog post I wrote for Will Reed Jobs, an Austin based job hunting agency for young salespeople –

Ten books that New Salespeople should Read

And HubSppot has a list of the 20 Most Highly-Rated Sales Books of All Time.

don't panic in sales3). The “no show” prospect

I know. The prospect accepted your meeting calendar invite to view your short webinar, but he disappeared. Where did he go? Did he fall down a pit? Are you going to curse the darkness? Of course not! Don’t panic. Just pick up the phone and try to reschedule the appointment. Things happen. Prospects get busy. Don’t take it personally.

4). Competitors who lie, cheat and steal

Hate them or respect them, competitors exist in every industry. You can either be afraid of them or fight them. The choice is yours. While you may want to boil your competitors in a cauldron of oil, the better approach is to stop worrying about your competitors and just do your job. In the long run, you will succeed while your competitors fail.

5). Cold calling

A cold call isn’t cold unless you make it so. Do a little research first before you call a prospect. Is he the key decision-maker? Do you feel you have a solution that will help him? Or better yet, try to get a referral.

6). The mysterious marketing department

You heard about the mysterious marketing department, but you’ll be damned if you know if it really exists or not. Is it a ghost department that only comes out at night when everyone else has left work? You were told that the marketing department was going to provide you qualified leads, but you haven’t seen any for a while. Did the leads end up in the quicksand?  (See number 1 about finding your own qualified leads). And if your company’s social media efforts are still in the dark ages, start your own blog, Twitter, Facebook, and LinkedIn account, and become more active on social media yourself. While your marketing department may be invisible, you shouldn’t be.

salespeople pouncing on trade show attendees7). Trade Shows

So you’re afraid to stand at your exhibit booth during trade shows. Don’t be. Chances are, most of the attendees are just as scared as you are because salespeople are pouncing on them like vampires every time they near a booth. Rather than asking good qualified questions, those salespeople are sucking the life out of attendees. Don’t be like that. Act cool. Show some respect. Don’t scan and scam. Take a more consultative sales approach when meeting with attendees. Believe me, in the long run, it will pay off.

Here is a good article from Jane Applegate on “How to Work a Trade Show.”

8). Conversions of your CRM (Customer Relationship Management) system

You love your CRM. It helps you keep track of your sales notes, customer contact information and all of the records you need to do your job. But another salesperson came along and sold your employer on a better CRM. Now what? It’s conversion time – that long, lengthy, agonizing period of exporting all of your data into the new CRM. Scared? Hell, you should be. Because sometimes important data has a way of ending up in a dark hole that will never be found again. (I’ve gone through 5 conversions in my career. In one case, the programmers forgot to transfer our sales notes. In another case, they forgot to transfer all of our expired clients). But don’t be afraid – instead, download and save all your information or print it out. But whatever you do, protect your information or it may disappear.

Here a good article from Chuck Schaeffer on “Lessons Learned in CRM Data Conversions.”

bogeyman as a sales manager9). Bad sales managers

Yes, we’ve all been there, done that. But your sales manager may not be the bogeyman you think he is. Like you, he’s under pressure to make quota or achieve sales goals. The only difference is that he has to depend on you and the entire sales team to make it happen. That’s scary. There are a lot of books and articles on how to deal with difficult managers – here are a couple –

A Survival Guide for Working With Bad Bosses: Dealing With Bullies, Idiots, Back-stabbers, And Other Managers from Hell, by Gini Graham Scott Ph.D.

Dealing With Horrible Bosses: How To Handle Bad Managers at Work! (difficult managers,poor boss,difficult bosses,work bullies,bad bosses,bullying at workplace,bullying at work), by Damon Lundqvist.

And VorsightBP, a Northern Virginia based sales consulting firm, has an excellent webinar on “10 Tips to Transform Sales Leaders From Micromanagers into Great Coaches.” (You have to submit your contact information to watch it, but it’s worth it).

10). Slow sales periods

Every industry has its slow periods. You know, that time when most clients are not buying because it’s the holidays, or it’s the summer or whatever lame excuse you are given. So does that mean you slow down? Hell no. Find other prospects to contact. When I once worked in the accounting industry, tax season was considered a slow time to call on CPAs, accountants and tax preparers. Unless you loved getting chewed out by stressed-out accountants facing the April 15th tax deadline, you pretty much left them alone. While that made sense, we didn’t sit around and feel sorry for ourselves – instead, we contacted libraries, nonprofit organizations and financial institutions that we thought would be good candidates for our tax research program. You do what you have to do to hit your quota.

What scares you about selling? Please send me a comment.

10 things to consider before Exhibiting at a Trade Show

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For most major companies, exhibiting at a Trade Show is a no-brainer. With large marketing budgets, they can afford to set up booths.

But when you are a small to mid-size company, exhibiting at a trade show can be a major expense. In fact, just attending one trade show could eat up half of your marketing budget for the entire year.

expenses for trade showsFor example, besides paying a registration fee, you have to consider the following expenses –

  • Airline or travel expenses.
  • Hotel room reservations and food.
  • Shipping fees of your booth and related supplies.
  • Marketing material to display and hand out during the show.
  • Scanner rental fee (for badges worn by attendees).
  • Ground transportation to and from your hotel and the convention center.
  • Designing the exhibit booth.
  • Labor Fees for unpacking and setting up your exhibit booth, and then tearing it down and packing.

According to Smart Trade Shows, the rental fee alone for floor space is about $20.00 per square foot, but the pricing will vary depending on the event, organizer, location, and attendance. So for a 100 square foot booth area, you may be paying about $2,000.

(To help you budget your trade shows, please download the free “Trade Show Budgeting” booklet from Red Cedar PR and Marketing).

So, what should you consider before exhibiting at a trade show?

1). What are your goals?

Most companies attend trade shows to gather new leads, meet with existing customers or launch a new product or service. Others may attend to expand their brand awareness.

There is nothing wrong with those goals, but you need to ask yourself if you can achieve the same objectives without going to a trade show? With so many sophisticated social media and communication tools now at your disposal, attending a trade show at the early stages of your business may not be a good idea. For example, if your website is attracting and converting a lot of prospects into customers, or if you have a good outbound and referral sales campaign, is it really necessary to exhibit at a show? In addition, more companies than ever are conducting webinars and offering free trials.

My suggestion – take a hard look at your budget and your goals before exhibiting.

2). Attend the Trade Show, but don’t Exhibit

Rather than exhibiting at a trade show, consider going as a regular attendee. Odd? Not really. As a regular attendee, you can spend time networking by walking up and down the aisles, and be attending social events and workshops. If you know of key clients that will be at the event, you may want to schedule a lunch or dinner appointment. Plus, by going to the show as a regular attendee, it will give you a firsthand look at whether it may be a good event to exhibit next year.

3). Partner with another company or join a collective

Rather than pay for an entire booth space yourself, why not partner up with another company that is related to your industry but is not a direct competitor. In other words, share the booth space by having two display table and signs. Sometimes, you may join a collective of several companies and share a larger space. However, be careful with this approach – some trade show sponsors may frown upon this, or have very strict rules about who should occupy the space. So read the exhibit contract carefully before partnering up or joining a collective.

4). What are the best trade shows to attend in your industry?

If you have been in your industry for a while, you probably already know this answer, but it doesn’t hurt to dig deeper. In almost every industry that I’ve been in, there is always one or two “must go” trade shows – the ones that are so large and well attended that your phones don’t ring for nearly a week, or if you call your clients or prospects, they are not in the office because they are attending the “big” show.

However, exhibiting at large trade shows can be expensive. So maybe you should consider going to some local or regional events.

5). Does size really matter?

The large attendance at a trade show does not guarantee that you are going to get a lot or the best sales leads. You need to determine the type of prospects who will be attending the show to see if they match your client profile. Sure, the event may attract 10,000 attendees, but if only one percent of that number matches your client profile, is it worth the time and expense of exhibiting at the event? And even if one percent sounds good to you, there is no guarantee that all 100 attendees will even stop by your booth. To help you, some organizations will provide statistics on who normally attend the events, e.g., industry types, geographic locations, business size, etc. Read that information carefully. Ask good questions. Make sure that the attendees are in fact your best prospects.

6). Contact previous exhibitors for their advice

Most organizations will publish a list of previous or current exhibitors on their website. Obviously, this is done to encourage new exhibitors and make them aware, indirectly, that some of their competitors will be attending the event.

My suggestion – call some of the non-competing exhibitors and solicit their advice. Maybe they can offer you some tips on how to be successful or if it’s a good idea to even attend.

traffic at trade shows7). How will the event organizer increase traffic at the exhibit hall?

It’s in the mutual interest of both the event organizers and exhibitors to have a good walkthrough traffic during the trade show. As a result, many organizers will seek out sponsors to provide free lunches and happy hour snacks and drinks throughout the event. However, it doesn’t hurt to ask specifically what the organizers plan to do to encourage high traffic.

8). Contact your clients for their advice

If you know that some of your clients have attended a trade show, contact them and find out if they think it’s worthwhile for you to attend the event. It doesn’t hurt to get the client’s perspective. And while you’re at it, why not obtain pointers from your clients on what they consider to be the best practices of exhibitors, and what they look for when they attend trade shows.

9). Does the event organizer have any advice?

If the event organizer has been sponsoring the trade show for several years, they may provide tips or a Q&A sheet on how to get the most bang for your buck while exhibiting. Of course, their advice is going to be biased because they want you to exhibit at the show; however, it doesn’t hurt to ask.

10). Networking

Will you have an opportunity to network to find clients? While most trade shows have after hour social events, sometimes just going to lunch or attending a workshop related to your product or service could be a great way to network. Review the agenda carefully to seek out the best networking opportunities. Also, keep your eyes and ears open for exclusive social events with high attendance.

To learn more about how to be effective at trade shows, I recommend that you read How to Get the Most Out of Trade Shows, by Steve Miller.

Also, please check out some of my previous posts on trade shows, including “What to bring during Trade Show,” “Good Questions to Ask during Trade Show,” and “What to do after Exhibiting at a Trade Show.”

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