Attending, speaking at and being an exhibitor at large conferences and business events are one of the primary ways that bring me consistent client and cash flow.
If you haven’t considered doing this in your business for your niche or target market then I can tell you that you’re missing out on thousands of dollars worth of sales! No matter what your business is or what industry you’re in, there is a conference, or two or three every year that are probably perfect for you to have major exposure at in order to generate new leads or customers.
If you are doing this as one of your current marketing strategies then that’s great but I’ll bet you’re not maximizing your exposure or time while you’re there to the fullest extent?
You know how I know this? Because I’ve spoken to and seen thousands of small business owners in attendance, as speakers and as exhibitors at these conferences over the last 20+ years that have no idea what they are doing.
So, how do you prepare for such a possible huge opportunity as this? There are a few key things you can do to be prepared:
As an attendee:
- Bring enough business cards and NEVER run out
- Have a call to action on the back of your card, something that drives people to your website hopefully where you have an opt in box and can capture people’s info
- Bring order forms for whatever you’re trying to sell as well just in case you run into your perfect client
- Keep in mind that the vendors paid to be there so don’t be tacky pushing your stuff, instead take theirs and have a follow up plan for after the event where you can connect with them later about you and more of what they do too
As an exhibitor, do everything in the above list plus:
- Bring large signs, décor or displays to attract attention
- Have a great free giveaway that everyone will want AND be able to use
- Hold a drawing for something that everyone will want (not a discount) and collect cards and/or contact info – making sure to let people know they will also receive a free subscription to your email newsletter (and if you don’t have one you may want to start one)
- Have lots of free resources and information
- Remember not to talk too long to any one person, you’re there for volume
- Remember to provide a good first impression and don’t eat, drink or talk on your phone in your booth, stand up at all times if possible too for best energy and vibes
As a speaker, do everything pretty much that you can in the above two lists plus:
- Make sure your talk is designed to have your audience take action on whatever it is that you’re trying to promote, don’t just add a sales pitch in at the end that sounds funny
- Have something to sell in the back of the room besides a $20 book or 1 hour coaching session – this is your opportunity to make $1,000’s in the back of the room sales!
- Give a ton of great content and try not to be salesy
- Make sure you capture the contact info of your audience one way or another
- If you bring handouts, make sure not to forget the order form so people can plop down their credit cards right then and there
This is not as easy as it sounds and if you’re new to attending or having exposure at large events and conferences. It might be tough at first to know exactly what to do but keep in mind the main reason you’re there is to —- “BUILD YOUR LIST”. Because if you build your list with new contacts, you can always follow up with them later for ongoing marketing. And if you sell products and services as well then it’s a great day; you do want much emphasis to be on this too when at all possible!
If you want to figure out how to set your business up the right way from the start whether you’ve already started, you’re just getting started or you simply have an idea you want to launch into a business… I invite you to apply for the opportunity to chat with me on a complimentary Strategy Session. You can do that online in a couple minutes or less at www.AskKat.biz.
© Copyright 2010 K. Sawa Marketing international Inc.
WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Katrina Sawa is known as The JumpStart Your Biz Coach because she literally kicks her clients and their businesses into high gear. She works with highly motivated women entrepreneurs that want to maximize their business to make more money, enjoy more free time and fully embrace your happiest life ever. Katrina uses online and offline strategies to leverage your resources, contacts and your expertise; plus she kicks you in the butt to implement it all too! Katrina is an author, speaker and coach and she has been featured on the Oprah and Friends XMRadioNetwork and is a regular Business Expert on News 10 in Sacramento. Get her Free Entrepreneur’s Success Kit online at www.JumpStartYourMarketing.com!
