As Telcare exhibit quite frequently we often get asked whether we consider these types of events successful. The answer is yes but the emphasis has to be on how you determine ‘successful’.
As we sell telephone systems, which can be a fairly hefty purchase, we don’t expect visitors to walk by our stand and announce that they’ll have two of those please. So instead our aim is to merely introduce ourselves.
We go along to these events focusing on relationships. During the day we meet fellow exhibitors, organisers and visitors. Some we know well, some not so well and others we have yet to meet. Our aim is to support our friends, forge new relationships and strengthen those existing connections.
We have found that it is extremely important to remember that the group of people sharing the event will be made up of customers and suppliers, in other words people who are looking to buy and to sell. The key here is being open to buying regardless of the fact that you have paid for an exhibiting space. The reason for this is plain, if everyone went to sell sell sell then we’ll all find ourselves in a bit of a pickle. If we put on our buyers hat and view visitors as prospective suppliers and open the channels of communication the outcome will be far more enjoyable, and in the long run far more successful. You’ll notice I said in the ‘long run’, that’s because we believe nothing happens over night, success comes from momentum. The more you exhibit the more you will learn; the more you learn the better you exhibit. The more people you meet, the more likely you are to increase the chances of doing business.
Of course there are other things to take into consideration when exhibiting, such as the position of your stand, stand etiquette and the ante and post exhibition plan, but that’s all for another day. In the meantime you can find Telcare at the b2b2012 on 27th January 2012. http://www.b2b2012.com why not come and say hello?