From generating leads to increased sales and marketing efficiencies, manning a trade show booth can do wonders for boosting your startup’s exposure; that is, if you can afford it. The good news is that manning a booth isn’t the only way to benefit from trade show season. If money is a little tight, try these four tips for reaping the benefits of the trade show without shelling out for a booth:
1. Look for Opportunities Behind the Scenes
Trade shows run on volunteers, and many trade show dates are announced up to a year in advance. Offering to be involved with organizing the show could lead to connections with the right people. Or perhaps you could help out on the day of the event as a greeter or in some other kind of role in which you’ll be interacting with lots of different people. Have a specific plan in mind to position yourself for the most exposure.
2. Work the Room
While businesses with booths are confined to their small spaces, you are free to walk around and proactively seek out prospects. No matter how you plan on engaging in conversation, always have something to offer, whether it’s new information that adds value to a prospect’s experience or just a business card that sets up a future conversation.
3. Focus on Listening
Shift the focus from your own sales goals and ask attendees questions, giving them your full attention as you listen to their answers. Hear what they’re saying and answer genuinely so they may understand what it is that you can do for them.
4. Share Your Expertise
Add credibility to your startup by being a speaker or a panel expert. This can help you to increase visibility for your company while also attracting potential leads.
Photo Credit: NEXT Berlin via Flickr