I attended the annual AENC Trade Show yesterday and thoroughly enjoyed my day at the Raleigh Convention Center. At this point, I have been attending this trade show for the last 4 years and have made a lot of great contacts over that time. The most fun part about the trade show is seeing old friends and catching up on the latest happenings in their lives and latest and greatest property improvements.
Our newest Program Manager at the School of Government, Joe, attended this trade show for the first time. He started the first of November, and it wasn't that long ago that I also started November 1st and experienced this trade show for the first time. Overwhelming doesn't even begin to describe this trade show if you've never experienced this before. So, a colleague and I took Joe around and introduced him to some of our friends and even to people that we didn't know.
Now, I may be an introvert, but I know how to "turn on the charm" and network with the best. Here are my 5 tips for planners at a trade show.
1. Come prepared
This shouldn't take a whole lot of your time, but when you go to a trade show think about the kind of business relationships that you want to form. Are you looking for an audio/visual company or a company that does promotions? Are you seeking a hotel property with certain specifications? This can help guide you to the booths you need to visit and people you need to meet.
2. Have a goal
I know that trade shows can be overwhelming. If you're like me and being extroverted does not come naturally, set a goal. Decide that you will talk to a certain number of people during the event even if that number is just 4 or 5. You have to start somewhere! If you get overwhelmed take a break. Chances our the trade show floor will be open for awhile.
3. Ask questions
The event industry is all about building relationships. People like doing business with people they like. It's important to find out the answers to your questions when it comes to your event needs, but people also want to share information about their families or the latest in their lives. At the end of the day, you'll take your friendships with you even if your career happens to go in a different direction.
4. Take a buddy
This is a great tip! Bringing a co-worker along with you can help curb any anxiety. Chances are if you don't have something to say, your friend might! It takes the pressure off of having to fill in the awkward pauses. Also, walk with someone experienced. I managed to tackle the trade show with a colleague that has been attending for much longer than me and she does more business with people outside the Raleigh area than I do, so her contact list is even larger than mine. If I didn't already know someone she did!
5. Be honest
There were a handful of representatives that I spoke with that either didn't meet my space needs or were out of state. I know that I'm restricted to the state of North Carolina when it comes to holding meetings, but I also know that the people that are here have spent a lot of money and time to come to the show, decorate a booth, and give away some great prizes. I make a point to visit as many booths as possible regardless of whether or not I can actually do business with them. If I'm not able to give them business I simply thank them for attending. Frankly, you never know if you might be able to do business with someone in the future either personally or in another professional context.
Bonus Tip: Breathe!
Being overwhelmed is temporary I promise. The more of these events you attend the better you will become at networking and the more people you will know. I'm sure Joe will have many more contacts next year and it will be more like seeing old friends.
If you have any tips about tackling trade shows or networking feel free to share!