8 Top Tips for exhibiting at B2B events

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#6 Don't Miss any opportunity to engage One of the main benefits of exhibiting at a business event is to grow and build your business contacts. It's great if you've got some nice leaflets & brochures etc. As well as some eye-catching promotional giveaways. Sometimes though, you can be talking to someone when there's someone else hovering about your stand who would also like to talk to you. So why not have a sign on your stand that says 'please take a XXX (e.g. pen etc) with our compliments, and it would be great if you could leave a business card in our box' This achieves 2 things... Many people are polite and may feel self-conscious about taking something off your stand, especially if you're there but talking to someone else. So it encourages them to take away a promo item & leave a card without feeling the need to ask. Having their card then gives you a chance to contact them and start the conversation you weren't able to have at the time. And who knows how valuable this conversation could be??? #7 Make the event your own A key benefit of exhibiting at a business event is to make lots of new contacts. But it's easy to forget about - and miss - another great opportunity... The chance to catch up with your existing and lapsed customers, contacts, suppliers and partners. Like most companies you're probably in regular contact with a good number of your customers. But we suspect that there are a lot who you haven't had a chance to meet or speak to in person for a while. Plus lots of prospects in your pipeline. So why not combine all of these and turn the event into your very own open day? Send out a personal invitation to all of your customers & prospects - new & old - to come and see you on your stand at the event. 6
#8 Don't forget to follow up So you got everything ready for exhibiting. You were there on the day & engaged with lots of people. NOW WHAT? It's important to keep up the momentum. Don't leave it too late to get in touch with people you met both on your stand and through general networking at the event. As a first step, as soon as you can after the exhibition is over sort through all the business cards and details of the people you've met. Maybe sort them into urgent and non-urgent categories. Add them into your chosen CRM system or spreadsheet etc. Then make contact with those you met as soon as you can, and keep in touch. Obviously prioritising the 'urgent' contacts, who've expressed a strong interest in your products or services. If you send out regular e-newsletters or updates, you might want to ask all your new contacts if they're happy for their email to be added to your subscriber list. Connecting on LinkedIn and other social media platforms can also be a good way to maintain contact. It's great when you can actually do business on the event day itself. But we've had exhibitors in the past who've told us they got business from contacts made at an event 12 or 18 months after it took place. So never underestimate the importance of following-up and maintaining contact after an event. 7
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8 Top Tips for exhibiting at B2B events

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