Attending my first sales conference soon. what are the dos and donts? Proper etiquette? How much networking vs. selling should I be doing?
WholesaleCabbage
Amateur SDRs First Conference
6
Never drink too much - should seem obvious, but don't do it. You don't want to be "that person" at the after-hours dinner or event, and you certainly don't want to smell like it the next day either.
Do connect with everyone you can. Know your elevator pitch and value prop so you can explain briefly what your solution is all about, and be enthusiastic. This doesn't mean you have to be popping out of your shoes at all times, but at least have some upbeat energy so that you sound like you believe in your solution.
Scan those badges, cards, whatever you need to in order to follow up. When all else failed at our latest conference, I took photos of the badges and then immediately took notes down on the conversation we had and what kind of follow up was appropriate.
Are you going to be selling to these people potentially, or building a personal network of peers? Because if so, your follow up changes.
Do connect with everyone you can. Know your elevator pitch and value prop so you can explain briefly what your solution is all about, and be enthusiastic. This doesn't mean you have to be popping out of your shoes at all times, but at least have some upbeat energy so that you sound like you believe in your solution.
Scan those badges, cards, whatever you need to in order to follow up. When all else failed at our latest conference, I took photos of the badges and then immediately took notes down on the conversation we had and what kind of follow up was appropriate.
Are you going to be selling to these people potentially, or building a personal network of peers? Because if so, your follow up changes.
Nice call out. It's imperative to keep your composure and always stay aware of your surroundings.
It's a small world out there - everybody seems to know everybody.
You don't want to be the one everyone is talking about in hushed voices when they say "did you hear about the x company rep....?"
You don't want to be the one everyone is talking about in hushed voices when they say "did you hear about the x company rep....?"
I cannot endorse this advice enough.
Clarification: Is this a Sales Conference, meaning it's a conference for sales people? Or are you attending a conference / trade show that's about some subject your company has a solution around and selling your product while there?
Second option. And not a conference where we have a booth, it will be networking session based
AH okay then.
I have been to many, many of these. Some tips:
- Understand who your primary customer is, there may be varied roles
- Take the time to attend any keynote sessions, so you can contextualize your pitch around the atmosphere of the conference
- Sit with different people at every meal
- TAke pictures of badges / business cards in case you forget names. Take notes for a followup for all of these people
- You aren't going to 'sell' anything at the conference except for a follow-up conversation
- Get good sleep, don't overconsume coffee, stay hydrated. Very tempting to shut down the bar (you should go socialize, but be responsible).
- Prep a few key customer stories that you know like the back of your hand to give examples if people don't fully understand where your solution fits in
- IF possible, get attendee list ahead of conference. Start 6-8 weeks out reaching out to high-value prospects to pre-set meetings.
These conferences can be very intimidating, but an easy opener with anyone is 'what did you come here for?' - THink about it. Everyone is there because their company paid for attendance. There is some business value they hope to glean. Discover that, see if it aligns with your offering.
Take the opportunity to soak in the atmosphere of the conference. Get in the mental space of the industry / business function of the conference. Some of my best learning about how to understand customers came from just trying to think like the user, not the seller, at these types of conference.
Over all, have fun. This is a great opportunity to just be authentic and continue building your professional brand. Not as a salesperson, but as someone interested in understanding the problems you solve more deeply.
I have been to many, many of these. Some tips:
- Understand who your primary customer is, there may be varied roles
- Take the time to attend any keynote sessions, so you can contextualize your pitch around the atmosphere of the conference
- Sit with different people at every meal
- TAke pictures of badges / business cards in case you forget names. Take notes for a followup for all of these people
- You aren't going to 'sell' anything at the conference except for a follow-up conversation
- Get good sleep, don't overconsume coffee, stay hydrated. Very tempting to shut down the bar (you should go socialize, but be responsible).
- Prep a few key customer stories that you know like the back of your hand to give examples if people don't fully understand where your solution fits in
- IF possible, get attendee list ahead of conference. Start 6-8 weeks out reaching out to high-value prospects to pre-set meetings.
These conferences can be very intimidating, but an easy opener with anyone is 'what did you come here for?' - THink about it. Everyone is there because their company paid for attendance. There is some business value they hope to glean. Discover that, see if it aligns with your offering.
Take the opportunity to soak in the atmosphere of the conference. Get in the mental space of the industry / business function of the conference. Some of my best learning about how to understand customers came from just trying to think like the user, not the seller, at these types of conference.
Over all, have fun. This is a great opportunity to just be authentic and continue building your professional brand. Not as a salesperson, but as someone interested in understanding the problems you solve more deeply.
Really very comprehensive, excellent advice.
Dress up smart.
Don't be too loud, don't be too silent. Speak when necessary.
Drinking too much is a mistake you don't want to do.
Don't be too loud, don't be too silent. Speak when necessary.
Drinking too much is a mistake you don't want to do.
All good advice. Especially keeping any drinking in check. Open bar doesn’t mean drink all you can.
Don’t consider your competition you enemy, necessarily. Go and talk to them. There are many general topics you can discuss. Why? You will someday be looking for another job and they may be hiring.
Don’t consider your competition you enemy, necessarily. Go and talk to them. There are many general topics you can discuss. Why? You will someday be looking for another job and they may be hiring.
Always remember, you're at a professional event.
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