punishedlad

🧙‍♂️

Conference Protocol

Alright Savages,

We've all been there. You're at a conference working your booth. Foot traffic keeps passing you by, but you manage to flag down a few folks and get some conversations going.

Then there's the drink reception afterwards. Everyone is standing in their respective circles, hardly branching out to unfamiliar faces (despite knocking back a few rounds of social lubricant)

What are your best methods for working a conference floor? How do you break through the typical small talk and end up walking away with a booking? Overall best practices for conversations on the road?

I'll provide a couple of my go-tos in the comments. Let's eat.

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👑 Sales Strategy

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15 comments

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antiASKHOLE

Tycoon

Bravado's Resident Asshole

Find common ground before going to higher ground. Win and influence some friends, then show them the value. Be a normal human and talk. DON'T BE WEIRD.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Headed to my first conference in years next month. Note to self: don't be weird.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

There is normal weird(quirky) and then there is heavy breathing and commission breath weird.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Both can be off-putting.

But LOL at "commission breath".

Filth

Politicker

Live Filthy or Die Clean

Instruction unclear: was weird.

butwhy

Politicker

Solutions Engineer

I always take a break from the table (if possible) and do a round of walking around the other vendor tables. Ask them their pitch, take note of any competitor demos, be generally friendly. That way you can use the people to talk to as a way into groups during happy hour, just to be able to group hop as things get rolling.

Also if you are already weird - nothing wrong with leaning into the weird a little to stand out. For instance, sometimes I wear "louder" earrings than usual (I have these great carrot earrings that are so great for starting small talk).

Kosta_Konfucius

Politicker

Sales Rep

Awesome tip!

punishedlad

Tycoon

🧙‍♂️

My personal methods:

Stand outside of your booth. Don't hide behind the table. Put yourself out into the foot traffic as it passes by and open with simple greetings. A lot of times it's as easy as saying "Hey, how's it goin'? Are you familiar with (company)"

When walking out onto the conference floor and approaching people/groups, the last thing I talk about is my product (if I mention it at all). Shoot the shit, try to relate to the conversation you walked in on, find common ground. When the conversation reaches a natural close, I'll often go out with a "great talking to you, my booth is right over there if you're curious"

Just two things off the top of the dome.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yes - don't hide behind a table. Good point. Be approachable.

CuriousFox

WR Officer

🦊

👀🍿

jefe

Arsonist

🍁

Get out your booth, smile (but not creepily), and have a drink in your hand.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I always just look at their tag and say some relevant to both of us - geography usually. Something like "hey, we're both from the same city, state, region, etc". Then follow it up with "how's the conference for you so far..." or something similarly vague/high level.

I generally wait for them to ask about what I do. Let them initiate that conversation.

PineappleYa

Opinionated

Totally agree w being outside the booth.
In my booth days I used to try to have something in my hand to show/demo them that is not a piece of paper.
I tried to give genuine compliments or ask genuine non sales questions.
Start on a human level don’t lead w the demo/ pitch unless it’s that compelling.
Have something at your booth to make you stand out (raffle, sign up, something fun/funny)

SugmaSaaS

Opinionated

I'm working on going to my first one this next year hopefully

AnchorPoint

Politicker

Business Coach

Floor engagement: make eye contact 12-15' away, smile, put your hand out, engage with your qualifying question. If a potential fit, deliver your story in less than 60 sec and continue to qualify to the point of gaining permission to follow up after the show.

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punishedlad

Conference Protocol

15 comments

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