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SweetT

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#1

How to get the most out of The Phoenix Forum

03-14-2011, 09:10 AM

How do you get the most out of a trade show that is as well attended as TPF? Without a doubt this show is the most attended show in our industry, so if you are not careful and do not have a plan you could find yourself at the end with a giant hangover and no new business. How do you maximize your business potential and still have a ton of fun at the same time??

- Do you schedule private meetings ahead of time and spend most of your time cooped up in a suite but try to make the most out of a less number of interactions?
- Do you schedule yourself at every single event in order to maximize your chances of meeting as many new people as possible even if you dont have their undivided attention in hopes that in the weeks following you can create a relationship to grow?
- Do you sponsor parties/dinners etc and try to get as many people as possible to come to you?
- Do you hang out in the courtyard and try to see as many faces as possible as they come through?
- Do you try to get into as many JFK pictures as possible so that you can show your boss that you were really "working"?

Actually all of these are sound business principles but I am just curious as to what works best for you??

--T
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#2

03-14-2011, 09:14 AM

Just wear a shirt that says "I need hosting, billing, and foreign traffic" Soon you'll be very popular and then very rich... oh wait
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#3

03-14-2011, 09:21 AM

Originally posted by The Heron

Just wear a shirt that says "I need hosting, billing, and foreign traffic" Soon you'll be very popular and then very rich... oh wait

rofl ;-)

Here is how it works out for me usually... When I schedule meetings and try to be all serious everyone else seems to want to party and drink...

When I go casually going with the flow it usually works out the best...having goals and bullet points to try to hit but just letting the magic happen naturally...

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JFK

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#4

03-14-2011, 09:35 AM

Originally posted by SweetT

How do you get the most out of a trade show that is as well attended as TPF? Without a doubt this show is the most attended show in our industry, so if you are not careful and do not have a plan you could find yourself at the end with a giant hangover and no new business. How do you maximize your business potential and still have a ton of fun at the same time??

- Do you schedule private meetings ahead of time and spend most of your time cooped up in a suite but try to make the most out of a less number of interactions?
- Do you schedule yourself at every single event in order to maximize your chances of meeting as many new people as possible even if you dont have their undivided attention in hopes that in the weeks following you can create a relationship to grow?
- Do you sponsor parties/dinners etc and try to get as many people as possible to come to you?
- Do you hang out in the courtyard and try to see as many faces as possible as they come through?
- Do you try to get into as many JFK pictures as possible so that you can show your boss that you were really "working"?

Actually all of these are sound business principles but I am just curious as to what works best for you??

--T

Excellent idea T

- Do you try to get into as many JFK pictures as possible so that you can show your boss that you were really "working"?

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#5

03-15-2011, 07:50 AM

Wow....I kinda figured that a thread like this discussing ways to make more money or get more out of your time would not be as popular as a thread with naked chicks or Charlie Sheen but I never thought it would get to the 5th page with 3 replies in 24 hours.

Maybe 12clicks is right....maybe this board just doesn't have real business people anymore. It's sad really.

--T
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#6

03-15-2011, 07:56 AM

Originally posted by SweetT

Wow....I kinda figured that a thread like this discussing ways to make more money or get more out of your time would not be as popular as a thread with naked chicks or Charlie Sheen but I never thought it would get to the 5th page with 3 replies in 24 hours.

Maybe 12clicks is right....maybe this board just doesn't have real business people anymore. It's sad really.

--T

T

I will share what has worked well in the past for me.

- Schedule meetings ahead of time. Do your research for prospects, contact them and schedule meetings. Also schedule current client update meetings.

- Schedule time for walking around for a meet and greet

- Schedule time for parties, dinners, and seminars. (sponsor an event, take people out to dinner, or a small gathering in your suite)

I have found it best to go in prepared with meetings in place.

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#7

03-15-2011, 08:07 AM

Originally posted by SweetT

- Do you try to get into as many JFK pictures as possible so that you can show your boss that you were really "working"?

--T

Pro tip .. thanks :D

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#8

03-15-2011, 08:09 AM

Originally posted by SweetT

Wow....I kinda figured that a thread like this discussing ways to make more money or get more out of your time would not be as popular as a thread with naked chicks or Charlie Sheen but I never thought it would get to the 5th page with 3 replies in 24 hours.

Maybe 12clicks is right....maybe this board just doesn't have real business people anymore. It's sad really.

--T

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#9

03-15-2011, 08:09 AM

Originally posted by JFK

Excellent idea T

- Do you try to get into as many JFK pictures as possible so that you can show your boss that you were really "working"?

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Due

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#10

03-15-2011, 08:13 AM

Originally posted by KRosh

T

I will share what has worked well in the past for me.

- Schedule meetings ahead of time. Do your research for prospects, contact them and schedule meetings. Also schedule current client update meetings.

- Schedule time for walking around for a meet and greet

- Schedule time for parties, dinners, and seminars. (sponsor an event, take people out to dinner, or a small gathering in your suite)

I have found it best to go in prepared with meetings in place.

Sounds like good advises, shows is especially good for reconnecting with current clients, many times there is additional business that can be picked up instantly or misunderstandings is a lot easier to resolve meeting face to face

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#11

03-15-2011, 08:28 AM

Originally posted by SweetT

Wow....I kinda figured that a thread like this discussing ways to make more money or get more out of your time would not be as popular as a thread with naked chicks or Charlie Sheen but I never thought it would get to the 5th page with 3 replies in 24 hours.

Maybe 12clicks is right....maybe this board just doesn't have real business people anymore. It's sad really.

--T

First, before I go to a show and set up a meeting, I make sure the meeting is going to produce. If they aren't willing to bring some ideas to the table to make the meeting mutually beneficial for both companies, then it won't get my time as some others might.

Seconldy, anyone we have met with numerous times before and ask again and have not followed through on their last meeting or has no intention of bringing new ideas to the table, I will not meet with. I did this for InterNEXT with a company and it got their attention.

I've stopped scheduling as many meetings, by the second day people are already too tired or hungover to make a meeting.

I like to do dinners, everyone likes eat. (:

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#12

03-15-2011, 11:07 AM

I do a mix of meetings, chilling in the courtyard and mingling at planned events.

I have found over the years that if you only try to go with one of these strategies, you are bound to miss out on something big from at *least* one of the other 2.

On that note - I have a boatload of buying goals to meet for this show, so if you have traffic to sell, hit me up on ICQ and lets plan a time to sit down and discuss what we can do together.

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#13

03-15-2011, 11:21 AM

I try and pre-plan as many meetings as possible beforehand. I then also try and coordinate panel engagements (a great way to meet new people btw) and also make sure i go to the speed networking which is a complete MUST! Make sure you bring twice as many business cards as you think you will need as i always end up giving them all out and regretting it later why i didn't bring more.

On top of that i try and make sure i either take clients out for dinner (at least one night during the show) or go to a couple of other pre-planned dinners with people we work with to keep up connections and relationships. I also make sure whenever I don't have a meeting to hang around the hotel bar as it's always the "hub" for the tradeshow. Everyone at one point or another will end up there and I am always up for a beer and talk some shop. Also make sure you drink alot of water if you copy my approach you don't want to pass out too early or be a sloppy drunk LOL! ;-)

I am a night owl so i try to make it out to all the late night parties and try and close as much business as i can (that's usually my specialty).

One of the biggest tips i can suggest to new people is to bring a notepad with you (everywhere you go) and at least a few pens. When you're having a meeting with a potential client make SURE you write down everything. That way as the day goes along thru other meetings you will have all the information you need and you won't forget anything. Also make sure when you take someone's card you make a specific note of which person this was and what potential business you could work on. Sure makes it easier when you are wading thru hundreds of cards a week later back at the office and you have no idea what this guy did or how you can work together.

Anyways i hope that helps, i have picked up most of these tips over the last 11 years from other successful salespeople in the industry.
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#14

03-15-2011, 11:39 AM

i've found that a combination of all mentioned strategies is best. i tried the scheduled meeting thing for a couple of shows years back and found that i was never available to make new contacts and that caught up with me later. i do believe in setting meetings with companies that are not readily accessible to you online (decision makers). it's important to make an appearance at as many show events as you can to get your name/product out there and your purse/wallet full of new contacts. you never know which contact will lead you to another one that lands you the deals you want. never discount anyone.

knock out majority of meetings on day 1
get your ass to every social event available and don't be a wallflower
keep moving, mixing and mingling, don't stay in one place
spend your mealtimes with smaller focused groups to get good biz done
stay up late and really get to know people after the work day is done, more deals come out of the friendships cemented during this time than you can imagine
don't get too boozy and make yourself sound like an idiot or forget what was talked about during drunken biz conversations (been there and done that) know your limit
make a list of the things you want for your company and look at it each day to make sure you are accomplishing those things.

i know the vets know these things, i made this post mainly for newbie eyes

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#15

03-15-2011, 12:22 PM

I tend to schedule a few meetings each day, with lag between them so I can meet new people and let organic things happen as well. I generally try to schedule my most important meetings for breakfast - one of the best tips I ever got was that if someone is willing to show up for an 8 am breakfast meeting, they are serious about doing business; I've found it generally holds up.

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#16

03-15-2011, 03:00 PM

Hi,

I have been doing shows since 97 and have been many, many, many of them. While some usually just send employees to attend, just as with my business itself, I am very involved in the shows too. It sends a message to our clients and prospects as to the owner's involvement, I feel and I have received a ton feedback as such from our clients.

While I do travel to visit clients throughout the year, we have alot of client interaction time at the shows, all in one place. It's funny to me how some of the owners just think it's cool to roll in for a day and do some "private meetings" outside of the show, and then take off. Are they hiding something? Are they unfriendly, unsupportive of the industry, or just "too cool" to mingle with the attendees.

By "being there", I have made many lifelong friends and have acquired many clients over the years, and continue to do so.

p.s I hope I am not offending anyone who falls into the categories I have mentioned above. It is just my personal opinions.

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NETbilling

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#17

03-15-2011, 03:03 PM

BTW Tony - great topic. This applies to any show or networking event, not just the PF.

Bring back the Atlanta Forum!!!

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Phoenix

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#18

03-15-2011, 03:05 PM

some good tips in here for sure

i will be doing a combo of several posters here

have a few meetings lined up...a few people i want to hunt down and spring my sales pitch on..lol

and of course hanging out with old friends is always a bonus

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SweetT

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#19

03-15-2011, 07:05 PM

Originally posted by NETbilling

Hi,

I have been doing shows since 97 and have been many, many, many of them. While some usually just send employees to attend, just as with my business itself, I am very involved in the shows too. It sends a message to our clients and prospects as to the owner's involvement, I feel and I have received a ton feedback as such from our clients.

While I do travel to visit clients throughout the year, we have alot of client interaction time at the shows, all in one place. It's funny to me how some of the owners just think it's cool to roll in for a day and do some "private meetings" outside of the show, and then take off. Are they hiding something? Are they unfriendly, unsupportive of the industry, or just "too cool" to mingle with the attendees.

By "being there", I have made many lifelong friends and have acquired many clients over the years, and continue to do so.

p.s I hope I am not offending anyone who falls into the categories I have mentioned above. It is just my personal opinions.

I never "rolled in for a day" but several years ago I did start scheduling appointments at all the shows pretty much back to back to back during the day and then I would go out at night but not always to the same places as the majority of the attendees. I think you are right in that during that time I kind of felt like I lost some time that I could have been creating new relationships. For the last year, I have still scheduled some meetings but I have always set aside time every single day to just hang out on the show floor/lobby bar/courtyard etc to just hang out and talk to people I haven't seen in a while and meet some new ones, too.

Good advice, Mitch!

--T
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#20

03-15-2011, 07:12 PM

OH! The most important yet, when you are drinking at night and doing a deal, pull out your smartphone and make a note of the convo, you'll appreciate yourself in the morning and when you get back to the office to get that ROI.

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#21

03-15-2011, 07:58 PM

ALWAYS CARRY A PEN!

With high volume shows at the end of the day you'll end up with a ton of cards. I like to write notes on them, then fold them in half. At the end of the day i know which are high priority.

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#22

03-15-2011, 08:02 PM

Originally posted by SweetT

Wow....I kinda figured that a thread like this discussing ways to make more money or get more out of your time would not be as popular as a thread with naked chicks or Charlie Sheen but I never thought it would get to the 5th page with 3 replies in 24 hours.

--T

As of late anything charlie sheen related is good but im a little bias at the moment LoL

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#23

03-15-2011, 08:12 PM

Originally posted by punker barbie

ALWAYS CARRY A PEN!

With high volume shows at the end of the day you'll end up with a ton of cards. I like to write notes on them, then fold them in half. At the end of the day i know which are high priority.

One thing I learned really early on, make notes on cards! I can't count the times my memory failed me when I looked at the stack of cards and tried to recall what I discussed with whom.

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SweetT

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#24

03-16-2011, 06:54 AM

Originally posted by punker barbie

As of late anything charlie sheen related is good but im a little bias at the moment LoL

HAHAHAHA!!! I bet.

--T
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#25

03-16-2011, 07:00 AM

Originally posted by kristin

OH! The most important yet, when you are drinking at night and doing a deal, pull out your smartphone and make a note of the convo, you'll appreciate yourself in the morning and when you get back to the office to get that ROI.

Lately,the late night deals in bars on a handshake are not worth the sweat off your palm

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#26

03-16-2011, 07:10 AM

Originally posted by Kenny B!

One thing I learned really early on, make notes on cards! I can't count the times my memory failed me when I looked at the stack of cards and tried to recall what I discussed with whom.

Which is why I make it easy for folks and have A: My picture on my card and B: The entire back of the card open for notes Of course it is printed on matte paper so it can actually be written on.

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#27

03-16-2011, 08:34 AM

Originally posted by Honez

Which is why I make it easy for folks and have A: My picture on my card and B: The entire back of the card open for notes Of course it is printed on matte paper so it can actually be written on.

My picture and my name is on my card. Still after the Amsterdam show I received emails that were actually ment for The Hun who is also named Patrick. It did make me frown a bit.

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#28

03-16-2011, 08:41 AM

Originally posted by Pornopat

My picture and my name is on my card. Still after the Amsterdam show I received emails that were actually ment for The Hun who is also named Patrick. It did make me frown a bit.

Almost Happy St Patrick's day

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#29

03-16-2011, 09:03 AM

Originally posted by JFK

Almost Happy St Patrick's day

Almost thank you!

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#30

03-16-2011, 09:36 AM

Shows are great for people who like to have hot air blown up their ass...
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#31

03-16-2011, 09:55 AM

Originally posted by SweetT

Wow....I kinda figured that a thread like this discussing ways to make more money or get more out of your time would not be as popular as a thread with naked chicks or Charlie Sheen but I never thought it would get to the 5th page with 3 replies in 24 hours.

Maybe 12clicks is right....maybe this board just doesn't have real business people anymore. It's sad really.

--T

A thread about fart molecules had more views and replies than a business thread I started that has made a company an obscene amount of money.
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03-16-2011, 09:57 AM

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#33

03-16-2011, 10:32 AM

bring extra business cards

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#34

03-16-2011, 11:37 AM

Great points in here, preparation is key. I try to mix my time up between scheduled meetings and being available in the courtyard to spec out possible folks to do business with my clients. It's always fun to get an impromptu round table with folks I think will have synergy with each other as far as complimentary or direct business as well.

2 things I recommend for people who are attending for the first time:

1) Drink lots of water. Cocktails may be your choice of poison but the arid desert air can quickly dehydrate you before you know it. Thankfully the awesome snack shacks provide free bottled water, so take advantage of it and guzzle up.

2) Pace yourself. Between the sun, alcohol, meetings, dry air, its easy to get worn down.

Originally posted by NETbilling

BTW Tony - great topic. This applies to any show or networking event, not just the PF.

Bring back the Atlanta Forum!!!

I concur

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#35

03-16-2011, 11:54 AM

Most of the show veterans have all listed (in very fine detail) what needs to be done to make a show successful. New people and companies attending this show. Take head, and pay close attention.

The only thing I would add would be. Every time you head back to your room. Take those business cards you've collected through out the day, and put them in a nice secure place. For instance. I like to use my laptop bag. I can't even begin to mention how many times either I, or I've heard someone else say "Dam I had their card but I lost it" there's going to be a lot of hand shaking, and reaching in your pockets to pull your own cards. YOU WILL LOOSE THEM if you don't put them away.I know it's minor, but when you can't get a hold of the person you need to (especially if they are a decision maker) you'll wish you had saved it.

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#36

03-16-2011, 12:36 PM

Originally posted by NETbilling

Bring back the Atlanta Forum!!!

The Atlanta Forum sticks out as one of my favorite shows in the last few years

As for this thread, I admit I kind of suck at shows. I refuse to do meetings, never take notes, have business cards that can't be written on, and tend to hang out with the same group of people at every show. I do have fun though
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#37

03-16-2011, 12:59 PM

Some strategies to avoid:

- Be drunker than everyone else
- skip meetings or show up late
- Hit the models / call the models names
- Sleep with multiple people for traffic while representing your program
- Steal things
- throw chairs off balconies
- Fight the bouncers at a club

anymore?
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#38

03-16-2011, 01:12 PM

When I was just a "webmaster" I just showed up and played by ear. It was more a party vacation.

Now that I'm with AFF I do things a bit different

1. Added a notes app to my cell phone which i add notes to after each business convo.

2. Each night (or morning) I send an email to my team with all the possible deals I did that day. I look at my cell phone notes for everyone I spoke with.

I still tend to play by ear and not make too many plans.
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#39

03-16-2011, 01:13 PM

Originally posted by JayDeeZee

Some strategies to avoid:

- Be drunker than everyone else
- skip meetings or show up late
- Hit the models / call the models names
- Sleep with multiple people for traffic while representing your program
- Steal things
- throw chairs off balconies
- Fight the bouncers at a club

anymore?

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#40

03-16-2011, 01:16 PM

- a few pre-determined meetings
- face-time and drinks with current clients
- some sponsorship (Ynot Grand Prix!)
- hanging around main event/party areas meeting new people
- collecting business cards, and following up after
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#41

03-21-2011, 03:41 PM

Good thread

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#42

03-21-2011, 04:15 PM

Hope you all have a great time!
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