Conference season is here, and I'm excited about traveling to different cities and meeting others who are as committed to succeeding in sales as I am.
As anyone who regularly attends industry conferences knows, they can get expensive—and sometimes, the price isn't worth it.
But they're a reality of business. No matter the industry, conferences can be a great way to meet prospects.
If you're attending a conference, you need to step away from your company's booth and have those important one-on-one meetings.
Based on my experience attending conferences, here are some ways to make your time at a conference worthwhile as a sales rep.
Reach Out to Booth Visitors and Schedule Meetings
While prospects visit your booth, offer up the opportunity to meet with them at the conference. This doesn't have to be an elaborate presentation or pitch—you want to keep it short and casual.
Offer up the opportunity for a coffee chat, lunch, or a quick drink in the hotel lobby. Be sure to clarify that it doesn’t need to be in a board room; it can be a quick chat.
Even if it is short, you want to be able to sell yourself, the company, and the product offering to the prospect.
Telling the prospect why you'd like to meet in an email will give you a better chance of securing the meeting. This will be an important close that comes early when asking for a meeting.
Given that you've gotten your "foot in the door," they'll likely block out some time in their calendar.
Schedule 1:1s in Advance
Pre-schedule your meetings if you are already booked for an upcoming conference or are confident you'll be attending. As a sales representative, this is something you should prioritize.
If you wait until the conference starts, it’s too late. The best conference goers go in and schedule meetings ahead of time.
If you haven't done so, set aside some time to research who will be attending your upcoming conferences. Announce that you're going via a tweet and post on your LinkedIn. Reach out to your contacts with a personalized message to see if they're going and propose to schedule a time to meet.
Meet with as many prospects as possible. Don't be that person who goes to a conference for the sake of the conference. Offer to take a prospect out for lunch.
And don't be afraid to skip a presentation to meet with a prospect! Presentations will not land you prospects; 1:1s will.
Follow Up with Every Prospect You Meet
The quickest way to lose a deal after a meeting is not following up.
We all know life and work get in the way, but before you know it, a few days have passed, and you have forgotten to follow up. That’s not a good look or a great way to treat a prospect.
I have a philosophy in life: I follow up as many times as needed until I get an answer. I don’t care what the answer is, as long as I receive one. If a prospect says they need time, I make a reminder and follow up in a couple of weeks. And if a prospect tells me they are not interested, I leave it at that.
Avoid those long formalities in your email. Reading through a long email is annoying, and good prospects know the go-to meaningless phrases that have been copied/pasted. So, get to the point.
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Maximize Your Conference Experience with These Sales-Driven Tactics
Attending a conference can be an overwhelming experience, especially if you're attending a conference for the first time or trying to meet with as many prospects as possible. But there is a way to feel less overwhelmed and ensure the experience is successful: Go prepared and be smart.
Use these strategies to take advantage of the opportunities a conference can offer. You'll walk away feeling good.
After meeting with your prospects at the next conference, you'll need a solid follow-up strategy. Download my bullet-proof formula to accelerate sales conversations.
