A trade fair visit offers the perfect opportunity for appointments with suppliers, a chat with customers, discovering new products or services or a look behind the scenes of the competitor. Even though nowadays you are much more likely to meet your (future) relations online than offline, nothing remains more personal than a physical meeting such as at a trade fair. To get maximum results from your trade fair visit and not to waste your valuable time, read below how you can optimally prepare for such a trade fair visit.

The very first question you should ask yourself is whether the trade fair visit is necessary. A trade fair visit requires a lot of time: preparation, the fair and the follow-up. Don't just throw money away and decide whether the fair really fits into your agenda.

The preparation

Visitors and exhibitors

A trade fair is the medium to speak one-on-one with your (potential) customers, suppliers, competitors or other relations. Leave nothing to chance and communicate in a timely manner to interesting relations that you will be present at the fair. If you are curious about who will be present at the fair, social media offers a solution. Nowadays, fairs are added as events on Facebook and almost every fair has created a special hashtag on Twitter.

The program

For an efficient visit to the fair, it is advisable to first read the program carefully. Which speakers will be there? Which master classes are offered? Which companies are present? Decide in advance which parts of the program you want to follow and plan your day in advance.

Set an out-of-office message

Of course, don't forget to check your email inbox every now and then during the fair. However, some relations are used to a quick response from you, which you cannot guarantee on the day of the fair. Then also set an out-of-office message so that your relations are informed of a late response.

The fair

The conversation

The most important thing during a scholarship is of course starting a conversation, whether at a stand or in the cafeteria. Pay attention to your body language, intonation and maintain eye contact. For example, don't cross your arms (closed position) and don't look at your smartphone too often. Using a smartphone during a conversation can unintentionally quickly come across as disinterested.

Social media

As mentioned earlier, every trade fair organizer has created a hashtag. Therefore, share your findings and immediately promote your company. In addition, continue what you started during the preparation: follow the hashtags and discover which relationships are present that you did not know about. In fact, also engage in dialogue online!

Follow up

After speaking to relations at the trade fair, it is essential to follow up quickly, especially with potential customers. The competition was most likely also present at the fair and you need to be one step ahead. Send a LinkedIn request soon after the fair and don't forget to make this invitation personal. Then collect all the contact information you have collected from relations and prospects and enter it into your CRM system so that you do not lose it.

A final tip: have fun! Good preparation is half the battle, but you have to have fun and radiate it for a successful trade fair visit.

Selling training at trade fairs

Are you convinced of the added value that a trade fair visit can bring to your organization and do you want to be optimally prepared together with your colleagues? The training to sell at trade fairs discusses, among other things, approach techniques, conversation techniques and closing techniques during a trade fair visit.