Exhibitions and events are valuable because they allow face-to-face communication and offer opportunities for networking.
Exhibitions enable you to meet the people that matter to your business in one place, including existing customers, new prospects, suppliers, advisers, investors and key figures in your industry.
Exhibitions come in all shapes and sizes but the two main types are consumer shows and trade fairs. There are events for every sector and profession and for many small businesses these are crucial events in their marketing strategy.
Many forms of marketing, including telesales, adverts and direct mail, involve some intrusion on customers which can be resented. Not so with exhibitions. Customers go to events prepared to give their time and attention and are often ready to buy.
Face-to-face meetings mean that you can have a conversation with customers. As well as presenting your products and services, you get the opportunity to find out more about your customers and their needs. You can use exhibitions to carry out valuable market research.
Trade shows attract qualified visitors and the majority often have buying responsibility. Indeed, trade fairs attract those people who can be elusive at other times. Many arrive with credit card in hand and will have done their homework beforehand.
Consumer shows can be a great launch pad for a new business or product and also offer the chance to do live demonstrations in front of a large audience. Press attention and the power of word of mouth means that you can create a real buzz about your product or service.
As well as making sales, exhibitions can be used to forge new relationships, strengthen existing alliances, build databases, generate positive PR, conduct market research, recruit new staff and build your brand.
Exhibitions and events also offer you the chance to keep up with industry developments. They can give you a snapshot of what's new and you may get access to the movers and shakers. What's more, they are a good opportunity to keep an eye on the competition.
You don't necessarily have to be an exhibitor to get face-to-face contact with key prospects.
For instance, it's worth going to exhibitions as a visitor. You get to meet large numbers of useful people in one place. To choose the right event, contact your trade association or local Chamber of Commerce and talk to your customers about which events they attend and why. To make the most of the opportunities, it is worth planning ahead and fixing some appointments.
Another option is to create your own opportunity, such as a launch party or a product demonstration. Holding your own event is a good way to show your product or service in a tailor-made setting without the distraction of other exhibitors. You can create an event that exactly matches your needs and the needs of your target market.
Networking is an important part of the marketing mix for small businesses. You can use networking to forge productive relationships with key people. Over time, these contacts can become powerful advocates that support and promote your business.
There are many opportunities to meet the right people. Become an active participant in the local community and attend events aimed at your sector. Your local Chamber of Commerce will be able to point you in the right direction. There are also plenty of ways to network online that can help build valuable business relationships. In particular, there are sector-related groups on LinkedIn and Twitter that allow small business owners to link up with contacts, suppliers and customers.
Whether online or in person, the best way to approach networking is to be helpful, likeable and knowledgeable. That way you create goodwill, an essential basis for any business relationship.