There are good reasons to attend in-person events and trade shows in your industry. Check out the main ones!
Networking
In the view of Luiz Alexandre Wagner, Technology Director at Abraind, interaction with the public is essential to obtain feedback that can result in strategic actions.
RD Station agrees with the statement by saying that networking is “where you can meet executives and industry leaders, being effective in expanding long-term opportunities”.
Luiz recalled a recent incident when a visitor came looking for specific solutions for his business:
“Although he did not become an immediate client, the conversation opened doors to future negotiations and, most importantly, to recommending our company to other contacts.”
Understanding the market
Face-to-face conversations are interesting for understanding the market, including people's emotions . And why is it good? To adapt offers and serve the public.
Máira Daniela da Costa is the Relationship Director at Abraind and explains how she has done this naturally in her face-to-face participations:
“One example was striking up a conversation in the coffee queue, first bringing up food and then moving on to sales strategy.”
Anderson Lorenzini is the Commercial and Financial Director of Abraind. He also has a practical example that demonstrates that this approach can, in fact, be strategic.
“Because we met a visitor in person, we closed the deal quickly. Without her, we would have closed the deal too, but it would have taken much longer,” which would have increased the CAC (Customer Acquisition Cost).
And speaking of closing deals…
Closing deals
Throughout his experience, Luiz has observed that in addition to exposing the brand , in-person events also allow for direct engagement with potential customers and partners.
“These meetings are crucial for building relationships that, in the future, become business.”
Likewise, Anderson recalled the importance of in-person events in sales.
“These proximities help a lot to generate greater trust in general, as sales are made based on connections, even when transactions are B2B .”
How to present the brand at these fairs and exhibitions?
The best-known way to participate in a fair is with stands.
However, there are other ideas to increase sales with these participations, for example, being a sponsor, speaker, simulators, etc.
In any option, an interesting tip is to plan your actions!
Abraind’s Technology Director says that “preparation is as ivory coast whatsapp data important as participation” and points out some ways to achieve the best results:
Know the expected audience ( buyer persona );
Have clear goals about what you want to achieve;
Know what types of leads you want to capture.
Karine Sabino is the Executive Director of Abraind and agrees with these points. She even mentions the importance of focusing on this planning:
“Not every opportunity is a good opportunity, so it is necessary to be clear about the objective of participating in the fair and of the company itself.”
From there, comes the creation of support materials that will be offered during the event, which must be visually attractive and informative, reinforcing the brand.
Regarding this, Anderson Lorenzini made an observation: “I noticed that many stands do not provide information about their website anywhere”, after all, the home page is another way of attracting leads.