Long You need to consider trade shows in your MSP marketing as a means of client conversion. Even if you’re only able to convert a single individual in this way, that individual could be a long-term client well-worth the effort. Accordingly, you want your trade show attendance to be at its most maximum effective potential. Following are three strategies to help facilitate as much:
- Attract positive attention
- Be genuine in communications
- Learn from your competitors
Attract Positive Attention
You need to attract attention, but not of the negative variety. Good attention will include aesthetically pleasing booths, polite attendees representing your MSP, expository information that isn’t forced on potential clients, and many similar common-sense strategies. Be professional and find areas where you can increase positive attention. You might provide snacks, promotional materials like pens or stickers for free, tutorials, coupons, or assessments. Flashy presentations can be good, but they can also give the wrong impression. Having technology available to interact with can be good.
Be Genuine in Communications
When you do have people check out your booth at a trade show, don’t try to shoehorn in pitches. Be frank, be open, be honest, and be professional–but be human, as well. Oftentimes, you’ll have interactions with individuals who aren’t interested in your MSP products or services. So, talk with them. Be personable; perhaps they’ll be interested later. Genuineness is preferable to pressure sales at trade shows.
Learn from Your Competitors
How are competitors attracting prospective clientele and vendors related to the industry? What are they doing better than you, and what are they doing worse than you? Answer these questions, and learn from any MSP marketing strategy at the trade shows you attend. Different trade shows will have different unwritten rules you can siphon from competitor activity, if not directly.
More Effective Trade Show Attendance
MSP marketing is about more than ads and PR; it’s also integral you use opportunities like trade shows to refine impact. Consider your existing strategies pertaining to trade shows and how to optimize them.