1. How to Make This Conference Your Money-Maker!
Originally presented at the MCCC Business EXCELerator on March 16, 2016
How to Make This Conference Your Money-Maker!
Gloria Larkin

2. Set Your Objectives
Sales related objectives lead directly to a sale. They include such things as gathering qualified leads or networking with decision makers.
Communication related objectives lead indirectly to increased business such as awareness, image and market research.

3. Before: Prepare yourself!
Research exhibitors & attendees
Government & businesses
Prioritize targets: highlight them
Sign up for matchmaking
Research a minimum of 3 opps for each match
Create specific capability statements
Practice your matchmaking 30 second pitch

4. During: Make the most of the day
Bring one page Capability Statements
Bring more business cards than you think you will need, plus extras!
Wear comfortable shoes
Attend the welcome and mingle with attendees
Be early for matchmaking
Go to the exhibitor area whenever you are not scheduled to meet

5. During: Make the most of the day
Remember: give before you get!
Offer in some way to make a connection for someone you meet
Make notes on business cards
Pick up any information available from your targeted agencies, primes, and vendors
Practice extricating yourself from a long-winded colleague
Drink plenty of fluids!
Exchange cards often

6. After: Results driver!
What you do after the conference will make or break your results
Put every card into your CRM system
If you promised something: do it! Schedule it in your calendar
Send follow-up s, request briefings
Make calls within three days
Don’t stop! Send good information, don’t spam.
Research Sources Sought Notices for target agencies
Repeat!

7. Special Tips:
Do not invest in expensive brochures or other collateral materials
Only need business cards and targeted capability statements
Swag: indulge yourself!
Dress professionally with nice and comfortable shoes
Slide business cards into your name tag
Wear your name tag up high enough to read