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Conferences

A way to generate lead aside from cold knocking is through society registration and event participation. This is one of the best way to get to know

  1. Market conditions and common trends
  2. What are the needs. make them talk and understand their painpoints.
  3. Who are the players in the space.

What is the end goal, outcomes​

Every participation to a conference is an investment by the company. So there are definitely objectives to achieve... rather then just go there to minum and makan for fun. You can enjoy yourself no problem, just don't forget why you are there... hehehe...

  1. What kind of conclusion can you draw based on the conversations you had with several parties? Note down several summary points in monday.com.
  2. Collect name cards, these will be our lead list. And what kind of impression you had when talking to them, note it down in monday.com CRM as far as you can remember.
  3. What are the existing solutions out there that are solving. Note it down in monday.com and attach product brochures.

General participating events and socializing​

This may be the cheaper way to approach potential customers, compared to setting up booth. But always bear in mind, although everyone are more open minded towards people approaching them for solution, it is also important to make them "like" you first. Bear in mind the sequence of how people make deals are as follows;

  1. They know you.
  2. They like you.
  3. They think you are smart.

How to make them like you, its not as complicated as it seems. Just make them talk about their problems, ask the right questions to prompt further the pain they go through in their business, and what do they seek from this function / event.

Topics to talk​

Its always good to start talking about the conference itself, and what they think, following are some questions that can prompt them to talk more;

  1. What do they think abt the presentation of x and y? What are their thoughts?
  2. What business are they in? what do you do?
  3. What do they seek from this conference? what are the things that they are interested in? Doesn't have to be our solution.

The goal here is to extract this so-called MARKET INSIGHT. What most people are looking for currently? What is the general trend that you can see based on the comments made by the participants?

Present as a solution provider​

Be very wary about this one, people do not like it if you present a solution that does not fit to the problem that they have described. Be sincere about it if it can really assist them in the problems they present, otherwise you will be perceived as a person who just trying to sell, rather then listen.

However, there may be instances where our solution is a perfect fit to the problem that they have described, this is where you unleash the salesman pitch / tone and get in touch further with subsequent meetings and follow ups. Congratulation, you just obtained a lead through conference.