Hi Everybody!!
I am Anthony Santangelo a Patent Attorney and Innovation Navigator.
I really enjoyed the 2015 INPEX show and got to meet all the
exhibitors and some of the management.
I have made a few observations about the show and I created my own
top 10 list a la Letterman.
10. Be prepared to communicate in English and have English
materials.
A lot of people came with posters and materials in a foreign
language or were unable to speak English. Although this is great
for connecting with speakers of that language; most of the attendees
will have English as a first language. Translate your materials and
have an English speaker available to pitch your idea.
9. Know what you are looking to get out of the show
Most people said “Anything” when asked what they were looking for.
The pitch you would give to an Investor would be different for a
Licensor. I would suggest being prepared to pitch a licensor unless
you have the wherewithal and documentation to raise funds to start
and run your own company.
8. Let everyone know you are coming.
Post on Twitter, Facebook and Linkedin. Send a notice to your
entire address book. Contact Product Scouts and any possible
licensor’s telling them that you will be at the show.
7. Summarize your invention in one clear sentence.
Many inventions were not readily understandable so a short statement
of its features, benefits or attributes would be helpful.
6. Produce visual aids and have something to give away.
A picture tells a thousand words and makes it possible to understand
an invention in a single glance. Give away business cards and other
items to make sure as many attendees as possible get your
information.
5. Keep an upbeat and positive attitude.
Inventing is a hard road to follow but you can’t let that show on
your face at a trade show.
You have to be upbeat and excited to be there to generate the kind
of interest you want.
4. Give your elevator pitch to everybody.
Don’t save your breath, pitch everybody! You might not be able to
qualify every prospect.
My rule is that the person who is the rudest and shortest with you
is probably your top prospect.
3. Make as many firm appointments as possible while someone
competent runs the booth.
You can make multiple appointments during the day and evening to get
together with prospects.
Go with the flow to meet people just before the show opens, at a
lull for lunch, at dinner and over drinks at the hotel. Make bonds
with people from far away while you are in the same spot.
2. Laser in on your best target customer and sales method.
Most people said they wanted to sell to “Everybody.” I respect
that, but with some effort you can usually laser in on your best
target audience. You might have great success using rack jobbers to
call on small grocers to begin with. Remember dealing with WalMart
is not for the feint of heart.
1. Follow up on your leads.
Follow up, Follow-up, Follow up until those leads are your new
friends or proven dead.
Thanks!!
www.linkedin.com/in/njtriallawyer
Posted by njtriallawyer
at 12:05 PM EDT
