Monday, 18 July 2011

Exhibition Surfing

The process of targeting exhibitions to generate leads has been called exhibition ‘surfing’. It has worked very well in many cases and is certainly less expensive than taking an exhibition stand, as it can be carried out at no cost. Another significant advantage of this type of lead generation is that you can spot the type of company you want to work with and test the ‘personal chemistry’ before making an approach.

There is a perception that exhibitors don't want to be bothered by a sales approach when they are trying to promote their own products and services but experience doesn’t bear this out.

If an approach is made in the correct way, exhibitors will see that you could help them and will often agree to a post-show meeting. You may also be in the position where some of your clients could benefit from the exhibitors products and services therefore referrals can be given and introductions made.

The best way to engage exhibitors is to go to their stand and show interest. They should then approach you and talk you through what they have on offer. At some point during the conversation they will usually ask what it is that you do, providing you with an open invitation to outline how you feel your services and contacts may be of benefit to them.

Is you are a small business looking to grow, take a look at what the Branduin Business Support Team has to offer on www.branduin.co.uk.

Tuesday, 5 July 2011

Do you have a Bid/Tender Question?

If you could ask a bid writing expert just one question, what would it be?

Bid Perfect is currently offering a no-obligation, open to anyone 'ONE FREE QUESTION' about bids, tenders, ITTs, PQQs, etc. just by dropping them an email. More details on the Bid Perfect website, www.bidperfect.co.uk.