Where else do you have the opportunity to meet so many potential clients face-to-face? Despite all the advances in technology such as Skype for Business, Microsoft Teams and even webinars, nothing can beat a face-to-face meeting for relationship building, the exchange of information and being memorable.
A meeting at an expo has legs; a deal may not be made on the day but there is the chance to follow up on a conversation because you will have secured the visitor’s contact details. Having already made the personal connection, it is much easier when you call to get past the visitor’s gatekeeper and enter into dialogue about the potential to work together. Having made notes about the conversation you had at the expo, you are already past the first post of information gathering which can be time-consuming and awkward.
An expo is also an opportunity to meet with existing customers, either to discuss a current order and enhance the customer relationship, or to remind those who did business with you some time ago of the great service or product that you provided, prompting the potential to gain a new order.