If you’re tempted to complain, “my business isn’t big enough,” then answer this question. How many trade shows have you been to in the past year?
For most business owners, it’s less than 2–3, if any at all.
A trade show, if you didn’t know, is an exhibition in which companies showcase and demonstrate their latest products to their industry and the media.
Kevin Harrington, who attends more than 30 trade shows every year, believes this is a massive missed opportunity for you to scale your business. In this video, filmed at the Platinum Mastermind in Curacao, he explains how he uses trade shows to find new deals and networking opportunities.
FINDING THE DEALS
You might think that 30 trade shows a year is excessive, but remember this. In order to put 50 deals into development, you need to start with thousands. In order to put 5 deals into development, you need to start with hundreds. Most deals will fall through or prove themselves unviable.
How do you decide which trade shows to attend? There is a lot of variance between different trade shows. Each is focused on a different industry. Some are open to the public, while some have restricted attendance. Some invite the media.
Kevin Harrington prefers to attend trade shows listed on the Trade Show Executive Gold 100, which is a list of 100 large trade shows in the United States.
WHAT TO DO AT A TRADE SHOW
There are two places that Kevin always visits at every trade show he attends.
The first is the new product showcase. He’ll find products he likes and exchange business cards with those he thinks he might do a deal with.
The new product showcase is also a great opportunity to identify trends in the market and spy on your competition, and use this knowledge in your future marketing strategy.
Secondly, he’ll go to the media room. If he’s at a trade show with more than 10,000 people, there will be representatives from the major media outlets. The Wall Street Journal, USA Today, The New York Times and Homeworld Magazine amongst others.
The media is there to find new products in that industry worth covering. If Kevin has a product, he’ll bring it up to the media representatives. He’ll exchange business cards and form the connections in the media to get free publicity.
The MOBE Titanium Mastermind goes into more depth on this topic. Members learn about networking opportunities and scaling their businesses through successive revenue ceilings. To learn more about the Titanium Mastermind, click HERE.