How to Use Conferences to Prospect for New Customers

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1. “The place you are most likely to find qualified prospects is in conference sessions that deal specifically with your firm’s particular area of software interest.” The best way to prospect at a conference session is to get on the panel or be a featured speaker. This is easier than you might think. Conference organizers are constantly looking for panelists and, if you’ve become involved in consultative selling, you should be able to position yourself as somebody who has general knowledge about your industry, rather than merely a sales professional representing a certain firm. The trick is to approach the conference organizer as if he or she were a potential customer. When looking to be on a panel, craft your biography and presentation idea so that it emphasizes elements that will be of interest to the target audience.

   In Event selection and targeting

2. “Contrary to popular belief, though, most good prospects aren’t going to show up on the trade show floor.” The best way to prospect at a conference session is to get on the panel or be a featured speaker. This is easier than you might think. Conference organizers are constantly looking for panelists and, if you’ve become involved in consultative selling, you should be able to position yourself as somebody who has general knowledge about your industry, rather than merely a sales professional representing a certain firm. The trick is to approach the conference organizer as if he or she were a potential customer. When looking to be on a panel, craft your biography and presentation idea so that it emphasizes elements that will be of interest to the target audience.

   In On-site event prospecting

3. “The place you are most likely to find qualified prospects is in conference sessions that deal specifically with your firm’s particular area of software interest.” The best way to prospect at a conference session is to get on the panel or be a featured speaker. This is easier than you might think. Conference organizers are constantly looking for panelists and, if you’ve become involved in consultative selling, you should be able to position yourself as somebody who has general knowledge about your industry, rather than merely a sales professional representing a certain firm. The trick is to approach the conference organizer as if he or she were a potential customer. When looking to be on a panel, craft your biography and presentation idea so that it emphasizes elements that will be of interest to the target audience.

   In On-site event prospecting