Sales leads – Attend industry conferences

Trade showsAttending industry conferences and trade shows is a fantastic way for us engineers to uncover untapped sales leads, following in the vein of our “Where do sales leads come from?” post.

Attending these conferences has three benefits. First, you can catch talks and keep up with the state of the art technology for your industry. You can also check out talks by your competition or cruise by their booths and see their new offerings. Finally, you can catch up with old friends and make new contacts.

Go to talks dealing with your field and talk to the authors after they present. Take a lot of coffee breaks and introduce yourself to someone that is standing alone – they’ll be happy to have someone to talk to. I also like to get a registration list before going to the show and try to set up a few lunch and dinner dates. Be sure to leave at least one dinner free in case you meet the dream client at the show and want to wow him with a nice meal. If you’re eating alone in your room, you’re wasting your time. If you do have a meal with nothing planned, eat at the hotel restaurant at the bar, no doubt someone will sit near you that you can strike up a conversation with.

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