AFCI Locations Show

Here are some simple tools you can implement easily in order to work the Locations Show effectively.

Understand the purpose of networking. The simplest way to approach networking is with 2 primary goals in mind:

1. Get to know people; ASK questions about their business and how you may be able to help them.
2. Get them to know you; TELL them about your business and how they may be able to help you; connect them with people who may be able to help them.

The goal of networking is to build relationships, it is NOT filling your bag with as many business cards as possible by the end of the event. Get out from behind the table in your booth!

When you take the focus away from trying to get business from the contacts you meet, and focus on building a relationship, attendees are more responsive, and over time they will start to become “referral machines” for you and will open doors for developing business opportunities. Keep in mind that it’s important for you to return the good will by giving referrals as well. Here's what you can do"

Create a list of people you want to meet to build relationships and grow your contact list. 
Try to sit next to them in educational sessions or at lunch and introduce yourself.

Create a pre-determined list of open ended questions to ask for learning more information about the contacts you meet.
Below are some examples you can use to get started:

• What type of project are you working on?
• Tell me more about the premise of the script?
• Will the script determine your choice of location?
• What type of information do you need to make decisions about your project?
• What trends do you foresee in the industry that might have an effect on your project?

Have a sample list of questions ready that you can use to ask for referrals to contacts you would like to meet at the event:
Try these questions:

• Is there anyone here you can refer me to who needs __________?
• I’m looking to meet with __________, can you point me in the right direction?
• Do you have any suggestions for who I can speak with about ___________?
• One of my goals is to meet someone who does __________. Are you aware of anyone here you could introduce me to?

Find ways to make introductions for other people. Create a list of statements you can use when offering an introduction.
Below is a list of examples.

• Your project may fit well in __________, let me introduce you to __________.
• The speaker was very interesting, let’s go introduce ourselves and see if he/she needs a referral to __________.
• My colleague __________ is here, let’s go say hello and I will introduce you.

Evaluate your contacts often. Ask yourself: can you help them AND can they help you? When considering if this contact can help you, remember that the purpose of the relationship should not be to get their business, but to get business from everyone they know! A simple email or phone call can do the trick. Prioritize contacts often and evaluate which contact you should be in touch with frequently.

Hold private meetings. One of the chief benefits of the Locations Show is that your customers are concentrated in a single area. You might want to consider arranging meetings with a dozen or so of your top clients and prospects, using private lounges available at the show. Your clients may appreciate the ability to take a break from the fast paced environment on the show floor. AFCI has private lounge areas available for rent too if you need space!