How To Make Valuable Contacts At Wholesale Trade Shows

Success in your wholesale closeout business depends upon how well you manage your professional development. A prime source of this development comes from being a member of a professional association that relates to your wholesale closeout business. As a member, you can attend wholesale trade shows where you advance your skills and meet people who can help you.

Some people, however, treat wholesale trade shows as a paid vacation. They party, they skip sessions, and they return home with little more than a stack of receipts. That costs them (or their business) money and contributes nothing to professional growth.

Here’s how to get the most out of your next wholesale trade show.

1) Start With a Plan

First, make a list of your goals for attending the wholesale trade show. For example, this could include the information that you want to gain, the relationships that you want to deepen, the people you want to meet, and the things that you want to buy. Also, make a list of questions that you want to have answered while you’re at the wholesale trade show. This list will help you focus on your personal agenda during the wholesale trade show and will maximize your chances of returning with something of value.

Then, scan through the program to select those sessions that will help you the most. These could be on topics that teach skills leading to sales, help open new customer markets, or answer important questions about your wholesale closeout business. If many valuable sessions are scheduled at the same time, then select your first and second choices. You may find that one of the sessions has been canceled or filled (sold out).

Highlight your top priority sessions so you can sign up or arrive early. These sessions generally have such great value that they justify attending the wholesale trade show, and you want to make sure that you’re there when they start.

If your business partner or an investor must approve attending a wholesale trade show, use your plan to justify your request. Be sure to include explanations of how the information, relationships, and participation at the wholesale trade show will enhance value to your company. Wise business people always support someone who relates a request to the benefits that come from it.

2) Work the Plan

While at the wholesale trade show keep your list of goals and questions in mind. Begin each day by checking your list and identifying those goals that you can achieve during that day. For example, some sessions may provide information that answers some of your questions.

At the end of the day review your list and check off those goals that you accomplished. If you discover new opportunities, then add them to your list of goals. And if you find yourself stuck on reaching a goal, seek out a senior member whom you can ask for advice on how to achieve it.

3) Meet People

Often the greatest benefit of attending a wholesale trade show will be the relationships that you start while there. These relationships can become sources of information, friendship, and business opportunities.

Thus, make it a point to meet new people. Instead of spending all of your time with friends or colleagues, go off on your own. Join other people for meals. Sit next to them during the sessions. Start conversations while walking between sessions. And be sure to ask for a business card. Then you can add that person’s contact information into your contact database.

I encourage you to introduce yourself to the speakers. They were invited to speak at the wholesale trade show because of their expertise in your profession. Thus, they can become valuable resources for information, assistance, and referrals. The best time to meet speakers is right after they finish their presentation. Introduce yourself, offer a brief compliment on the presentation, and ask for a business card. Of course, if you meet them again at the wholesale trade show, use this as an opportunity to talk further.

4) Apply What You Gained

When you return home, set aside an hour or so to review the notes that you took while at the wholesale trade show. You may want to schedule this on your calendar before you leave for the wholesale trade show.

Review your notes, identifying the main ideas. Then convert each of these ideas into an action on your list of things to do. Once you finish the list add a completion date and assign a priority. Recognize that this step converts everything that you learned, collected, and gained during the wholesale trade show into tangible benefits for yourself and your company.

If you have investors or business partners, I recommend writing a report for them, as if they were company managers. Document the key ideas that you gained and describe how they can be applied to your business. If you’re an independent, you may still want to write such a report for yourself because this formalizes what you gained from the wholesale trade show.

5) Be Grateful

When you return home, write thank you notes to the people who helped you at the conference. This simple courtesy sets you apart as an exceptional person. I especially recommend writing notes to:

1) The leaders in the association. They worked hard to organize the event.
2) Members of the staff who helped you. These people can help you get the most out of your membership.
3) The speakers. This could start relationships with experts and celebrities in your profession.
4) New friends. This makes you memorable when you meet again at the next wholesale trade show.

Use a wholesale trade show to immerse yourself in the society and the technology of your profession. And then apply what you gained to advance your wholesale closeout business.