At this year’s Dreamforce tradeshow, hosted by cloud computing company Salesforce, I was reminded just how great it is to be able to share best practices, ideas and even connections with other salespeople. During the show, I was also reminded what it is that sets great salespeople apart from merely mediocre ones.
Working a tradeshow is tough, I know; I’ve done it. But isn’t your goal at a show to connect with people, engage in conversation, identify key prospects and leave with follow-up actions? Why, then, do so many exhibitors treat people who visit their booths as if they are a nuisance, just more people they have to talk to? If you don’t treat everyone you meet at a tradeshow as potential customer, you’re wasting your time (and theirs).