If you’re one of nearly half the population that categorizes themselves as an introvert, or someone who needs alone time to regroup, you know how draining a trade show can be. Being “on” all day can leave you feeling like you have nothing left. Here are a few tips to help you get through it.
Give Something People Want
Contrary to popular belief, introverts aren’t necessarily shy. They just find human interaction draining and hate making small talk. If you’re working the company booth, one of the easiest ways to break the ice and avoid the small talk is to have a line-worthy (meaning people are willing to stand in line for it) giveaway. After you give them something they want, most people are willing to hear what you have to say. Cutting the small talk helps introverts get right to what they know best, in this case the product or service.
Know Who’s There
If you are going to a trade show or conference, you’ve probably been given a list of attendees. Do your best to set up meetings with the people you want to talk to before you get to the event. This allows you to control the interaction and the scheduling of it.
Know What You Want to Talk About
Rehearse the points you want everyone to know. Use clues to make sure you are addressing their interests. For instance, if someone talks about money and budget, have something prepared for that. If someone brings up operations, be ready for that. Whatever their hesitation or interest, you have a script to start with. This does not mean you should have a robotic answer prepared, just know the general direction of how you’d like to field the question or comment, at least initially. This will help you feel more comfortable.
Work in Shifts
If your company allows it, try not to be at the booth the entire time. Walk the exhibition floor, take time to recharge in the lounge, or take a break and read an industry book or check your emails. You doing this is no different than a runner taking a water break. It’s a necessity for you to go the distance.
Get to the Heart of the Matter
If you cut the small talk and ask your visitors the tough questions, you’ll stand out in their minds. Addressing their needs and doing your best to understand the concerns they aren’t voicing can help you develop a much deeper relationship than those other vendors who talk about the weather.
Finally, take some time to regroup after the event. If possible, skip drinks with the company and join them for dinner instead. Pace yourself. If you lack energy in the booth, it will show. So whenever possible recharge alone and get what you need so you can be the best “you” the next day.
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