To be or not to be a DMC At the Trade Show

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Mutual courtesy and respect of the fellow exhibitors at the booth is very important. You would hate it if you are seriously talking with a prospect client and another supplier joyfully joins in and interrupts you. If you do not want this happen, never do it to your fellows. They will not appreciate it and neither will the buyer. You see that another supplier has a long conversation with a buyer and you think that you should also try your chance with this prospect. However, after some 15-30 minutes the buyer gets up to leave in hurry. You feel that he might have the business you need and you are wondering how to introduce yourself? Stop him politely, introduce yourself and ask him if he has a few minutes to spare. If he tells you he is in a hurry, exchange business cards and let him go. You can always try to make contact with him at another occasion during the show, or contact him after the show.
You are passing another destination’s booth, and you see a buyer with whom you want to talk, busy talking with an exhibitor. Common courtesy tells you not to interrupt their conversation to exchange cards and sell yourself. You can however say however “Hello” Mr. X. I am on my way to my booth. I hope I will see you there” and then go away; or wait at the corridor outside of the booth’s territory to stop him and talk to him. Of course if the exhibitor knows you and invites you to join in and presents you to the buyer it is perfect. This is great networking.
At a moment when you are alone in the booth and your colleagues have gone to lunch or to walk around, do not be tempted to take out of the business cards bowl all the important contacts leaving only the cards of journalists and airlines… Cutting off your colleagues from these contacts is unethical, and you will diminish the possibilities of an intense promotion of your destination.
Your competitor DMC is away and a client come to the booth asking for him. Do not profit from this moment to sell yourself. The client is specifically asking for your competitor. Be a good sport, go and get him if you know where he is, or get the client’s card and give it to your competitor when he returns. It is acceptable however if you ask for a second card for yourself.
Become a SITE member. It helps to make contact with Site member Incentive Buyers during the show. Your Site ribbon will help tremendously to break the ice and make contact with some important buyers. MPI or ICCA membership also helps greatly for the meeting industry.
When talking to a client be positive, courteous, sure of yourself, and give direct replies. Do not try to keep them more than necessary, but tell him about the destination and how you can help him. Stop talking about how good you are and how much better you are than your competition… Instead show the buyer your referrals and let him decide for himself.
Do not smoke in the booth and don’t be sitting down idle or talking to your colleagues when the buyers pass by. If a prospect buyer is approaching stand up and be ready to intercept him/her it you think he/she has an interest to your destination.
Memorize the budge colours of the trade show visitors, so you know if you are talking to a prospective buyer or another supplier.

At the next issue: “Do not to be a parety pooper”

© Tasso Pappas CITE
Tasso Pappas is President of the SITE Greek Chapter and served as President of SITE Intl. in 2000. This article is an extract from his book “To be or not to be a DMC” which he wrote in 1996 as his thesis for the certification CITE (Certified Incentive Travel Executive). More information about Tasso Pappas you can find at https://sites.google.com/site/tassopappasconsultancy/
Contact: tassopappas@otenet.gr.