Being an Expo Expert

I attended a business expo yesterday for the first time in several years. (Full disclosure: I went to a Food Expo last year with my wife who is an F&B professional but I spent more time eating than networking. As soon as I walked into the room, I felt the rush of familiar feelings: the too-loud music, the din of conversation, the occasional outburst of laughter. The smell of opportunity in the air!

Then it hit me: I should’ve brought some business cards.

Don’t get me wrong. I’m usually hyper-prepared for these things, but it was a last minute invitation and I had no idea I’d end up here. Still, I failed. No excuses.

So I walked the room I didn’t work the room, I walked, and I said “hello” to lots of people. This is not the behavior of an entrepreneur; it is the behavior of a puppy. I did get a nifty grocery bag and some goodies, most of which are now in the recycle bin. Look, I’m nothing if not honest.

I was proud of my colleague. She walked from booth to booth with purpose. She went in with a plan and made what may prove to be meaningful connections. It helps that she’s a lot more attractive than I am… just kidding. I mean, she is, but that’s not what gave her the edge. The key for her was preparation.

I want you to be like her, not me. So here is a list to help you prepare for your next Excursion into Expo territory:

• Business cards. Have them, lots of them. They’re cheap and expected in such all situations. I like to keep them in my left pocket so my right hand is free for pressing the flesh. Hand them to people. Drop them in fishbowls. Enter every drawing. Oh, and realize that they will probably not get you a whole lot of business.
• Have an elevator speech prepared. I realize you will probably not be attending an expo in an elevator but you will be competing with a million other people who will talk to everyone you meet so be concise. It shows you are prepared, it demonstrates your confidence and competence and shows you are respectful of people’s time.
• Brush your teeth. Seriously. Especially if you’re a close-talker.
• Don’t eat and greet. By all means, take advantage of the snacks, but take a brief timeout to chow down and then return to the expo.
• If you do eat, please, please, PLEASE, stop by the facilities and wash your hands, face, rinse your mouth, and chew a little gum or something. Please.
• Apply the 80/20 rule. Listen 80% of the time. You know what to do with the rest.
• Fight the urge to speak to everyone in the room. It’s always better to make one or two meaningful connections than to collect a stack of business cards and make ZERO impression on the people you meet.
• Have fun.

It really is that simple. Don’t be like me. Learn from me. See you at the next expo!

Adolfo Jimenez lives in Hollywood, Florida, and is a Certified Speaker, Trainer, and Coach with the John Maxwell Company.  He consults with entrepreneurs and businesses, primarily in the areas of customer service and sales. 

He is the Director of Someone To Laugh At, a stand up comedy workshop; HostAnOpenMic.com, and CruisingWithComedians.com; Adolfo is the co-owner of Abdaliz Custom Bakery, which you can visit at www.abdaliz.com.

He can be reached at adolfo@adolfojimenez.com