East Arlington, TX (PressExposure) August 19, 2009 -- There is naturally going to be two different ways of getting clients. The first is by going out and finding them and the second is by knowing what to do when the opportunity comes along.
The first method is obviously going to be the one that gives you the greatest level of control. You are deciding where you are going to go in order to find people, and you can be sure that have to be as prepared as possible when such time does come. At times, it may be difficult for you to determine if a perfect time comes along. When it does, you must always be master of situation still, and not just along for the ride. You have to take advantage of such situations in order to get more leads.
I would imagine before going to a tradeshow that you go to great lengths to prepare yourself as much as possible. You get all of your stuff together, including what you are going to say to people and what you are going to hand people when you are done talking to them.
Because of this control, there are many people who go out of their way to only target potential customers at places like this. Rather than try to think about it all the time they focus all of their attention on these set events and leave it at that.
Doing so immediately cuts you off from a whole lot of possibilities, because some of my best clients have come from moments that I could not foresee. A simple conversation on the street can end up giving me a lot of business, but that is only if you are prepared, and you know what to say.
That is the thing about chance meetings: you might not know when they are going to happen, but you can prepare for them in some form. The best way to do that is by knowing what to have with you.
The first is color business cards, and I think this is a little more obvious. There are many business owners who make sure to always have something like color business cards with them so they're always prepared to hand out a card should it be needed.
However, what about the key selling points for your company? If you can immediately engage the person with a clear understanding of yourself, your business, and the things that can do for them, you will make that much stronger of an impression.
This is not about memorizing a speech but taking a few key points from your marketing and always keeping them in mind. Find the best ways you can to connect these facts with the lives of the people you are talking to or the situation you are in. A lot of this is still going to be spontaneous, but you are giving yourself a place to start from.
Unless you have so much business flowing in you don't know what to do with it all, I think most are always looking for additional customers. There is no reason to cut yourself off from those entire chance encounters when all it takes is a little preparation, and a good command of your industry.