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© TargetGov 2016© TargetGov 2016
How to Make This Conference Your Money-Maker!
Gloria [email protected]
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Originally presented at the MCCC Business EXCELerator
on March 16, 2016
@TargetGov © TargetGov 2016@TargetGov
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• Sales related objectives lead directly to a sale. They include such things as gathering qualified leads or networking with decision makers.
• Communication related objectives lead indirectly to increased business such as awareness, image and market research.
Set Your Objectives
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• Research exhibitors & attendees• Government & businesses• Prioritize targets: highlight them• Sign up for matchmaking• Research a minimum of 3 opps for each
match• Create specific capability statements• Practice your matchmaking 30 second
pitch
Before: Prepare yourself!
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• Bring one page Capability Statements• Bring more business cards than you
think you will need, plus extras!• Wear comfortable shoes• Attend the welcome and mingle with
attendees• Be early for matchmaking• Go to the exhibitor area whenever you
are not scheduled to meet
During: Make the most of the day
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• Remember: give before you get! • Offer in some way to make a connection for
someone you meet• Make notes on business cards• Pick up any information available from your
targeted agencies, primes, and vendors• Practice extricating yourself from a long-
winded colleague• Drink plenty of fluids!• Exchange cards often
During: Make the most of the day
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• What you do after the conference will make or break your results
• Put every card into your CRM system • If you promised something: do it! Schedule it in
your calendar• Send follow-up emails, request briefings• Make calls within three days• Don’t stop! Send good information, don’t spam.• Research Sources Sought Notices for target
agencies• Repeat!
After: Results driver!
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Special Tips:• Do not invest in expensive brochures or other
collateral materials• Only need business cards and targeted capability
statements• Swag: indulge yourself!• Dress professionally with nice and comfortable
shoes• Slide business cards into your name tag• Wear your name tag up high enough to read
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