After The Show (CONT’D FROM PAGE 24)
ridith Elliott Powell, sales and leadership strategist based in Asheville, NC. (meridithelliottpowell.com). “Decide in advance how the meeting will be structured and how you will debrief. It’s important to tell not only what happened, but also to share your leads. Whom did you talk to? What did you discuss? What will the next steps be? What topics were of interest to you?” When talking about vendors, says Powell, it’s important to go beyond a list of new goods and services, and explain how purchases will integrate into your current structure. What will it take to earn back your investment? Encourage attendees to present their findings in a way that engages their colleagues. That means more than just standing and reading their notes. “One approach is to present findings in the form of a quiz,” says Heiman. “Or engage the audience by repeatedly asking for ideas on how what has been learned from the show can be applied to current operations.” If the show has been particularly extensive, avoid over- whelming the audience with too much material. “Consider having each attendee pick two or three vital insights dis- covered at the show, then do a deep dive into each one— perhaps doing additional research on the topic before the presentation,” says Heiman. Bonus tip: Schedule the follow-up meeting within 48 hours of the time people return from the show, while mem- ories are still fresh.
tors. Avoid walking the aisles aimlessly.” Reaching specific goals will require effective network- ing skills. “If people don’t know how to network they will not know how to obtain valuable information,” says Hei- man. “Teach your staff how to start productive conversa- tions with strangers and how to keep people talking. Make sure they can answer the question ‘What do you do?’” Networking goals can also be specific. You might re- quire your staff to find 10 new people with whom they can develop continuing relationships. They can do this by attending various networking events, and by splitting up to sit with different people at lunch, dinner and cocktail hour. “The idea is to learn about the industry trends that will be affecting your company and your customers,” says Heiman. Bonus tip: If you are going to the show as a group, get more done by splitting up and pursuing individual goals. When the show’s over, have attendees share what they have learned with their coworkers. What were their impressions of the show? What did they learn from exhibi- tors about new products? From seminar speakers and col- leagues about critical trends in the industry? Don’t walk the show in a pack. Tip #3: Debrief Co-Workers “Set a date and time for a follow-up meeting before you go to the show, to make sure the job gets done,” says Me-
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• Machinery selection • Plant layout • Project Management • Consulting
A true corrugated industry veteran with nearly 50 years’ experience, Richard Etra can help you with every aspect of box plant operation. Contact Richard today for a no-cost consultation: email: richard_etra@etracorrugatedsolutions.com ph: 917-647-9520
26 September 4, 2023
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