Spending time at trade shows is not all about prospecting and connecting with potential clients, as there is opportunity for competitive intelligence (CI) gathering with your competitors being so close

1. COMPETITIVE INTELLIGENCE
HOW TO WORK A TRADE
SHOW
For additional information about Competitive Intelligence
please visit www.Intelligence2act.com

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Spending time at trade shows is not all about prospecting and
connecting with potential clients, as there is opportunity for
competitive intelligence (CI) gathering with your competitors being so
close.
Having all of the knowledgeable people in your industry in one place
give you a tremendous opportunity to find out key information. The
best way to succeed at gathering competitive intelligence in any
situation is to make sure that you have a plan, and working a trade
show is no different.
Define your goals and set your expectations before you head to the
trade show so that you can take full advantage of the CI gathering
opportunity; keep your hears open.
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There are plenty of opportune locations to talk and eavesdrop on the
public information that people are discussing around the trade show.
Hanging around the places that competitors or industry insiders may be
naturally discussing their business might give you the crucial
information that you are waiting for.
Be aware that other people at the conference, such as your closest
competitors, may be trying to gather CI in the same way and keep your
business chatter in private when you are at a trade show. Usually the
trade show will be held at a conference hotel and if you can spring for a
suite you can entertain your clients and potential partners in private
with some class.
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Make sure that you attend all of the social events that the trade show
offers or invite key people out for drinks on your company’s expense.
Having all of these people in one place allows you to get to know your
competitors, industry insiders, and other key people on a more personal
level.
Just be sure not to give any information away or get too talkative when
the booze starts to flow. At the same time make sure that you are
listening for any information that they will offer up by the same
method.
Gaining a more personal understanding of your competitors and
forming an amicable relationship with key players in these companies
can become invaluable in the future.
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There is also an opportunity to get access to the list of attendees or
participants by volunteering to work with the organizers of the trade
show.
This volunteering also gives you an authoritative edge over your
competition when you are trying to break the ice with larger
partnership opportunities.
Using this data you can make a plan of attack to engage each of the
attendees or participates that will be most valuable for your time, as it
is unlikely that you will be able to speak with everyone.
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The key to getting the most competitive intelligence out of a tradeshow
is to be where the people are and keep your ears open.
It is better to be honest about your identity and seek to form
relationships with all of your competition, versus hiding behind the
plants trying to decipher other peoples’ conversations.
Above all, have a plan before you go to the trade show and maximize
your opportunity with all of these great people.
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7. For additional information about Competitive Intelligence
please visit www.Intelligence2act.com