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Table of Contents

Lead Story

What's changed, what's stayed the same since 2003?

News

Industry Update

Infographic counters MPC 'swipe fee' claims

New cyber threat targets SMBs

Reservations about EMV security, timeline surface

Vatican looks outside EU for card solution

Features

Debit in 2013: Life after Durbin

Ryan Feeley
First Annapolis Consulting

Are you ready to put your clients first?

Research Rundown

Mobile payments global forecast

ISOMetrics:
The CBO's outlook through 2023

Striking that communication balance

Selling Prepaid

Prepaid in brief

TSYS to don program manager mantle

Synergy between ATMs, prepaid established

Views

Payment alternatives, like microbrews, are good

Brandes Elitch
CrossCheck Inc.

Education

Street SmartsSM:
Are leave behinds integral to the sales process?

Jeff Fortney
Clearent LLC

15 tips to boost merchant level sales

Peggy Bekavac Olson
Strategic Marketing

PCI programs: From spring cleaning to a full remodel

Chris Taylor
SecurityMetrics

Should ISOs have an AML policy?

Adam Atlas
Attorney at Law

Company Profile

ABTEK Financial

New Products

Reshaping the restaurant POS

Bevo
Benseron Information Technologies Inc.

Customer authentication in 30 seconds

Netverify Mobile
Jumio Inc.

Inspiration

Navigating the tradeshow circuit

Departments

Readers Speak

2013 events calendar

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

March 11, 2013  •  Issue 13:03:01

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Inspiration

Navigating the tradeshow circuit

Plans are nothing; planning is everything.
- Dwight D. Eisenhower

As winter gives way to spring, the circuit of national and regional tradeshows commences. If you're new to the payments industry, you might be about to attend your first show. Whether you are an industry veteran organizing an upcoming acquirers meeting or a newbie who just registered for your first such event, the following refresher on efficient and effective tradeshow strategies could prove useful.

Define your goals

Formulate a plan of attack before you hit the ground. Are you going to the tradeshow mainly to gather information, or are you interested in making new partnerships? Whatever the goal, sketch out what tradeshow events or breakout sessions you don't want to miss. But leave sufficient time in your schedule for exploration and chance encounters, as serendipitous occurrences are sometimes the most fruitful.

Additionally, if you want to meet certain individuals at the show, schedule appointments well in advance, as peoples' schedules tend to fill up quickly. Also keep an open mind, as circumstances at the show can result in unexpected delays or cancellations. If someone can't meet with you at the appointed time, don't take it personally. Be gracious and work with the new parameters, even if it means not being able to meet at this particular event.

Scope out the site

Map out the tradeshow environment in advance. If the event is a national show, the hotel complex where it takes place will have a variety of places to meet, eat and schmooze. Coffee shops are pleasant, informal places to conduct one-on-one meetings. Food courts, however, are not ideal for meetings, as they are used to grab a quick bite and get back on the move.

The tradeshow floor can also be a challenge if meetings are your priority. It's loud and bustling, with businesses showcasing their wares and technology demonstrations going on. But finding comfortable and relatively quiet seating outside the tradeshow proper is not difficult. Getting someone off to the side for a few minutes can result in the most productive, efficient meetings possible.

Remember your business cards

In the rush to pack and get to the airport on time, people sometimes forget that one last item. It might be your toothbrush, which can easily be replaced. Or it might be that little box of business cards in your desk drawer. Don't arrive at a tradeshow without those cards.

In the digital age, with email and LinkedIn at your fingertips, you would think business cards are as obsolete as rotary phones. But they are still important communication tools. Exchanging business cards acts as a conversation ice breaker. Business cards are also handy reminders of whom you met during the show.

After you meet somebody, jot down a note on the back of that person's business card when it's fresh in your mind. Maybe it's a reminder to follow-up with that person after the show. Or it could be a brief memo that records the highlights of the conversation. Those details might come in handy when you reconnect with individuals in the future.

Take care of your feet

Pack comfortable shoes. You will rack up heavy mileage on your feet. You want to leave the tradeshow with knowledge, positive experiences, and the ability stride, not limp, into all of your promising post-tradeshow meetings.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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Spotlight Innovators:

North American Bancard | USAePay | Super G Capital LLC | Humboldt Merchant Services | Impact Paysystems | Electronic Merchant Systems