As a consumer, I shop at Amazon, ride with Uber, do vacations with AirBnB, book airlines on Expedia. We all have our favorites because these businesses makes the buying experience easy, predictable and enjoyable. The experience triumphs it all (even price to an extent). Enterprise software buyers have other reasons for rejecting a vendor's product. Having a competitive offering is just table stakes in this new consumer driven economy.
Pre-planning: You should start planning ~2-months in advance. By the time your team gets to the conference, you all should have the prospect hit list (memorized) by names, titles, backgrounds etc. Ideally, your team would have reached out to the hit list with targeted pitches and invites.
Here's my top three things to do:
1. Buy the attendee list and contact the important ones over phone well in advance. Incentive them to come to the booth, even better a 1:1 meeting.
2. Throw a private party: Most important part of a conference! Sponsor a private party.
3. Use a speaking engagement to meet prospects: Nothing builds credibility, sells better at conferences like a team member do a speaking gig.
NOTE: The learnings from this blog site are not a substitute for a training course; training courses are not a substitute for working together in the field. If the content here resonates and you want to explore further, give me a call.