Are you leveraging trade shows to your advantage? One of the most asked questions I receive here at Resourceful Designer is "how do I find design clients?" I want to share one way with you today and that's trade shows. Below is the general outline of the episode but I go into greater details in the podcast so be sure to listen. For the purpose of this topic, I'm using "Trade Shows" as an all-encompassing term meaning any organized gathering where businesses get to showcase themselves to the masses, such as network events or convention. These gatherings may be niche specific or they may be more general, such as a spring or fall show. What they all have in common is a gathering of interested people looking for information. Trade shows happen just about everywhere, small cities have them and so do large metropolises. If you're lucky there may be a venue close to where you live that specializes in trade shows and offers them on a regular basis. Trade shows are a great place to drum up new clients. Those attending are there to either discover something new or to find ways to improve something to do with their current situation. That something could be you. Attending Trade Shows There are two ways you can leverage trade shows for your business. By attending as an exhibitor or by attending as a guest. Attending as an Exhibitor One of the bests things about exhibiting at a trade show is potential clients come to you. If someone is in need of your services they will stop by your booth and talk to you. Anyone who does is genuinely curious about your business and are good targets to become clients. When someone stops by your booth you only have a minute or two to explain your value and why they should work with you. To make the most of this sparse time, pay attention to what they say and compose your comments and question towards them. If you show them you have answers to their problems It will go a long way to winning them over. Drawbacks of being an exhibitor at trade shows Trade shows are a great place to meet new clients. Unfortunately, having a booth at a trade show costs money, sometimes a lot of money. You need to make sure the cost justifies the results and that you can attract enough new clients to cover that cost. One option is to share booth space with someone else to cut down costs. Reach out to peers in a related field and split the booth with them. Attending as a guest Attending trade shows as a guest gives you more freedom to come and go as you please and move around freely talking to whoever you want. Conversations can go longer since there are no pressures to move on to the next person in line. Find booths of companies you would like to work with and make your pitch to the owner or manager. If the owner or manager isn't there ask for their name and contact information and then take some time to learn a bit about the business. This knowledge will be valuable when you do talk to them. Be sure to leave your business card for them. Another option is to talk to fellow attendees. If you can, listen to the conversations they have with exhibitors to learn a bit about them and then approach them if you think they may be a good fit as a client. Drawbacks of being a guest at a trade show In order to pick up clients as a guest attendee, you have to be proactive. This may be difficult for introverted designers. As an exhibitor, you have the convenience of people coming to you asking about design. As a guest, you have to make the effort to put yourself out there to be noticed. Etiquette when attending trade shows Whether you are attending a trade show as an exhibitor or as a guest there are certain things to be aware of when presenting yourself to potential clients. Use approachable body language by standing at your booth, never sit. Make sure you smile, and keep your hands at your sides, not in your pockets or folded at your chest. Stay attentive. Don’t look at your phone or laptop. Don’t solicit guests in the aisles. Let them show