In the past year I’ve been to three HR conferences, which means I’ve spent plenty of time walking and observing the trade show booths at each conference. When you’re walking through an exposition hall the size of a football field, it feels like there are thousands of vendors there to hawk their wares. While that may sound negative, it’s not intended that way – the products and services these vendors have to offer are amazing.
But given the size and intensity of the situation, it can be overwhelming for HR buyers.
So how do you make your product or service stand out amid all the bells and whistles?
You have a few minutes – maybe even just a few seconds – to engage with a potential client. You have to make those moments all about the HUR buyer and all about the connection.
Show them that you value their time by asking these three questions and then responding appropriately:
1. What’s the biggest challenge your HR team is currently facing?
I can guarantee anyone in that expo hall will be able to provide you with at least one answer to this question. It’s a simple way to start a conversation, build a connection, and demonstrate that you’re interested in the buyer. Important distinction to keep in mind: this conversation and connection is all about the buyer at this point. It’s not about you, yet.
2. How have you been addressing that challenge?
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