With so many different tech conferences these days, chances are that if you are part of a startup with reasonable traction and / or taking things relatively seriously you will get to the point where exhibiting or pitching at an event is a real possibility. With Roomfilla, I recently attended the Tech in Asia Singapore 2015 event and these are some insights from my experience.
The event was a big one with over 100 startup booths full with eager people trying to get their share of the foot traffic and explain their startups to whoever would listen. Some people had large posters, some others had large mac screens. Most, if not all were showing a laptop, but what is the best way to get your point across?
Lesson 1: Know your aim
Quite easy really but if you have a booth, a bunch of people are going to come and talk to you and find out more about your business.
If your aim is to get someone to download the app you have created then you want to demo what problem it solves and try and relate it directly to that person, a special offer for downloading the app on the spot would really help in increase conversions!
If your aim is to get new customers, again, you need to find out more about what the person you are talking to does and if it is a good fit to try and sell to them. If it is a two day conference and because you have met them in person, you are in the driving position to give them a special ‘conference only’ offer. Play it smart.
If you are looking for investment, you better be able to showcase your deck and talk confidently about your numbers. If someone asks you about your valuation, customer acquisition cost or what you plan to do with the investment… you better have a solid answer. Knowing your aim will help you be able to judge later on whether the conference was a success or not.
Lesson 2: Sell Not Get Sold
What you tend to find at tech conferences is that everyone is in the same boat. There are a bunch of startups who are all budding for traction and to make something big. Now this is fine and of course people are going to come up to you and try and give you their pitch and see if you would be a potential user of their product.
It is fine to give them the time and listen to what they have to say but it is important to not making any big commitments on the spot. Always take a card away and contact the person afterwards if you think there may be a fit. I found that there was a bunch of companies trying to sell recruitment and a bunch of companies looking to ‘solve’ payment. Both these things are great but not something we are currently interested in right now. Of course, there is no need to be rude but to show where you are as a startup all with a smile on your face saves both you and them time and energy.
Lesson 3: Business card system
Everyone who goes to the event will have business cards. You will leave the event with a ton of different cards and you may have had some really meaningful discussions but when all is done and dusted, if you don’t remember who gave you which then you are going to lose out.
It is therefore important to mark the cards you receive with some notes on who the person was and what you need to follow up on if anything. It also makes sense to put a priority level of each card, for example 1 as high priority and 3 as low. Cards are always exchanged when there often isn’t a need so being honest with yourself will save you time when you want to follow up.
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