The Power of Intimacy: Why Small, Conversational Events Outshine Trade Shows for Generating B2B Sales Opportunities
We recently held a networking dinner for B2B tech marketers on the west coast to discuss The Evolving Archetype of Event Marketing. One of the ideas behind this topic was that, as company budgets and travel plans are on the downswing, ROI from each event marketing initiative grows ever more important. During the conversation, the Marketing Director of a digital trust & safety organization drove this point home: a lot of trade shows are more of a “we have to be there” event, rather than “I want to be here because we’ve seen a lot of ROI in the past”.
Are you also tired of attending massive trade shows where you get lost in the crowd and end up collecting business cards from the wrong people? If so, it’s time to embrace the power of intimate, conversation-driven events. In other words – events that are proving to be a more efficient and effective method of connecting with potential clients.
In this blog post, we will explore the reasons why intimate events are outshining their larger counterparts in generating new sales opportunities, and discuss the benefits of incorporating them into your own B2B sales and marketing strategy.
One of the primary advantages of smaller events is the opportunity for meaningful interactions with potential clients. By curating the guest list, you can ensure that you’re engaging decision-makers and influencers who are directly relevant to your business. In contrast, large trade shows and expos often attract a wide range of attendees of all levels, making it difficult, if not impossible, to identify and connect with the right individuals.
With a focus on a select group of participants, intimate events provide the opportunity for deeper, more engaging conversations that can lead to long-lasting relationships and new sales opportunities.
In a more intimate setting, it’s easier to tailor the event to the specific needs and interests of the audience you’re looking to attract. This personalized approach can be exhibited through the venue, topic, guest speaker, and more. As long as your choices help demonstrate your understanding of their unique challenges and priorities, then whatever you can do to personalize will create a positive and memorable experience. In turn, this leads to increased credibility, which is essential for building strong business relationships.
On the other hand, large trade shows and expos are often more generic in nature, making it difficult to stand out and create any sort of meaningful connections with potential clients. Too often, you’re just another booth they visited that day.
Enhanced Networking Opportunities
Smaller events offer a more conducive environment for networking, as attendees are more likely to engage with one another in a relaxed, informal setting. The smaller group also improves chances they’ll have a chance to speak to everyone. This increased interaction is way more meaningful as participants share insights, discuss challenges, and explore new opportunities throughout the course of the event.
In contrast, the sheer size and scale of trade shows and expos can make networking a daunting and often superficial task, as individuals struggle to make meaningful connections. Perhaps this author is too much of an introvert, but to posit: if you also tend to get overwhelmed in large crowds, and then stick by the side of the first person you make a connection with rather than risking starting a new conversation with someone else, then you know why smaller sessions are more conducive to enhanced networking.
With fewer distractions and a more focused agenda, more intimate events allow for deeper discussions around specific topics or challenges relevant to your target audience. You can learn a lot more about your buyers from an in depth conversation than you ever could by giving them a pitch at a booth. This focus on a relevant topic can have the bonus effect of helping to establish your company as a thought leader and industry expert on a topic they care about.
Large trade shows and expos typically encompass a wide range of products and services, and unless you’re hosting it, you have a lot less control (read – “essentially none”) over the larger themes and presentations that are taking place. This compounds to make it more difficult for attendees and sponsors to hold focused, in-depth conversations that address specific needs and use cases.
Efficient Use of Time and Resources
For both the organizer and the attendees, smaller events can be a more efficient use of time and resources. From the organizer’s perspective, planning and execution requires less investment in terms of time, money, and manpower, allowing you to allocate resources more strategically.
For attendees, the intimate nature of the event ensures that their time is well spent, as they are more likely to engage in material conversations and build valuable connections with like minded peers.
Higher Quality Leads
As a result of the focused conversations and meaningful interactions at smaller events, the leads generated are often of higher quality compared to those obtained at the large-scale events. With that carefully curated guest list mentioned previously, you know that the individuals attending your event:
- Match the role and level you need.
- Are genuinely interested in your offering.
- Have the authority to make purchasing decisions.
This targeted approach greatly increases your chances of converting leads into sales, leading to a more efficient and effective sales process.
Greater Flexibility and Adaptability
Smaller events offer way more flexibility and adaptability, allowing you to adjust the format , agenda, and content based on the needs and preferences of your participants. This level of responsiveness can help to create a more engaging experience for your guests, further enhancing the likelihood of establishing strong business relationships and generating new sales opportunities.
In contrast, large trade shows are often rigid in their structure and format out of necessity for their size, making it difficult to adapt to changing needs of attendees and to accommodate specific requests or interests.
Opportunity for Ongoing Engagement
Following an intimate event, it’s easier to maintain ongoing engagement with attendees, because you’ve taken advantage of the format’s in-depth networking and conversation to establish a personal connection and gain insight into their unique needs and challenges. This ongoing engagement will nurture relationships and ultimately increase the likelihood again that those leads convert leads into sales.
In comparison, the sheer volume of contacts made at large trade shows and expos can make it difficult to maintain meaningful, ongoing engagement with potential clients. Not only do you probably not have much intel on the prospects you’re reaching out to, so your outreach is generic at best – it’s also going out to these contacts amidst a seat of other vendors who also got their business card during the show.
Increased Brand Recall
With fewer-to-no competitors vying for attention, smaller-scale events improve brand recall. By providing a memorable, personalized experience, you can leave a lasting impression on your guests, differentiating your company from the competition, and increasing the likelihood that your prospects will think of your brand when considering potential solutions to their challenges.
In the crowded environment of an expo, it can be much more challenging to stand out and make a lasting impact on potential clients. Have you ever been on the show floor in the Mandalay Bay, Boston Convention Center, or Moscone Center, and looked to your left and right? Were you able to see the other vendors down the end of your aisle? It’s easy to get lost. With a smaller, more personalized event, you have a much better chance of leaving a lasting impression that can lead to future business opportunities. And you definitely won’t get lost in the noise.
Valuable Feedback and Insights
Finally, the intimate nature provides an excellent opportunity to gather valuable feedback and insights from your target audience. By engaging in open, candid discussions, you can gain a deeper understanding of your prospects’ pain points, allowing you to refine your offering and sales approach accordingly.
In contrast, the busy atmosphere and time constraints at large trade shows and expos can make it difficult to gather detailed, actionable feedback from potential clients – you’re lucky to get the right person to stop and chat, let alone have them leave you with intel on their immediate initiatives, priorities, and challenges.
In conclusion, smaller, conversational events offer a more efficient and effective approach to generating new sales opportunities compared to large trade shows and expos. By focusing on meaningful interactions, personalized experiences, and targeted conversations, intimate events can establish strong business relationships, generate high-quality leads, and drive sales growth.
How do you go about organizing an intimate, conversational event? That’s where BuyerForesight comes in. We specialize in producing hundreds of these events around the world each year, ensuring that you have the resources and expertise to create a successful event that meets your business goals.
So, don’t waste your time and resources on events that don’t deliver results. Embrace the power of intimacy and let BuyerForesight help you drive sales growth and build strong business relationships. It’s time to say goodbye to generic trade shows and hello to a more targeted, personal approach to B2B sales.