I wrote yesterday about how attendees can plan and prepare for the Learning Technologies Exhibition and Conference time. We’re about to wander round stands, peering at the exhibits and talking about providers rather than with them. Think of it as a kind of family zoo; you can go and touch but only if you want to and wash your hands after.

Vendors can also improve their practice. I mentioned the introduction attendees might favour – let’s see what vendors can do with – or without – it.

A reminder:

 Hi, I’m NAME and here to look at TOPIC. I work for a TYPE OF ORGANISATION of NUMBER OF PEOPLE. I’m looking to see how your product fits MY BUSINESS PROBLEM.

• Name – don’t look for the name badge but ask the person who they are. Rather than mispronounce them, listen to discover.
• Topic – this might not be your product’s wheelhouse but DON’T try and shoehorn your product into some kind of tenuous connection which isn’t really there. Listen to what their need is.
• Type of organisation and number of employees- if they don’t tell you, ask about the size and shape of the organisation and what they do. Not, again to find a tenuous link, but listen to understand the context people are coming from.
• Business problem – don’t be afraid to ask about the performance issues the person has. The conversation needs to be about the effects they want to create so listen to the response. They may not know, but you’ll have planted a seed they may come back to another day.

There’s a common word in this post; every answer contains the word listen.

Do that well and you’ll do better.

You’re not selling your product but your character.