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Trade shows are the beating heart of the events industry—a melting pot of innovation, networking, and business opportunities. As Confex kicks off today, bringing together thousands of event professionals from across the world, it’s a prime opportunity to connect, learn, and grow.
But with so many stands to visit, people to meet, and sessions to attend, how do you ensure you’re making the most of your time rather than just collecting brochures and tote bags?
At Match My Venue, we know the key to success at any trade show isn’t just about being there—it’s about working the room strategically, confidently, and efficiently. Here’s how to maximise your time, network effectively, and walk away with real value.
1. Have a Game Plan Before You Arrive
Walking into a trade show without a plan is like heading into a networking event without business cards—you’ll be overwhelmed and unprepared.
Research exhibitors and attendees beforehand. Who do you want to meet? What companies are relevant to your goals?
Prioritise key stands and sessions—don’t try to see everything, focus on what aligns with your business needs.
Book meetings in advance—many exhibitors take appointments, so securing time with the right people can be a game-changer.
Pro Tip: If you’re short on time, identify the three most valuable conversations you need to have and make those your priority.
2. Master the Art of Networking on the Floor
Trade shows are all about conversations, but not all conversations are useful. The trick is knowing how to start the right discussions and exit the wrong ones politely.
Start with open-ended questions: Instead of "What do you do?" try "What’s the most exciting thing you’re working on right now?"
Be direct but friendly: People are busy—if you’re interested in their service, get to the point. If not, move on graciously.
Have a strong elevator pitch: Know what you do, who you help, and how you add value in 30 seconds or less.
Pro Tip: If you find yourself stuck in a conversation that isn’t relevant, a simple "It’s been great chatting, I need to catch another session, but let’s connect on LinkedIn" works wonders.
3. Get the Right Information, Not Just Freebies
Trade shows are full of shiny brochures, giveaways, and flashy displays, but what really matters is getting the right information.
Ask for case studies, client testimonials, or live demos—this is far more insightful than generic sales talk.
Take quick notes after each conversation—you won’t remember every stand, so jot down key takeaways.
Follow up promptly—don’t let meaningful conversations fade. A LinkedIn message or email the next day keeps the momentum going.
Pro Tip: If you’re seriously considering a supplier, ask, "What’s one thing your clients wish they knew before working with you?"—this can reveal insights beyond the sales pitch.
4. Don’t Underestimate the Afterparties 🎉
Some of the best networking happens when the trade show floor closes. The evening drinks, VIP receptions, and afterparties are where people drop their guard, have real conversations, and form long-term relationships.
Attend at least one evening event—this is where deals happen and collaborations begin.
Be social, not salesy—this isn’t the time for a hard pitch or in-depth conversations, but for building connections naturally.
Follow up the next day—if you had a great conversation over drinks, send a quick LinkedIn message to keep the relationship going.
Pro Tip: If you’re nervous about networking in social settings, team up with a colleague—it makes introductions easier and takes the pressure off.
5. Managing Nerves: Trade Shows Can Be Daunting!
If you’re not naturally outgoing, walking into a room full of industry pros can feel intimidating. But with the right mindset, you can turn nerves into confidence.
Start small—speak to a few exhibitors first to ease into the event.
Set realistic goals—instead of thinking, "I need to meet 50 people," aim for 5 meaningful conversations.
Remember: Everyone is there to network—even senior industry figures started somewhere!
Pro Tip: If you’re feeling overwhelmed, take a break outside or in a quieter area, reset, and go back in when you’re ready.
Make Trade Shows Work for You
Whether you're at Confex today or planning for your next big trade show, the key is not just attending—but actively engaging. The right connections, conversations, and insights can drive your business forward and open new doors.
At Match My Venue, we’re all about helping you make the right connections—whether that’s finding the perfect venue for your next event or guiding you through the industry’s best opportunities.
Attending Confex? Drop us a message—we’d love to connect!