Trade Shows, Why are They (Still) Here?

If you are coming from IT industry, then you have probably already heard this claim, "Public business events are going to be replaced with internet technologies like web, webinars and social media."

And yet trade shows are still here. Why?

One thing is true. Internet technology offers strong means for almost any company to present their products and services to the world. Besides presentation there are also several options available for promotion like sponsored links, banners and promotional video clips. In most cases a company can build a technically more convincing presentation on the web than at the trade show. A promotion on the web can last forever. Usually, a web based promotion costs less than a public appearance at the trade show.

But trade shows have one unique advantage, which could never be replaced with web. They are personal, first hand, human, if you will. They are more aligned to a human nature than internet technologies. People go to trade shows not just to see products, but mostly to meet people, potential business partners and customers. Intuition and intangible quality play a major role here.

That is why I think trade shows are still around and they will be here for quite some time, until we discover a way to transfer authentic personal touch over the web - if ever.

When Challenged Use the Chicken Argument!

Today's topic is not a new one. I decided to write a few words about it, because I still face this issue from time to time. It is about speaking the right language, knowing your customers and knowing who is on the other side, when you are trying to get the message across. The problem was extensively studied by several authors Adele Revella, David Meerman Scott, Steve Johnson and others.

So, what is it all about? Years ago, when I started my work as a product manager, whenever somebody asked me if I can create a presentation of a product, I immediately knew what to do. My presentation was done in a very short time; it required no particular input from colleagues or customers (I knew it all, I was a product manager!) and it spoke a magnificent persuasive language.

Which language?

My language.

There was a problem with that. The customers were not product managers. They saw the product through their eyes. They were expecting answers to their problems, not an expose of my beautiful achievement. The message did not get to them, because there was no message for them.

I figured it out, eventually. In order to be listened to, I needed to convey the value of the product from the customer's perspective. Although there was a single product, there were as many perspectives as there were distinctive market segments. I needed a customized presentation for each market segment.

Since then whenever somebody asks me to prepare a presentation of a product, I immediately ask back "Who will be listening?" In some cases I still get a strange look questioning me "am I trying to avoid the task by asking annoying questions?" In these cases I need a simple persuasive argument to explain why knowing a listener is so important. Here is what I am using. You can try it too.

"Let us say you would like to present the value of corn to a farmer. How would you do it?

Further on, how would you present the value of corn to a cook?

Would you be more persuasive with two presentations or just one for both of them?

If you still think that corn is corn and there is no reason to present it differently to a cook as you would present it to a farmer, try this one -

- How would you present the value of corn to a chicken?"

Long pause.

"Are you kidding me?! You need a break - soon. Here is your customer profile."

;)