Marketing tips for conferences to land new gigs, clients and work

[appsdba]

Folks,

My job search has stalled due to issues with clients not paying good wages and flood of non-jobs. I will be speaking at a major conference next month
and looking for good ways to market my services at the conference to land new contracts and clients. What would be some good hooks to bring in new clients while I network at the conference?

[Origisaurus]

Usually, speakers have brochures available at the back of the room.  Not a resume, but a B2B-type sales piece that shows that they are worth the fees expected.  Also their business card.

Tell everyone you know (business-wise) about your speaking at the conference.  Get contact information on the other speakers and introduce yourself before the conference.

[appsdba]

Thanks Dino,

Is there a way to have a company print up a large quantity of glossy B2B type brochures at low cost?

appsdba

[Origisaurus]

Thanks Dino,

Is there a way to have a company print up a large quantity of glossy B2B type brochures at low cost?

appsdba

I'm not sure about lowest cost, but your local Mail Boxes Etc store may be able to do so.  Pricing and capabilities may vary by location.  Kinko's is another possibility.  In some cases, they can help you with design, sometimes free, as well. 

My guess is that 100-200 copies would be all you would need.  You will probably want to redesign for the next time anyway.

[The Gorn]

Thanks Dino,

Is there a way to have a company print up a large quantity of glossy B2B type brochures at low cost?

This is a considerable project. If you need the brochures in a month and you don't have copy and a design, it's probably too late to get something of that scope designed and printed and shipped back to you. Just getting copy and a design nailed for a simple trifold brochure will take a few weeks. You don't have the time.

Vistaprint.com is usually regarded as the price leader for online printing services. You submit JPEGs or PDFs of your design and they print whatever you order with that design and ship it back to you. In general, online printers are going to be far less expensive than local printers for stuff like you want.

I think considering the time frame that you should tune up your idea of a handout. You might have better luck (and far lower expenses, which will be huge with even a limited run of a glossy brochure) to prepare a white paper handout with your business card attached.

And you should think about maximizing the content and minimizing the fluff, anyway. If you are presenting as an expert, you want to be all about the ideas you are presenting. A brochure is too static for this purpose.

You should try to match whatever the other speakers are using for collateral.

[appsdba]

Thanks guys,

I probably don't have enough time to get the brochures ready for the conference. In any case, I will showcase my presentation and collect business cards.
At least the conference fee is waived since I will be a speaker.

Appsdba

[Origisaurus]

appsdba, check your messages.     

[appsdba]

Thanks guys,

I played around today with my Macbook Pro iWorks software and crafted some nice fancy business cards and a basic brochure with my company logo and services. Software on the Mac is easy to use and fantastic for graphic design! Now just need to refine the brochure, add a newsletter to the website and market! Wish me luck- the IT job market is in the crapper so the conference will help. I do have an interview next week for a FTE Oracle Apps DBA job in Denver that pays well and in spite of snow and cold, Denver is cheaper than southern California!

AppsDBA

[Richardk]

How big is your audience?

If it's a huge conference room with hundreds of people you'll need to settle for business cards and a simple handout at the doors and hope for the best.

But if it's a smaller group (under 100) then here's an idea.

• Still do the business cards and simple handout at the back of the room but focus on what your talk is about. That specific service or thing you're selling. Not enough time for a full brochure.
• Next pass out a sheet and tell the audience what it's for.
  
  • If they want more information about your services or to discuss something about your presentation then check that box and don't forget your contact information.
  • If they want to be added to your mailing list for a newsletter then check that box.
  • Welcome any comments that they may have.
  • Ask for a testimonial. Remember to include a check box on the form whether you can include their name. Otherwise it's anonymous.
  • Lastly tell them that at the end of the presentation you'll be collecting the forms and you or someone else will draw a name and they will win a free book. Show them the book at this point and say something great about it (like why you picked this book).

Sure this will cost you $20 - $40 for the book but I've seen about 10% give testimonials out of a groups of 50 - 60 people plus you get comments on how you did and contact info. Some will want follow up contact, others your newsletter while the remainder perhaps just wanted the free book.

Quick and simple for when you don't have time for a full brochure.

[Aussie]

.....but in the 21st Century, is there possibly an add-on.....note, not a replacement, but an ADD-ON.....to the brochure?

[Origisaurus]

.....but in the 21st Century, is there possibly an add-on.....note, not a replacement, but an ADD-ON.....to the brochure?

Yes, indeed!  Wrote a book?  White paper?  Reprint of zine articles?  Etc.

[benali72]

Simple advice that's worked for me at conferences -- Be friendly and get a business card from everyone you talk to.  Be sure your talk is in the same area of expertise you are marketing services in.  Good luck.

[appsdba]

Thanks all!

I printed 50 brochures and 200 business cards. Gave out most of these and collected 75 new business contacts. I also spoke to vendors about partner with their firms to offer consulting services. Some interest but still a deep ice recession. Market is terrible for work! I find the issue to be rates and all firms want CHEAP labor like 30/hr rates for very senior level consultants.

[The Gorn]

Thanks all!

I printed 50 brochures and 200 business cards. Gave out most of these and collected 75 new business contacts. I also spoke to vendors about partner with their firms to offer consulting services. Some interest but still a deep ice recession.

So you wound up printing a brochure. What did you do for the copy and the layout of it?

Market is terrible for work! I find the issue to be rates and all firms want CHEAP labor like 30/hr rates for very senior level consultants.

You know, that's a subject in its own right.

I have always felt like I had a unique problem in that regard myself. I encountered this 15 years ago in the local market. I always let what companies and brokers said about the market do a mind f*ck on me.

That's the intended effect. The clients and borks want to demoralize and diminish you. So you're currently buying the lies.

But I look at the people who actually work as $30/hr contractors and they all suck. I never see anyone of real quality working at those levels.  Never.

You need to see this part of the process as the game that it is, and until you do, this disinformation that you're paying attention to will influence you unduly. Whatever the firms say publicly that they are willing to pay, it's always reduced from what they wind up actually paying.

You need to position yourself as a real expert.  I thought speaking as an expert would distinguish you. So why are you paying attention to the hiring ads? They're for the commodity market.

I'll add to this: if you actually know several working Oracle experts like yourself in similar circumstances who are billing at these rates, then you need to re-evaluate your commitment to that niche if you don't like the rates. But I'll bet good money that what people actually bill is not as depressed as you're being lead to believe.

...Because exactly the same has applied to the niches I've worked in.

[codger]

GB wrote "I have always felt like I had a unique problem in that regard myself. I encountered this 15 years ago in the local market. I always let what companies and brokers said about the market do a mind f*ck on me.

That's the intended effect. The clients and borks want to demoralize and diminish you. So you're currently buying the lies."

Financial parallel: This reminds me of the mentality exhibited by many in the investment community. "The market's up! (or down)" They declare. I don't know about anyone else, but I don't buy or sell "the market." I am concerned about how individual stocks are performing, and react accordingly. Stock brokers and the media want to appeal to the herd instincts of the investors. . . and it generally works. Their motives are to cause a churning of buys/sells, or to sell print ad space or radio/tv airtime, etc. Never mind that even on days when the markets are at record lows, there are individual stocks recording record highs. Ignore media driven market pronouncements.

As far as IT goes: Don't give in to the herd. Research and determine your most marketable skills and experiences. Then focus only on potential customers who need and can afford your time and talent. Work on your presentation skills and  always make certain that you can fill a high priority need for them. Finally, don't waste your time, effort and ego on borks and client reps or employers who are on the bottom rungs of the decision ladder. Hold out for working with decision makers.

Your motivation needs to come from within. Don't let others define you or your maketability.