As we approach the holiday season, besides spending time with our friends and family and exchanging gifts, there’s something else coming up, the January shows. So, I thought this would be an appropriate time to present this article on trade shows, what to do and what not to do.
Do’s:
Bring Plenty of Business Cards
I know business cards are so 1985, but believe it or not, people still use them. In fact, I not only hand out a business card, but a lead card that’s business card size for my affiliate program, with a bar code that connects to the signup page.
Make sure and bring plenty of cards, well more than you could possibly need. Frankly, I cringe every time I go to speed networking events (which I love), and someone is in front of the group and says, “I ran out of cards”. I feel both sorry for them and feel they lack business savvy. That’s not what you want people to think about you when considering if the two of you should do business.
Be Social
Go to all the networking events and make the rounds. Get out of your shell and your clicks and TALK TO PEOPLE! Your company or you paid a lot of money for this opportunity, and you should take full advantage of it. Make yourself uncomfortable and network. Either that or maybe you should stay home.
Practice Good Hygiene
When I go to these shows, invariably I run into people who either don’t shower or don’t use deodorant. One guy can always be counted on to stink up the entire room. Here’s looking at you CR. Take regular showers and use deodorant liberally. Your friends will thank you later.
Arrive Early and be Ready to Perform
And yes, it is a performance. At shows you are on stage.
Even if you’re coming in domestically to a show, arrive early. Travel is stressful and difficult these days and you don’t want to be late to an event or not be in the proper frame of mind when the event starts.
I come in from Asia, so everything is a haul for me, especially the US shows, so I normally arrive 1.5 to 2 days early. It allows me to shake off jet lag and feel good once the show starts.
If You’re Using Equipment or Signage, Make Sure Everything is Ready to Go
Do you have a seminar where you’re presenting a PowerPoint presentation? Test your laptop and the slides ahead of time. Don’t start the seminar, only to find out it isn’t working. That would be embarrassing, huh?
Having signage made? Proof it and double check that everything looks good before it goes up. Those typos can be a bitch once the show starts.
When going to shows, double and triple check EVERYTHING!
Schedule Meetings and Don’t Be Late or a No Show
I can’t tell you how many times I’ve scheduled a meeting and the person I’m meeting with is either late or is a no show. Sadly, there is some inherent flakiness in the adult industry. Don’t be a flake too.
Promote You’re Attending Before the Show
Let people know you’re coming and are looking to schedule meetings at the show. Do PR’s. Send them to YNOT, XBIZ, and AVN. They’ll gladly publish them. There are other industry publications we send our PRs to, 10 in all. Hit me up and I’ll give you my media list.
Check Out the Schedule Before the Show
Don’t just get to the show and try to figure things out when you get there. Have a plan. Every show publishes a schedule on its site. Put the events you want to attend on your calendar. I put more things than I’ll end up doing, with many being usurped by meetings I make once I get there. So also, be flexible.
And once you get to the show go to some seminars and like I said above, all the networking events and network your butt off like your business depends on it because it does.
Don’ts:
Don’t Party So Hard You Don’t Get Your Business Done
It’s funny going to an adult trade show. The first morning around ten there are a reasonable amount of people milling around. By the second morning that goes down considerably and by the third morning you could shoot a cannon through the place and not hit a soul.
I stopped doing most late night parties years ago. Why? Because I’m there to work. To do business. Not to drink, get drunk, stay out until dawn, and then miss my first meeting the next day. That’s why I generally try not to schedule any meetings before at least 11 am. Before that there’s a high probability my meeting partner will be a no show.
Look, I’ve been there. I used to party hardy at these things. Not anymore. I learned. It was probably the time I drank too much, barely got back to my room (not sure how I did), puked off the side of my bed and then missed my flight the next morning. Yup, no more late night parties for me.
Make a Fool of Yourself by Being Too Loud and Boisterous
People judge you by how you conduct yourself at these events. These are your counterparts. Treat them with respect. People are having meetings and talking about business. Don’t be so loud and boisterous that you interrupt those meetings or just pleasure conversations between friends. People will remember you, but not the way you had hoped.
Don’t be a Jerk
Along with the item above, don’t be a jerk. Don’t do and say things to people that will make you an outcast among our adult industry family. Be nice, be pleasant, be positive, but leave any jerkiness at home.
I hope this article proves helpful when attending the January shows and beyond.
I look forward to seeing each and every one of you next month in LA (at XBIZLA and X3) and Vegas (at Internext and AVN), and in Cascais (TES) in February (see what I did there, I promoted my being at those shows).
As always, we look forward to serving you.
