Tradeshow 102: Attracting Visitors. Dr. Amy Brown Wednesday, January 27, 2016

Transcription

1 Tradeshow 102: Attracting Visitors Dr. Amy Brown Wednesday, January 27, 2016

2 This is more than just a beautiful pen.

3 Overview Review: Preparation and goals Attracting visitors Principles of engagement Handling tough questions Outreach in your community

4 Review: Goals & Preparation

5 What are Tradeshows? What we call tradeshows come in different forms: health care conferences, local health fairs, medical school events, etc. Participating in tradeshows presents an opportunity to build your reputation as well as the reputation of the profession.

6 Three Goals Public Education Building Relationships Identifying Advocates

7 Public Education You know how valuable the care you provide is and so do your patients. But there are many individuals who know very little about chiropractic. Tradeshows present an opportunity to change that.

8 Building Relationships In your capacity as a volunteer, you are working to help the profession build and foster relationships. In your capacity as an individual practitioner and representative of your community, there may be opportunities to build professional relationships.

9 Identifying Advocates Endorsement from patients and other health professionals about chiropractic is incredibly valuable. Tradeshows offer an important chance to identify existing advocates or create new advocates through education and relationship building.

10 Preparing Familiarize Yourself with Your Audience Sign up and Block Your Time Assemble Your Materials

11 Setting Up Get there in plenty of time! Arrange the set up to allow for optimal interaction. Make the booth attractive.

12 Attracting Visitors

13 Three Components Connecting Gauging Interest Building Booth Reputation

14 Connecting Smile and ask a question! How s your day going? Are you enjoying the conference? Can I interest you in a pen?

15 Gauging Interest When you greet them Do they make eye contact? Do they keep walking? Do they approach you? Do they want you to sign their passport? Do they actively want to learn something?

16 Building Booth Reputation To attract people to your booth: Offer unique, useful swag; Run a draw or raffle; and always, Be helpful! And let the word spread.

17 Principles of Engagement

18 Four Principles Identify Common Ground Demonstrate Interest Know Your Stuff! Leverage Your Resources

19 Identify Common Ground Ask questions to learn about them. Draw on your experiences to relate to their responses. Common ground can be strictly professional or based in shared personal interests.

20 Demonstrate Interest When you find common ground, be genuinely interested! Don t just shift gears to focus on your goals. Instead, find a way to bridge their interests with your expertise.

21 Know Your Stuff! The tradeshow s environment will determine the audience and the audience will determine what you ll need to be comfortable discussing: If you re volunteering for the OCA at the Ontario College of Family Physicians conference, it s important to have a strong sense of the health care system and the current issues facing medical doctors.

22 Know Your Stuff! The tradeshow s environment will determine the audience and the audience will determine what you ll need to be comfortable discussing: If you re working at a local health fair and primarily engaging local citizens, be ready to talk about relevant community events and issues.

23 Leverage Your Resources Swag isn t just for show it has a purpose!

24 Handling Tough Questions

25 Four General Rules Be Open & Acknowledge a Good Question Use Shared Language Be Honest, but Tactful, Diplomatic & Positive Be Willing to Admit you Don t Know & Follow Up

26 Common Types of Questions Practice style and diversity Manual care and safety Professional uniqueness and similarities Financial barriers

27 Getting Active in Your Community!

28 Opportunities Near You Community Centres and Groups Chambers of Commerce Regional Health Units Local Health Integration Networks Athletic Clubs Local Fairs and Festivals

29 Interested in Volunteering? Visit and explore the OCA s Community Engagement and Leadership Program Review roles Identify a role you re interested in and APPLY!

30 Review Goals and preparation Attracting visitors Principles of engagement Handling tough questions Getting active in your community!

31 Questions? Dr. Amy Brown