7 Activities NOT to Do at a Conference — And What to Do Instead

May 11, 2025 | Government

Conferences can be game changers—or complete duds. It all comes down to how you show up. Here’s your sales-focused playbook for making the most of your next industry event.

1. Don’t show up without a plan of attack.

Instead: Know your targets. Decide in advance who you’re meeting, what sessions you’re skipping, and where you’ll focus your time. Map out buyers, partners, and key agencies you want to connect with. Walking the floor with a strategy beats wandering with swag bags.

2. Don’t spend all your time in sessions.

Instead: Prioritize networking over note-taking. If you’re brand new, pick two or three sessions—especially ones focused on upcoming opportunities or agency forecasts. Then, spend the rest of your time making meaningful connections. The real ROI is in hallway conversations and introductions over coffee.

3. Don’t sit down or catch up on work at your booth.

Instead: Be present, be approachable, and be proactive. Stand. Smile. Engage. Your booth isn’t your office—it’s your storefront. Every person walking by is a potential opportunity.

4. Don’t drink or party too much.

Instead: Be social, but stay sharp. Some of the best intros do happen at receptions and after parties—but it’s the follow-up afterwards that makes it count. Make sure you remember what you said and who you said it to.

5. Don’t stay in your room to “get work done.”

Instead: Show up. You’ll never know who you could meet by just being in the right place at the right time. You flew in for this—be present in the rooms that matter.

6. Don’t spend all your time with the same person or people.

Instead: Spread out and multiply your impact. Divide and conquer sessions. Introduce each other to new contacts. A team of three can have 3x the reach—if you’re not glued together. While it makes you feel comfortable to stick with your crew, the real growth happens when we’re uncomfortable.

7. Don’t forget to follow up shortly after the conference.

Instead: Strike while the iron’s hot. Within 3–5 days, send a short, value-based email. Don’t just say “nice to meet you”—remind them what you talked about, offer a specific next step, and include a clear call to action.

Example: “Let’s continue our discussion. How about a 15-minute call next Thursday at 10 AM EST?”

Call to Action for You:

Make a list of your top 5 contacts and block 30 minutes tomorrow to get those follow-up emails out. Don’t let a great conversation turn into a missed opportunity.

Final Word:

Great conferences aren’t about how many cards you collect. They’re about how many real conversations you have—and what you do with them afterward. Go in with a game plan. Execute with intention. Follow up with purpose.

Sales never stops.

You showing up with a plan? Or just showing up?

If you like what you see in this article and are ready to get to work on increasing your product sales margins, click here to schedule a call with me. Let’s put together a plan that works

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